Purpose of this

Microsoft Business Applications Partner

Confidential. Not for External Use.

deck
Title Transform Business Operations Experience - Partner Opportunity Deck

The purpose of this deck is to highlight the opportunity for partners to expand and grow their practice with
Purpose Dynamics 365 Business Central through a customer-centric approach.

This deck is intended for Microsoft partners use only, not to be externally published. The deck is meant to be a library
Description of slides that partners can use and tailor for their needs based on their audience.

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

Audience Partner Business Decision Makers (BDM)

Version 2.0
Last Updated 10/05/22
Contact Person Angela Reese Kawano (Maria.Reese@microsoft.com)
 Connected Sales and Marketing

Microsoft Business Applications customer

Modernize the Service Experience
scenario:

Transform your
business operations
Enable a Resilient and Sustainable Supply Chain

Partner Opportunity in SMB

experience
October 2022
Optimize Financial and Operating Models

Accelerate Innovation with Low Code

Objectives
By the end of this Partner Opportunity
deck, you will:

• Understand the customer scenario

and market trends for Dynamics 365
Business Central in SMB
• Recognize the associated opportunity for
you as a partner to build and expand with
this customer scenario
• Be equipped with the resources and
tactical next steps to activate this scenario
within your practice
Why Transform Your
Business Operations
Experience
Partner
opportunity

Go-to-Market
Your customers need help navigating changes
in the market

SMBs that
20% Remote and
73%
can’t adapt Of SMBs will cease hybrid work is of employees want flexible
operations by 2025 hybrid work options to stay
close shop because they cannot pivot
here to stay post-pandemic.
fast enough to digitize
their operations to meet
customer demands.
Source: IDC Source: Microsoft annual work
trend index

Teams aren’t
76% Processes and 72%
of CFOs are dissatisfied operating of CFOs believe their
collaborating
with cross-functional models are company will need to
enough collaboration to bridge completely rethink
outdated
the gap between processes and operating
operational and financial models to be more resilient.
planning.
Source: Gartner AFP
Organizations Lack of business visibility and insights
are facing many
challenges Manual, inefficient, and error-prone processes
lead to frustrated employees, low profit margins,
and increased costs

High employee turnover as people are burnt out

due to continual change and disruption

Legacy systems don’t support project or

subscription-based models

Minimal disruption tolerance including lack of

investment capital, and IT resources

Microsoft Confidential—Internal only

Success depends
on organizations’ Operating Processes
ability to
collaborate and
continuously
adapt business
Financial Constructs
models

Organizational Structures

Microsoft Confidential—Internal only

Solve challenges for your SMB customers

With Microsoft Business Applications

solutions, and Dynamics 365 Business
Central, you can empower small and
mid-sized organizations to adapt
faster, work smarter, and perform
better.
Business Central
All-in-one business management designed for SMB

Dynamics 365 Business Central

Financial Sales and service Project Supply chain Operations Reporting and
management management management management management analytics
Transform their business operations
experience
Top use cases

Move to the cloud Unlock productivity Increase financial

faster, with and business visibility and
confidence insights performance

Boost sales and Finish projects on time Optimize inventory and

improve customer and under budget supply chain
service management
Key
industries Transform your business operations experience

Manufacturing Retail Government

Financial Services Healthcare

Start a customer
conversation
now
How do you access relevant
financial information in real-time?

How do you quote and price

projects?

How do you ensure you have the right

resources to deliver on upcoming
projects?

How quickly can you adapt

your business models to
support new opportunities or
disruptions?
Why Transform
Your Business
Operations

Partner

opportunity Go-to-

Market
 Business Applications total addressable market in SMB

Medium business
80M SMB
$55B TAM

Medium business

Accounts
25-300 employees

Small business
$8B TAM

$82B
Small and very small business
1-24 employees Very small business
$19B TAM
TAM

Sources: Analysis Mason, May 2022 number of accounts | Very Small number of accounts: <5 employees = 122M accounts; 5-9 employees = 23M accounts | SOHO Businesses with zero employees are excluded | Total SMB TAM sourced from MPF,
Solution Area TAM allocated using Analysis Mason IT Spend | Customer Pen = active paying customers / market number of accounts | 1) Other SMB includes NRO, MS Stores, Allocations and Insufficient Customer details
Investment trends in cloud ERP make it
a great market to build your business
Cloud market opportunity

$11
$74.6 Billion1
14%
CAGR
$32.7
Billion1
Finance

Billion1
Cloud ERP Cloud ERP $30 Billion1
18%
Service-centric ERP CAGR
2021
2026
18% $10 Billion1
CAGR 20%
Planning & optimization CAGR

1. Gartner Research Commissioned by Microsoft, 2022

Microsoft Business Applications Partner Confidential. Not for External Use.
By growing your services, you stand to gain even more

5%
Envisioning and assessments
• 33% avg margin
63%
• 42% growth rate Implementation and deployment

Business Finance & Customer Power

Operations Engagement Platform

13% Applications 41% 35% 37%

Application customization Services avg margin avg margin avg margin

$13-1
• 39% avg margin 23% 29% 45%
• 42% growth rate growth rate growth rate growth rate

services to licensing
margin ratio1
19%
Post-sales services
• 53% avg margin
• 102% growth rate

Read the full 2022 TEI study: https://aka.ms/BAPartnerTEI

Microsoft Business Applications Partner Confidential. Not for External Use.
Connect use cases to
grow the opportunity +11X

+4.5X Expand across Solution Plays

Use cases: Maximize Financial

Visibility and Profitability, create
Regular Sale holistic view of customer and build
Enhance through expanded solutions at scale to support every
scenarios line of business.
• Dynamics 365 Business Central
Use case: Maximize Financial • Dynamics 365 Project Operations
Single product foundation • Dynamics 365 Supply Chain
Visibility and Profitability
Management
• Dynamics 365 Business • Power Automate
Central • Power BI
Dynamics 365 Business Central • Dynamics 365 Project • Power Apps
Operations
• Dynamics 365 Human
Resources
Microsoft internal Research. Percentage increases based on Average Deal Size based on FY22 Pipeline. It’s an approximation for example purpose.
Partner success
stories
In 2007, SAGlobal verticalized their business to align with
Microsoft’s recommended go-to-market strategy. When
Microsoft Dynamics 365 was released, SAGlobal quickly
adapted by expanding their offerings to include new
workloads and provide cloud services to their key verticals.
Annata is a global ISV with 15 years of experience delivering
end-to-end business solutions for the automotive and
equipment industries. They partnered with Microsoft for their
commitment to innovation and go-to-market support, which
empowers Annata to get ahead of competitors and acquire
new customers.
Click below for the complete list:
Partner Success Stories
A Microsoft Gold Partner, Sunrise Technologies specializes
in digital transformation, using ERP, CRM, and business
intelligence solutions to enable global, unified commerce.
To-Increase provides software, mobile solutions, and
cloud apps that enable manufacturing, food, and rental
companies to align technology with strategic goals,
operate more efficiently, and deliver the best possible
experience to their customers.
Customer Stories
There's no better time to sell Dynamics 365

2% 35% 84% 2x
penetration YoY growth revenue increase Double Azure
revenue

2% penetration 35% YoY growth 84% revenue increase Double Azure

Microsoft 365 customer Capture your share of the Increase average revenue per revenue
base with Dynamics 365 in total 35% YoY Dynamics Microsoft 365 user (ARPU) by
Adding Dynamics 365
mid-sized organizations 365 and PowerApps net up to 84%
doubles Azure revenue in an
revenue growth
existing Azure customer

Source: Microsoft Cloud Ascent, Internal Microsoft Research

Why Transform
Your Business
Operations

Partner

opportunity Go-to-

Market
There are two ways you can capitalize on
this opportunity – build your practice or
P2P

or
Build Your
P2P
Practice
There are two ways you can capitalize on
this opportunity – build your practice or
P2P

or
Build Your P2P
Practice
Get started building your practice

6. Stay connected 1. Plan your

pitch

5. Use Microsoft
2. Skill your
Partner Incentives
team

4. Attain a solutions
3. Go to
partner designation
market

Plan your
pitch
Determine your strategy for pitching to
customers by determining the best
customer scenario and products.
Customer scenario
An area of the core business process that
enables the customer to solve a specific
pain point to achieve their desired
business outcome
Microsoft product
The product delivers capabilities to
enable a specific business outcome
Plan your pitch
Pitch decks and
go-to-market resources
Visit the Partner Hub to access customer scenario go-to-market resources
including partner opportunity decks, pitch decks, and more.
http://aka.ms/PartnerGTM
Demos and
click throughs
Browse this Partner Sales Playbook to find demos and click throughs aligned
to 80% of BC customer scenarios.
http://aka.ms/bizcentral/salestools
Partner and
customer stories
Read evidence from different industries and geographies.
https://customers.microsoft.com/ | https://aka.ms/BAPartnerStories
 Skill your
team
Develop Explore certifications

capabilities and Dynamics 365 Business Central Functional Consultant Associate

Exam MB-800
capacity
Explore skilling and enablement resources to support
Additional certifications

your teams—from sales and pre-sales roles to Dynamics 365: Finance and Operations Apps Solution Architect Expert
functional consultants and solution architects—there’s Exam MB-700
something for everyone. Dynamics 365: Finance and Operations Apps Developer Associate
Exam MB-500
Training and certification guides Power Platform Functional Consultant
Associate Exam PL-200
Dynamics 365 - aka.ms/D365TrainCertDeck
Power Platform Developer
Power Platform - aka.ms/PPTrainCertDeck
Exam PL-400

Microsoft Learn courses and

enablement
Set yourself apart with a competency and specialization
Dynamics 365 Business Central (on-demand)
Power Platform (on-demand) Small and Midsized Cloud Solutions Competency
Partner enablement guides (updated Small and Midsized Business Management Advanced Specialization
monthly)
Microsoft Cloud Weeks | Prepare for
Microsoft certifications
 Go to
market
Build your offering
Fixed price, fixed scope, fixed
timeline
High-volume practice framework
Focusing on a Creating
Packaging and Generating Accelerating Virtual Fast-Tracking Time Increasing Customer Driving Scale
Specialization or Differentiated
Pricing Offers Demand Sales Cycles to Value Lifetime Value and Growth
Industry Solutions
Fixed price
AppSource and
Value proposition Software subscription Prioritized asset Sales and marketing quick start Next best offer
Differentiation Azure Marketplace
definition offers development plan process map implementation identification
Optimization
packages
Remote sales Proactive
Identification of core Defining
Emotional messaging Fixed priced, outcome 12-month nurture enablement video asset customer support
industries focus and customer success P2P channel strategy
framework quick start offers content calendar identification and optimization
market segmentation engagement
and development subscription services
rhythm
Customer success and
Repeatable emotional Expand into new
optimization Marketing campaign 90, 60, 30 day
Market segmentation IP prioritization map proposals, presentations Process streamlined markets and new
subscription service development renewal plan
& SOW solutions areas
offers
Leveraging of time
Risk reducing,
Website engagement saving ISV tools to Measuring
Vertical industry GTM compelling migration Alignment emails
optimization accelerate
migration & and providing outcomes
offers
implementation

Buyer persona definition Engagement plans Case study motion

Land and expand

Demo plans
motion

Jumpstart your offering with the free 8-step Learning Path to Accelerate your SMB practice
 Go to
market
Publish your
Visit Microsoft AppSource
offer
Publish consulting services or new applications on
the Microsoft Commercial Marketplace to connect http://aka.ms/appsource
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

Explore best practices for publishing your

offer
 Attain a solutions partner designation
Distinguish yourself with
Solutions Partner designations
We are introducing designations anchored on the six solution areas aligned to how Microsoft goes to market

Solutions partner Solutions partner Solutions partner Solutions partner Solutions partner Solutions partner
for Infrastructure for Data & AI for Digital & App for for for Business
(Azure) (Azure) Innovation (Azure) Modern Work Security Applications

Partners who attain all six solutions partner designations

Solutions partner
for Microsoft Cloud
receive a Microsoft Cloud badge for their capabilities
across the Microsoft Cloud

Admins can sign into Partner Center to see how your organization is progressing towards a solutions partner
designation
How to attain a Solutions Partner
designation
The partner capability score provides flexibility to demonstrate knowledge, skills, and experience
across subcategories of performance, skilling, and customer success.

Performance
A minimum of 70 This category is measured by net customer adds.
points must be earned,
with points in each
Skilling
categ
ory. This category verifies and demonstrates your dedication to skilling
and training by intermediate and advanced certifications.
There are 100
points possible in total Customer success
across categories. This category is measured by usage growth and the
number of solution deployments.

Admins can sign into Partner Center to see how your organization is progressing towards a Solutions Partner designation
Partner capability score:
Enterprise and SMB tracks to attainment
New
Business Applications recognizes partner organizations who work with customers of all sizes. Partners can attain
their Solutions Partner designation badge by qualifying through the Enterprise track or SMB track.

 Your organization is automatically categorized into one of the two

tracks, depending on the number and the size of customers you tend to
serve.

 The required criteria for each metric includes different thresholds depending on
the Enterprise or SMB track for each category of performance, skilling and
customer success.

 Partial points can be earned in each category, and a minimum of 1 point in each
category is needed to reach attainment. There are a total of 100 possible points
to earn, while 70 points are required to achieve a Solution Designation.

 Regardless of which track partners qualify, a single Solutions Partner

designation badge and associated benefits is granted upon meeting the criteria.
Qualify as a Solutions
Partner for Business
Applications Eligible attributions Threshold (SMB track) Max points

Performance 1
5
Dynamics 365: CPOR, CPOR RevRec, CSP Tier 1/2, DPOR
Net Customer Adds 20 Customer Adds, >$500 Adjusted Revenue 15
Power Platform: CPOR, CSP Tier 1/2, DPOR

Skilling 35
Functional consultants & Developer certifications
Intermediate Certs 5 Functional consultants + Devs 20
(see docs for full list)

Solution Architect certifications

Advanced Certs 2 Architects 15
(see docs for full list)

Customer Success 50
Dynamics 365: CPOR, CPOR RevRec, CSP Tier 1/2, DPOR 10 Production deployments, MIN 5,000 monthly
Deployments 20
Power Platform & Customer Insights: PAL consumption value1

Dynamics 365: CPOR, CPOR RevRec, CSP Tier 1/2, DPOR 2 Monthly consumption value1 growth of 45%+
Usage Growth 30
Power Platform & Customer Insights: PAL across all customers (vs baseline>= 50,000)

Total 10
0
Minimum total points required for Solutions Partner designation 70

*All dates and requirements subject to change.

1 Monthly consumption value is defined as the workload consumption (monthly active users or capacity) multiplied by the consumption rate. See docs for full details.
Benefits for Solutions Partner
designations
Benefits
help
for Solutions Partners are effective, helpful, and relevant to your organization. We’re investing more to

you with business development, increasing customer reach, and expanding technical skilling and enablement.

Encouraging business Increasing Expanding technical

development
• Product benefits (formerly internal
use licenses) have been designed to
align to the Solutions Partner
designations, including:
o Azure bulk credits for your
organization
o Access to development
environments
o New cloud services
subscriptions that are most
relevant in market
customer reach skilling and enablement
• Co-selling with Microsoft to • Personalized assistance,
expand your customer footprint comprehensive courses, and world-
• Go-to-Market services, assets, and class Microsoft experts
personalized consultation to help to build your knowledge
you along your marketing journey • Technical presales and deployment
• Microsoft solutions provider services to help you deliver
placement to increase exposure solutions faster
• Customer-facing badges to • Product (on-prem and
showcase your capabilities cloud), platform, and technical
support to help you troubleshoot
specific issues

For details about benefits specific to each Solutions Partner designation, review the benefits guide
 Attain a solutions partner designation
Receive product benefits
with your designation
Product group Solutions partner for Business Applications Business Applications specialization*

Azure production credits - $4,500 per year (bulk)

Azure Dev/Test credits $6,000 per year (bulk) $12,000 per year (bulk)

Visual studio subscriptions 25 Visual Studio Enterprise subscriptions (no monthly Azure credit) 10 Visual studio enterprise subscriptions (no monthly Azure credit)

100 users D 365 Finance, HR, Project Ops, Sales, and more 1 tenant D 365
25 user D365 Finance, HR, Project Ops, Sales, and more 1 D365 Marketing
Dynamics 365 (D365) Marketing and Customer Insights
Attach
D365 Partner Sandbox products (all)

Power BI 100 Power BI Premium users -

Microsoft 365 100 M365 E3 users 50 M 365 E3 Users

Microsoft Project online 20 users (Plan 5) -

Visio Online 5 users (Plan 2) -

2 Windows IoT
Software Licenses 100 Windows Server Standard 2022, 32 Windows Server 2022 Data Center, -
16 SQL Server, 100 System Center Standard, select CALs, and more

*Max stacking of 1 specialization across all Business Applications specializations.

This asset is intended only for reference purposes as a high-level overview. Benefits are subject to change. Full details and terms and conditions are subject to applicable program
guide.
Differentiate further with specializations
Once you attain a Solutions Partner designation, you can further differentiate your deep technical
expertise and experience with specializations

Greater customer Prioritization Incremental product Showcase your expertise

confidence
Earning a specialization
validates your deep
technical expertise,
differentiates you from
your competitors in
areas with high
customer demand, and
helps customers identify
your ability to meet
their specific needs
benefits
Benefits to earning a
specialization include
prioritization ranking
in the commercial
marketplace and
evaluation for active
cooperative selling
opportunities with
Microsoft field sellers
Gain access to
incremental product
benefits to further
accelerate your business,
including greater access
to Azure credits,
additional product
licenses, and cloud
service subscriptions
that are most relevant in
market today
Earn a customer-facing
badge to display on
your business profile in
the Microsoft
AppSource partner
gallery to promote
your expertise

Learn more about earning specializations to further differentiate your capabilities to customers
 Use Microsoft Partner Incentives

FY23 Business Pre-sales activities

Applications
Designed to support key moments in the Catalyst sales journey to help
partner activities partners accelerate opportunities, expand deal size, win more deals, and more
effectively co-sell with the Microsoft field.

incentive
Partner Activities provide a generous and programmatic
opportunity for partners to drive curated and effective
pre-sales and post-sales activities.
Envisioning Business value Solution Tailored Pilot
Microsoft continues to invest heavily in Business workshop assessment assessment demo
Applications Partner Activities Incentives in FY23 with
higher payouts to partners and an overall budget
increase. Post-sales activities
Partner Activities contribute to growth in opportunities
and revenue for partners by accelerating wins and Increase customer satisfaction and opportunities for services revenue with
unlocking new services with existing and new proven activities that use Microsoft best practices to accelerate adoption,
customers. The activities provide a clear path to help drive usage, and deliver on customer business outcomes.
you achieve your business goals and meet your
customers where they are.
If you're an SMB partner with an opportunity greater
than $20K, please have a look at the details to explore
fit and qualification: aka.ms/BAPartnerOffers
Envisioning & Success Center of Solution Change
value realization enablement excellence optimization management
 Plan your pitch

Drive
prospecting
Accelerate your sales and marketing outreach
Campaign kits available

with campaigns in a box! There are 3 kits Better Together Campaign, and Partner to Partner Model
available to help you drive strategic
opportunities and address key buying triggers.
These easy-to-use sales and marketing Move to the Cloud Campaign
kits contain assets and guidance to accelerate
your prospecting efforts.
Business Central Optimize F&O Customer campaign
Visit the SMB page on the Dynamics 365 Partner
Hub to learn more.

Campaign kits include

Start here
Sales guide Nurture emails
 Identify which customers
to target using the predictive
Infographic HTML page
model, Cloud Ascent

eBook Social graphics

There are two ways you can capitalize on
this opportunity – build your practice or
P2P

or
Build Your
P2P
Practice
There are two ways you can capitalize on
this opportunity – build your practice or
P2P

or
Build Your
P2P
Practice
Get started with Partner to Partner

6. Stay connected 1. Plan your

pitch

5. Use Microsoft
2. Skill your
Partner Incentives
team

4. Attain a solutions
3. Go to
partner designation
market
Partner to Partner (P2P) model

Your customers Your company Indirect provider

Looking for new Trusted technology Dynamics 365 bundled
CRM and/or advisors with existing offers that you can sell
move to a CRM modern workplace or to your customers while
Azure business practices Dynamics 365 expert partners
cloud solution continuing to own and
maintain your customer
relationships

Customer Margin Bundled offerings Support Packaged

relationship + incentives + services options solution
Partner to partner financial
opportunity
Aka.MS/SMBP2P
Cumulative Financial impact
$1,800,000.00

$1,600,000.00

$1,400,000.00 Add 5 Dynamics 365

$1,200,000.00 new customers*/month
$1,000,000.00 and
$800,000.00
Earn in average
$600,000.00
$1.5M in 4 years
$400,000.00
*6 full users + 3 limited users
$200,000.00

$0.00
Y1 Y2 Y3 Y4

Lead Incentives Margin Share

Partnering provides differentiation
and greater success
“What this partnership offers us as a company
is the ability to sell a complete digital
transformation package—everything from
modern workplace tools to CRM and ERP
solutions—without being a specialist in all
those things,”
—Rickard Rosen,
Alliance Manager
and Co-founder
Full Case Studies: Sell Smarter with Dynamics 365 Sales (Microsoft.com)
“Don’t be afraid to partner. Don’t be afraid “By offering Dynamics ERP and CRM solutions
to outsource what you don’t know. And to our existing customers, we are able to
don’t be afraid to tell your clients, this is not embrace more strategic conversations
my specialty however, I have the capability around their business, their challenges,
to bring in someone who is an expert. their goals.”
And together, we can work with you to
provide the best possible solution.” —Daniel
Petersen,
—Guy Baroan,
President
President
Contact your
indirect
provider

Find a provider
 Stay connected

Key
resources
Bookmark these key resources to revisit throughout your practice development journey:

Understand Your Get Trained and Leverage GTM Connect to Experts

Profitability Build Your Offer resources and Peers

Explore the Dynamics
365 Financial Modeler
to evaluate your
potential revenue
generation
Access skilling and
readiness resources to
help your team learn
across role-specific needs,
including how to build
and package your offering
Access go-to-market
resources, partner
stories, and readiness
resources for Solution
Plays and by product
Get partner news and
foster connections with
development experts at
Microsoft as well as
peer-to-peer
connections.

Join the Business Central

Learn More » Visit Microsoft Learn » Visit the Partner Hub » Community »

Check back regularly for new content

Visit Partner Center Partner blog Partner stories

Let’s get
started