Purpose of this deck

Microsoft Business Applications Partner

Confidential. Not for External Use.

Title Build a Resilient Supply Chain Partner Opportunity Deck

The purpose of this deck is to highlight the opportunity for partners to expand and grow their practice with the Build
Purpose a Resilient Supply Chain Sales Play.

This deck is intended for Microsoft Dynamics 365 partners use only, not to be externally published. The deck is meant
Description to be a library of slides that partners can use and tailor for their needs based on the audience they are presenting to.
The next slide contains a summary of the main sections of the deck and what audiences they are best presented to.

Safe Handling Always check Dynamics 365 Partner Hub to ensure you have the most recent version of the deck as we make updates
Instructions to it regularly.

Audience Partner Business Decision Makers (BDM)

Version 1.0

Last Updated 8/1/2021

Contact Person Ginny Hoban (gihoban@microsoft.com)

Information about
Information this
about thisdeck
deck
Deck Guidance
Sections Slides Details

Introducing the Build a Resilient Supply Chain Sales Play and the set of FY22 Dynamics 365
Build a Resilient Supply Chain Sa 3-9
les Play Sales Plays.

Customer insights, market trends, key industries and key personas showing partners the
Business opportunity 10-17
opportunities in this market across segments and verticals.

Addressable market and partner services opportunity related to this Sales Play, with a
Partner opportunity 18-25
framework for growing partner practice, including partner and customer success stories.

Resources and readiness to help you go-to-market with this Sales Play, whether you are
Go-to-Market 26-32
getting started or looking to expand on an existing practice.

Resources 33-35 Resources to bookmark to assist throughout your practice development journey.

Information about
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deck
Build a Resilient
Supply Chain
Partner Opportunity
Objectives
By the end of this Partner Opportunity
deck, you will:
• Know the FY22 Business Applications
Sales plays and be introduced the
Build a Resilient Supply Chain Sales
Play
• Understand the Build a Resilient
Supply Chain business opportunity
and market trends
• Recognize the associated opportunity
for you as a Partner to build and
expand with this sales play
• Be equipped with the resources and
tactical next steps to activate this sales
play for your Practice
Why Microsoft
Industry clouds

Microsoft
Together, Microsoft 365 LinkedIn
Dynamics 365

it’s possible
Microsoft
GitHub
To accelerate revenue, improve customer Power Platform
loyalty and empower your sales teams to
achieve more.

Microsoft Azure

Identity, security, management, and compliance

Business Applications
Customer Commerce Fraud
Service Protection

Customer Connected
Voice Store

Customer Intelligent Order

Insights Management

Supply Chain
Marketing
Data & Management

Intelligence
Sales Guides

Field
Service Finance

Business Human Resources

Central
Remote Project
Assist Operations

Power Power Power Power

BI Apps Virtual Agents Automate
FY22 Sales Plays — Business Applications

Customers buy solutions, not products. By

grouping products into customer-centric
solutions that align to business outcomes, we Activate Digital Selling Enable Always On Personalize Customer
lead with addressing the customer's needs Service Experience
instead of leading with product features.

A customer conversation that paints a vision

Sales Play
on how the customer can achieve better
business outcomes through a set of scenarios. Build a Resilient Connected Commerce Optimize Financial and
Supply Chain Operating Models
An area of the core business process that
Use enables the customer to solve a specific
Cases pain point to achieve their desired business
outcome.

Microsoft Product(s) that delivers capabilities to

Product enable a specific business outcome. Automate Business Discover Business Rapidly Build Apps
Processes Insights
Build a Resilient
Supply Chain
Predict disruptions and respond fast
with a digital supply chain to gain end
to end visibility, planning agility and
optimize fulfilment.

Adapt to changing business models

like product-as-a-service helping
build more agile and connected
factories to proactively manage the
shop floor using a real-time view of
production and inventory to improve
throughput, quality, and uptime.
Build a Resilient Supply Chain Sales Play Overview
Commerce Fraud
Customer

Use Cases
Service Protection

Customer Connected
Voice Store

Customer Intelligent Order

Insights Management

Supply Chain
Marketing
Data & Management
Modern Manufacturing
Intelligence Asset Productivity and Operations
Management
Sales Guides

Field
Service Finance

Business Human Resources

Central
Remote Project
Assist Operations

Intelligent Fulfillment Agile Supply Chain

Power Power Power Power

BI Apps Virtual Agents Automate
Business
Opportunity
Organizations face many challenges

Difficult to obtain end-to-end supply Workforce empowerment and

chain visibility management

Lack of agility to meet changing

Inability to ensure business continuity
customer demand

Disparate systems and outdated Difficult to forecast accurate

technology customer demand
Industry challenges and trends

Digitally interconnect Adapt to changing Rapid shift to digital Adapt a composable

supply chain ecosystems. business models. commerce. business approach.
25%

20%

79% 69% 80%

15%

10%

5%

0%
2021 2025 Projected

23% of supply chain leaders
expect to have a digital
ecosystem by 2025, up from
only 1% today.
79% of supply chain leaders
think that an
internet-/platform-based
approach is the most critical
new business model to
support post pandemic
recovery.
69% of supply chain
organizations expect a
decrease in consumer
willingness to visit stores
over the next five years.
Implement new initiatives
80% faster than the
competitor.
Focus industries

Manufacturing Retail

Build a Resilient
Supply Chain
Government Healthcare

Automotive
Use cases

Modern
Manufacturing and Intelligent Agile Supply
Asset Productivity
Operations Fulfillment Chain
Management
Key Decision Makers
Key performance indicators
• Supplier performance (Avg days •
late, PPV, Quality)
Chief Supply Chain Officer • Inventory Accuracy (Variance %) •
Optimize outbound and inbound
transportation cost
Inventory turns (COGS / Avg Inv)

• Time to productivity • Time to fulfil

Chief Operating Officer • On Time Delivery • Average PDBL (past due back
log)
• Maintenance costs

• Optimize warehouse costs • Supplier performance (Avg days

late, PPV, Quality)
VP of Manufacturing • OEE – Unplanned machine
downtime as a percentage of • Total Order Cycle Time
scheduled run time • Safety – Number of incidents

• Asset availability / Utilization • Time to fulfil

VP of Engineering • MTTR (Mean time to repair) • Optimize outbound and inbound

transportation cost

Key influencers
Chief Information Chief Financial Chief Technology Supply Chain
Officer Officer Officer Manager
Conversation starters

Where do you see your company compared to

other organizations in terms of Asset
Productivity, OEE and Return on Assets?

Have you started to looking into initiatives to

create recurring revenue models, like Product-
as-a-Service?

How much visibility do you have into your

supply chain; like inventory availability or order
status?

How has the pandemic disrupted your supply

chain? How quickly were you able to respond to
those disruptions to maintain business
continuity?
Proposing the right solution
When your
customer says
It’s hard to proactively mitigate supply chain
disruptions
I’m struggling to track and trace products
and raw materials through the supply chain
I want to prevent costly machine failures
My teams and systems are siloed and
struggling with delivering an innovative
supply chain
It’s tough for our organization to pivot the
current supply chain to meet newer business
models that help better address customer
demand
Communicate these
business outcomes
• Predicting customer demand, automating,
and optimizing fulfillment to deliver the order
• Ensuring availability, upskilling and safety of
front-line workers
• Improving supply chain trust and mitigating
risks
• Increasing on-time delivery
• Ensure business continuity while improving
throughput, efficiency, and uptime
• Mitigate machine failures and reducing
maintenance cost
• Improving productivity and agility by
connecting people to processes, assets, and
information
• Improving product traceability and multiparty
collaboration with secure data sharing
• Reducing cost through balancing customer
service commitments with inventory levels
• Adapting quickly to changing business
models (e.g. add a new revenue stream via
product-as-a-service)
Achieved through
these capabilities
• Run Manufacturing Execution Systems on the Edge to improve productivity,
overcome latency and keep critical processes running 24x7
• Manage shop floor using a real-time view of your machine, production and stock to
improve throughput, quality, and uptime
• Access a single global view of your inventory positions across all legal entities in
real-time to ensure that the right products are available
• Gain real-time insights into the order from intake to delivery with customizable
integrated dashboards to deliver on your order promise
• Proactively manage equipment both in your factory and your customers premises
by performing all types of maintenance—predictive, corrective, condition-based,
and preventative
• Optimize and plan inventory of spare parts in real-time
• Integrate with existing supply chain solutions, ERP and other systems using
Common Data Model to unify the data and perform advanced analytics leveraging
AI—enabling process and order orchestration, visualization, and collaboration
• Support discrete, process, and lean manufacturing with make-to-stock, make-to-
order, configure-to-order, and engineer-to-order strategies
• Transform the service organization from a cost center to a profit center with
effective contract management subscription billing and asset mgmt.
Partner
Opportunity
 Build a Resilient Supply Chain partner opportunity

Cloud Market Opportunity Services Opportunity

$104 $Supply
12B $194 $22B $582 $106B $16-to-$1
2
Billion1 Chain Billion1 Billion Supply
Supply
Chain
Service Revenue to Licensing
Chain Margin ratio

2020 2023 projected 2023 projected

1: Microsoft internal research, 2020
2: Forrester TEI, 2019 and Microsoft
Microsoft Business Applications Partner internal research, 2020
Confidential. Not for External Use.
Build a Resilient Supply Chain
Connect use cases to grow opportunity
+224%

+44% Expand across sales plays

Use Cases: Asset Productivity, create

holistic view of customer and build
Foundation solutions at scale to support across
Enhance through the sales play lines of business.
• Dynamics 365 Supply Chain
Management
Use Case: Asset Productivity • Dynamics 365 Finance
Single product foundation • Dynamics 365 Supply Chain • Power Automate
Management • Power App
• Dynamics 365 Finance • Dynamics 365 Guides
• Dynamics 365 Supply Chain • Power Automate • Dynamics 365 Field Service
Management • Power App • Dynamics 365 Remote Assist
• Dynamics 365 Finance • Dynamics 365 Project Operations

Microsoft internal Research. Percentage increases based on Average Deal Size based on FY22 Pipeline. It’s an approximation for example purpose.
Scale your practice with Microsoft Business Applications

Expand 1 Strong foundation

Establish your practice foundation with
2
core technical capabilities that address
Enhance customer needs
1

Foundation
2 Enhance and enrich
Enhance your foundation with new
capabilities within your existing practice

3 Expand and scale

Expand and scale your practice with new
workloads to provide end-to-end offerings
or explore Partner-to-Partner relationships.
Grow your Build a Resilient 3

Supply Chain practice Power BI Azure Digital

2 Twin

Asset Planning
Management Optimization
1 Supply chain foundation 1

Intelligent
Supply Chain Inventory Power
Power Order
2 Composable solutions and Automate Mgmt.
Management (SCM) Visibility Apps

connected use cases

Sensor Data
Guides
Intelligence
3 End-to-end supply chain visibility
and connected operations
Field Service + Azure Machine
Remote Assist Learning (ML)
Build a Resilient Supply Chain Practice Growth
Start with Composable Solutions for fast time to customer value

Supply Chain  Asset Management Intelligent Order

Asset Management  Sensor Data Intelligence Intelligent Management
Productivity Fulfillment

Work with customer to provide end-to-end solution

Supply Chain
Guides
Management
Intelligent Order Supply Chain
Management Management
Modern Agile Supply
 MES on Edge
Manufacturing  Engineering Change Chain
and Operations Field
Management
 Planning Optimization
Management Service
 Inventory Visibility Power
Platform
 Blurring the boundaries between strategic, tactical and
operational
Supply Order
Planning Management

Production
Control
Demand
Forecasting
Azure ML Power Apps

Power BI Power Power Virtual

Automate Agents

Financial
Planning
S&OP S&OE
Replenishment
Data AI builder Management Dataverse Azure Cognitive Management
connectors tools IoT Services

Logistics
Inventory Management
Planning

Collaborate
Capacity Materials
Planning Management
 Build a Resilient Supply Chain Stories
With Microsoft Dynamics
365, The Heico Company is
centralizing and
standardizing its approach to
finance across its global
network of companies while
also improving operational
processes.
TBM struggled with data
synchronization and
integration into an existing
Warehouse Management
System. To overcome this,
TBM adopted Microsoft
Dynamics 365 Supply Chain
Management.
Click below for the complete list:
Partner Success Stories
Wonder Cement’s recent
Microsoft Dynamics 365
deployment brought wide-
ranging process
improvements that lowered
inventory costs and reduced
the time spent on
transferring data between
disparate systems.
Customer Stories
When Okuma needed to
update its internal
operations systems, it chose
a software Microsoft
Dynamics 365. Now Okuma
is surging ahead with a
solution that seamlessly
combines data from
disparate areas of the
company to drive revenue
and market share growth.
Go-to-market
Get started with your Build a
Resilient Supply Chain practice
Help your customers realize the full value of the Build a Resilient Supply Chain Sales
Play. Here are recommended steps to build and expand your practice with
5 Use Microsoft Offers
Learn more about how you can
take advantage of pre-sales
and Post-sales offers.
resources available along each step of the journey.
Learn more about Offers >

1 Build your Practice and

Prepare your Pitch
3 Publish Your Offer
Publish your offer on AppSource for
visibility with customer prospects and
Explore all Partner ready sales play GTM assets to to co-sell with Microsoft Sellers.
execute the Build a Resilient Supply Chain Models Visit AppSource >
Sales Play.
Visit the Sales Play Page >

4 Hone Your Competency

Measure your Cloud Business Applications competency
with the new Partner Contribution Indicators
Learn more>

2 Skill your Team

Get you technical team trained and certified.
Explore certifications >
Build your Practice and Partner Opportunity Pitch Decks
Prepare your Pitch
Sales Plays are streamlined go-to-market content
that align the co-sell motion between Partners and
Microsoft Field sellers.

For each Sales Play, we provide assets to enable you

to activate this opportunity with your customers.

 To-Partner Assets: Resources to help you and

your team understand the practice opportunity
and skill your sales team Sales Play Card Partner Evidence

 Thru-Partner Assets: Resources to accelerate your

time to market, including BDM and TDM pitch
decks and prospecting resources

Visit the Sales Play pages on the Dynamics 365 Partn

er Hub
Skill Your Team These certifications will get you ready to
Build a Resilient Supply Chain

Dynamics 365 Supply Chain Management Functio

Do you have the skills to Build a nal Consultant Associate
Resilient Supply Chain? Try our role- Exam MB-330
based certifications
Dynamics 365 Supply Chain Management, Manuf
acturing Functional Consultant Associate
Are you technical and ready to get trained and
certified? Microsoft Certification gives individuals
and organizations a professional advantage by Exam MB-320
providing globally recognized, industry-endorsed
evidence of skills mastery, demonstrating technical
abilities and willingness to embrace new
technologies.  Additional Certifications:
• Exam MB-300: Microsoft Dynamics 365: Core Finance and Operations
• Power Platform Functional Consultant Associate (Exam PL-200)
• Data Analyst Associate  (Exam DA-100)
• Dynamics 365: Finance and Operations Apps Developer Associate (Exam MB-500)
• Power Platform Developer (Exam PL-400)
• Dynamics 365: Finance and Operations Apps Solution Architect Expert (Exam MB-700)
Publish Your Offer on Visit Microsoft AppSource
http://aka.ms/appsource

Microsoft AppSource
Publish consulting services or applications on the
Microsoft Commercial Marketplace to connect with
4 million+ users monthly, discover partner-to-
partner opportunities, and access go-to-market
benefits.

• Increase awareness and promotion

Reach millions of customers looking for apps
and services in 140+ geographies

• Monetize and unlock growth opportunities

Access 15,000+ Microsoft sellers and partner-to-
partner opportunities

• Reduce cost and time to market

Onboard your offer in Partner Center where you
will get insights on performance and manage
your interactions with Microsoft.
Hone your competency
Measure your Cloud Business Applications (CBA) competency with the new Partner Contribution Indicators (PCI)*

Measures your company's Performance Capability Customer success

prior-year performance across
10 Net new revenue 15 Functional consultants 20 New large deployments
seven key indicators that fall
into three categories: 10 Net customer adds 15 Functional consultant growth 25 Monthly active user growth
performance, capability, and
customer success 5 Developers

Partners are awarded gold or

1-59 PCI score 60-79 PCI score 80-100 PCI score silver competency based on their
Not eligible for Meets requirements Meets requirements
total points, which provide
competency for silver competency for gold competency additional benefits

Learn more
*PCI scores will be used for determining gold and silver status in the Cloud Business Applications competency starting April 1, 2021.
** If your anniversary date for the Cloud Business Applications competency is between July 1 and December 31, 2021, you will be granted the 15 points for the Functional Consultant Growth
metric for this renewal cycle. Learn more on the recent blog post: An update for partners with Microsoft Partner Network competencies.

Business Applications
FY22 Partner Offers
The FY22 Business Applications Partner
Offers investments will expand to
include both Pre-sales and Post-sales
activities aligned with each sales play.
Funding is provided to eligible
partners and customers to support
these activities which help accelerate
sales conversations, generate leads for
key technologies, and drive customer
adoption.
For details on the Partner Offers, visit:
dynamicspartners.transform.microsoft.
com/offers
Presales Activities
Continuing from last FY, funding for Pre-Sales activities are designed to help
generate and convert pipeline.
 Catalyst Accelerator activities
Identify and extend the customer’s desired KPI changes through
envisioning workshops and business value assessments. These activities
are aligned to the Catalyst framework that helps the partner co-sell with
Microsoft Field Sellers. Learn more about the framework and access
readiness at: dynamicspartners.transform.microsoft.com/catalyst
 Proof of value activities
Demonstrate the value of specific Business Applications products and
scenarios through activities including pilots and in-a-day workshops.
New!
Post sales Activities
New in FY22, the Partner Offers program will now include post-sales
activities to help customers realize value of implementation through usage
and change management. Specifics about the program will be announced
in August 2021.
 
Additional details will be able in August 2021, visit the Partner Offers page
on the Dynamics 365 Partner Hub.
Resources
Key Resources
Bookmark these key resources to re-visit throughout your practice development journey.

Dynamics 365 Microsoft Partner Microsoft Partner Microsoft Learn

Partner Hub Center Community Access skilling and
readiness resources that
Access go-to-market Access your tools you Get partner news and
can help your team learn
resources, partner stories need to manage your foster connections with
across various lengths,
and readiness resources relationship with experts at Microsoft as
skill levels and role-
for Sales Plays and by Microsoft and with your well as peer-to-peer
specific needs.
product. customers. connections.

➤ Visit the Partner Hub ➤ Visit Partner Center ➤ Join the Community ➤ Visit Microsoft Learn
There is no better time to be a
Microsoft Business Applications
partner
Appendix
Microsoft Catalyst
Microsoft Catalyst is a customer engagement journey to help businesses conceive and realize business transformation by
taking customers through a series of curated phases: Inspire, Design, Empower, and Achieve

Business transformation starts with an I.D.E.A.

Inspire Design Empower Achieve

Imagine a future state for
your business
➤ Example:
Envisioning workshop
Discover what’s possible by
aligning technology
investments to business
goals
➤ Example:
Business Value
Assessment and
Solution Assessment
Empower others in your
organization to see the value
➤ Example:
Solution demonstration
Achieve business outcomes
and improved customer
experiences
➤ Example:
Deal crafting /
Transformation plan

Learn more
Market Trends

80%
increase
69%
of organizations expect
a decrease in consumer willingness
to visit stores over the next five
years.
51%
of retail CEOs
view the supply chain as important
for success as sales, marketing, and
product.
in speed of new initiative
implementation compared to

79%
competition by adopting a Over

50%
composable approach.

of supply chain organizations of leaders

will have a technology leadership think that an internet-/platform-
role reporting to the CSCO by based approach is the most critical
2025. new business model today.
 1 Planning 2 Procurement 3 Manufacturing

Challenges faced
by organizations
Popular fridge parts

End to end supply chain visibility

Agility to meet changing customer demand

4 Distribution 5 Order orchestration 6 Delivery
Disparate systems and outdated technology

Adapting to changing business models

Inability to ensure business continuity