Purpose of this deck

Microsoft Business Applications Partner

Confidential. Not for External Use.

Title Optimize Financial and Operating Models Partner Opportunity Deck

The purpose of this deck is to highlight the opportunity for partners to expand and grow their practice with the
Purpose Optimize Financial and Operating Models 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 Optimize Financial and Operating Models Sales Play and the set of FY22
Optimize Financial and Operatin 3-9 Dynamics 365 Sales Plays.
g Models Sales Play

Customer insights, market trends, key industries and key personas showing partners the
Business opportunity 10-18 opportunities in this market across segments and verticals.

Addressable market and partner services opportunity related to this Sales Play, with a
Partner opportunity 19-25
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
Information aboutthis
thisdeck
deck
Optimize Financial
and Operating
Models
Partner Opportunity
Objectives
By the end of this Partner Opportunity
deck, you will:
• Know the FY22 Business Applications
Sales plays and be introduced the
Optimize Financial and Operating
Models Sales Play
• Understand the Optimize Financial
and Operating Models 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

4
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
Optimize Financial and
Operating Models
Optimize business models to improve
operational proficiency and financial
dexterity.

Optimize financial and operating

models to create a resilient
organization that thrives even in the
face of impending disruption.
Confidently move to the cloud to
optimize digital business processes
and unlock the insights needed to
adapt faster, work smarter, and
perform better.
Optimize Financial and Operating Model Sales Play Overview
Commerce Fraud
Customer

Use Cases
Service Protection

Customer Connected
Voice Store

Customer Intelligent Order

Insights Management

Supply Chain
Marketing
Data & Management
Maximize Financial Drive Project Centric
Intelligence Visibility and Services Success
Sales Guides
Profitability

Field
Service Finance

Business Human Resources

Central
Remote Project
Assist Operations

Enable Workforce
Transformation

Power Power Power Power

BI Apps Virtual Agents Automate
Business opportunity

Partner opportunity

Go-to-market

Resources
There are serious roadblocks to success
Subscription and project model
challenges, from pricing, billing and
invoicing to revenue recognition and
account reconciliation
Legacy operating models impact
performance and responsiveness to
new regulations and compliance
Difficult to account for multiple
currencies, languages, and regulatory
compliance for companies expanding
internationally
Adjusting to business models to
accommodate Mergers & Acquisitions,
along with new business entities, financial
dimensions, companies, and subsidiaries
Suboptimal project operations and
service delivery impacts customer
success and profit margins
Companies need to quickly adapt
business models to support new
opportunities or disruptions
Market Trends

$31.7B 80% advantage in new feature

by 2024
is the forecasted value for the
service-centric ERP market
$68B
by 2024
implementation speed is the forecasted value for the SMB
for orgs with an intelligent composable ERP market. Gartner.
approach to biz apps by 2023. Gartner.

75%
of organizations selling direct
to consumers
89%
is the relevant impact
of addressing operational mindsets
will offer subscription services by 2023. on driving long-term growth.
Gartner. Gartner.
Organizations across industries are reimaging their
business models
Financial Services
Insurance companies are
switching from policy
nomenclature to subscriptions
and moving to apps that
integrate AI and machine
learning to onboard customers
and fulfill claims within minutes.
Healthcare
A rapidly changing world is also
pressuring healthcare
organizations to evolve how
they deliver patient care
healthcare organizations are
increasingly leveraging
technology platforms to shift to
telehealth services.
Manufacturing
In the coming years,
manufacturers will move from
selling unconnected products to
ones that come with
connectivity services, and from
selling a discrete product to
selling products as a service.
Retail
The subscription eCommerce
market is worth about $10B.
Some retailers are also offering
concierge services to provide
professional styling, shopping,
or skin care to consumers. You
can now sign up for printer ink,
toothbrush, razor, and cleaning
supply services.
Use cases

Maximize Financial Drive Project Centric Enable Workforce

Visibility and Services Success Transformation
Profitability
Focus industries

Financial
Healthcare
Services

Optimize
Financial and
Operating Models
Professional
Manufacturing
Services

Retail
Key Decision Maker
Finance leader
(CFO, VP of Finance)
Operations Leader
Key performance indicators
• Project costs
• On-time delivery
• Billable utilization rate
Key performance indicators
• Gross Profit Margin • Monthly or Annual Recurring
• Forecasted revenue recognition
Revenue
• Customer Lifetime Value
• Working capital
• Day’s sales outstanding (DSO)
• Customer retention rate
Key influencers
Human Resources
IT Leader
Leader
Key performance indicators Key performance indicators
• Application availability • Payroll headcount ratio
• Load and transaction times • Employee retention rate
• IT spend vs. planned • Cost to hire
Conversation starters

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?
Proposing the right solution
Achieved through
When your Communicate these
customer says business outcomes
these capabilities

I want to reduce the time and effort spent • Improve financial department efficiency • Avoid manual and error-prone processes with financial processes
on budgeting. • Improve profit margin control automation and role-based workspaces
• AI-intelligent budget proposal to quickly consolidate and analyze years
of historical data to create a real-time budget rolling forecast

It takes a long time to set up new financial • Reduce costs • Automate recurring billing to easily adapt to new revenue recognition
models. • Improve profit margin control standards and reduce risks
• Copy existing legal entity’s setup to a new company for quick and more
cost-effective onboarding of a new location

It’s hard to find the right resources to • Capacity utilization • Streamline scheduling with intelligent and relevant skills-based
deliver on upcoming projects. • Time to staff assignments and up-to-date visibility into resources’ availability
• Match team member skillsets with project demands and easily highlight
hiring opportunities

I’m struggling with managing a global • Budget variance • Use project accounting to manage billing—handling both fixed-fee and
workforce to keep projects on time and on • Reduce project overrun costs time and expense billing on the same project
budget. • Adhere to published accounting standards and practices with built-in
multicurrency, revenue recognition and project financials

I want insights into my workforce and HR • Improve retention • Improve workforce planning with rich dashboards to help centralize,
programs. • Increase ROI of HR programs analyze, and visualize all your human resources data—from any device
• Create a more collaborative work environment by capturing employee
sentiment using survey insights
Business opportunity

Partner opportunity

Go-to-market

Resources
 Microsoft Business Applications Partner
Confidential. Not for External Use.

Optimize Financial and Operating Models partner opportunity

Cloud Market Opportunity Services Opportunity

$31 $496
$24 2 $16-to-$1
Billion1 Billion1 Billion Service Revenue to Licensing
Service- Margin ratio2
Service-
Centric ERP
Centric ERP Service-
Centric ERP

2020 2024 projected 2024 projected

1: IDC Work Management Market Research , 2020
2: Forrester TEI, 2019 and Microsoft internal research, 2020
and Microsoft internal research, 2020
Optimize Financial and
Operating Models +11X
Connect use cases to grow
opportunity

+4.5X Expand across sales plays

Use Cases: Maximize Financial

Visibility and Profitability, create
Foundation holistic view of customer and build
solutions at scale to support every line
Enhance through the sales play
of business.
• Dynamics 365 Finance
• Dynamics 365 Project Operations
Use Case: Maximize Financial
Single product foundation • Dynamics 365 Supply Chain
Visibility and Profitability Management
• Dynamics 365 Finance • Power Automate
• Dynamics 365 Project Operations • Power BI
Dynamics 365 Finance • Dynamics 365 Human Resources • Power Apps

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
3

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.
Building an Optimize 3

Financial and Operating Power Apps

Models practice 2

Power
BI

1 Core Finance operations

Microsoft Power Human Microsoft
Finance
Teams Automate Resources Viva

Project business
2 operations Project
Operations

End-to-end service Supply Chain

3 centric operations
Management
Building an Optimize 3

Financial and Operating Power Apps

Models practice 2

Power
BI

Different paths to a Power

Microsoft Human Microsoft
service-centric Teams Automate
Finance
Resources Viva

operations practice:
3

1 Start with Finance Project

Operations

2
1 Start with Supply Chain Supply Chain
Management

1
 Optimize Financial and Operating Models Stories
The Fieldfisher team uses
Microsoft Dynamics across its
operations for its purchase to
payment cycle, its billing cycles,
its general ledger and reporting.
In addition, fee earners use it to
record their time, claim expenses
and book holidays.
To modernize and unify its
disparate systems, ECH rolled out
Microsoft Dynamics 365, initially
using the customer relationship
management (CRM) package to
streamline onboarding of new
clients.
Click below for the complete list:
Partner Success Stories
Bel Fuse reduced the high costs
of its previous ERP system while
bringing data together in one
solution. The company built the
capacity it needed without a lot
of customizations, helping
ensure that the solution would
stay flexible in the future.
Customer Stories
Power BI was deployed in
conjunction with Dynamics 365
for key operational reports,
providing a birds-eye view of the
business across regions including
sales reporting, inventory
reporting, and other required
analytics.
Business opportunity

Partner opportunity

Go-to-market

Resources
Get started building your
Optimize Financial and
Operating Models practice 5 Use Microsoft Offers
Learn more about how you can
take advantage of pre-sales
and Post-sales offers.
Help your customers realize the full value of the Optimize Financial and Operating
Learn more about Offers >
Models Sales Play. Here are recommended steps to build and expand your practice
with resources available along each step of the journey.

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 Optimize Financial and Operating Visit AppSource >
Models 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 Prepare your Pitch Partner Opportunity

Sales Plays are streamlined go-to-market content

that align the co-sell motion between Partners and
Microsoft Field sellers.
Pitch Decks
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
Case Studies
 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
Optimize Financial and Operating Models

Do you have the skills for Optimize

Financial and Operating Models? Try Dynamics 365 Finance Function
our role-based certifications al Consultant Associate
Exams MB-310

Are you technical and ready to get trained and

certified? Microsoft Certification gives individuals
and organizations a professional advantage by
providing globally recognized, industry-endorsed
evidence of skills mastery, demonstrating technical
Additional Certifications:
abilities and willingness to embrace new • Dynamics 365 Business Central Functional Consultant Associate (Exam MB-800)
technologies.  • Dynamics 365: Finance and Operations Apps Developer Associate Exam MB-500
• Dynamics 365: Finance and Operations Apps Solution Architect Expert** (Exam MB-700)
• Power Platform Functional Consultant Associate (Exam PL-200)
• Power Platform Developer (Exam PL-400)
• Data Analyst Associate (Exam DA-100)
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.
Business opportunity

Partner opportunity

Go-to-market

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