Microsoft Business
Solutions and Microsoft
Office EPM Solution
David Dennis
Group Program Manager, PMA
Microsoft Business Solutions
Microsoft Corporation
Mike Kremer
Business Productivity Specialist
PacWest Region
Microsoft Corporation
Summary
Microsoft Business Solutions
represents a significant opportunity for
partners
Project Management & Accounting is
an end-to-end solution for Project
Driven organizations
Microsoft Solomon and Microsoft
Office Project 2003 meet the needs of a
broad range of mid-market project
driven firms
7 Core Businesses Strategic to Microsoft
Integrated Innovation
Customer
Relationship
Management
Supply Chain
Management
Financial &
Project
Management
Analytics
Microsoft Business Solutions Scale to
Serve Business Needs of Small
Businesses to Corporate Accounts
Small Business
Midmarket
Corporate
1-25 PCs
1-50 employees
$1M to $5M revenue
25-500 PCs
50-1000 employees
$5M to $500M revenue
>500 PCs
>1000 employees
>500M to >$1B revenue
Overview - Solution for Project Driven
Organizations
Executives, Resource & Project Managers,
Financial Managers, Team Members
Microsoft® Business Solutions Business Portal
Financial Managers
Project Managers
Everyone
Microsoft Solomon Overview
Key Markets
Professional Services
Research & Development
IT Services
Consulting/Other Biz Services
Engineering
Architecture
Design & Creative Services
Construction
General Contractors
Special Trade Contractors
Distribution
Wholesalers
What is Project Management
and Accounting?
An end-to-end business solution that integrates
project, financial and resource management for
the purpose of improving profitability,
efficiency and customer service, while adapting
more quickly to changing business conditions.
Sell
Account &
Opportunity
Management
Plan
Resource &
Project
Management
Deliver
Project
Execution
Collect
Project
Financials
Support
Service
Management
Our Solution for Project-Driven
Organizations
Project Management and Accounting–Solomon
An integrated suite of financial accounting, project management
and resource management capabilities
Key features include
Time and expense management
Billing
Revenue recognition
Cost allocations
Contract management
Payroll reporting
Employee and resource utilization
Real-time project profitability analysis
Optional integration with Microsoft Project combine real-time
financial data with best-of-breed project planning, task
scheduling, knowledge management, and skills management
capabilities
Meeting the needs of the
Project-Driven organization…
Executive Stakeholders
Team Members
Project portfolio management,
Profitability and status reporting
Use familiar tools to collaborate
and report time, expense and
progress
Project/Resource Managers
Intuitive project management
Skills-based resource mgt
Accounting Staff
Cost capture, budget
controls, resource
productivity, shorter
billing cycle
Clients, Partners
Project
Managers/Resource
Managers
Accounting
StaffCustomer
Team
Executive
Members
Stakeholders
Clients,
Partners,
andService
Suppliers
•••
•••
•••
When
will
really
and
what
will
it cost?
Can we
link
project
data
with
our
accounting
system?
What
What’s
am
the
I we
supposed
status
offinish
our
to be
top
delivering
projects/initiatives?
this
week?
How
do
we
provide
accurate
invoicing?
Who’s
staff
our
newentry
projects?
Can we
get
accurate
daily
time
from
projects?
How
can
I see
collaborate
& to
prioritize
with
projects
people
on
across
my team?
my
org?
doavailable
we
collaborate
on
their
projects?
Who's
working
on profitability
what
andand
do
theystaff
have
the demand?
skills?
Can Iwe
create
invoice
our
customer
Can
How
can
create
I analyze
status
reports
and
identify
project
utilization?
risks?
do
we
provide
theformats
best
customer
service?
Why the Microsoft
Solution?
Leverage your current technology
investments
Ensure adoption through ease of use and
integration with Microsoft Office System
applications
Support your organization’s environment
through a dependable, scalable platform
Take advantage of Microsoft support options
Tap into large Partner Ecosystem
Access to a Large User Base and Resources
Microsoft® Business Solutions
Project Management & Accounting
Mike Kremer
Business Productivity Specialist
PacWest
Project Management and Accounting Features
Feature
Create projects, schedule tasks
Project budgeting
Assign resources to tasks
Skill tracking and search capability
Link tasks and visual task hierarchy
View task information via the web
Collect time and status via the web
Collect expense data via the web
Web based approvals
Process project financial data
Create invoices
Allocate costs and revenue
Email and web notifications
OLAP reporting
Integrated resource pool
Templates w/ project and accounting data
Project profitability within Microsoft Project
Earned Value Analysis
View project information on the web
Solomon
PMA
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PMA +
MSP2003
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Microsoft Business Solutions
Project Management and Accounting
Harvard Clinical Research Institute
160 employees
Conducts clinical trials
Solution
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HCRI has used Microsoft Solomon for years, but identified a need to
support deeper project management processes
Deployed Solomon 5.5 with Microsoft Project 2003
Solution is flexible; it conforms to HCRI business needs but allows for
creativity
Value to the Business
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Improved customer communication and satisfaction
Solution helped uncover process issues
Captures ALL costs including cost of sale
Better resource management enhances aggressive growth plan
Executives get consistent reporting across all projects with custom
views
Partner Opportunity
http://www.microsoft.com/BusinessSolutions/partners
Providing solutions for additional stakeholders in a
Project Driven Organization
Software license and service revenue
Between 20-55% margin on licenses
Create custom solutions for the MBS channel
Joint opportunities with Microsoft Business
Solutions partners
Tremendous opportunity to connect with MBS
Partners Worldwide
Over 5000 Partners
Over 350 focused on Project Accounting
Over 1000 Solution Developers
Partnering Successes, Challenges
and Recommendations
Jason W. Pegg
Chief Technology Officer
Aurora Consulting Group, Inc.
Beth D. Britt
Chief Executive Officer
Aurora Consulting Group, Inc.
Ben Bicknell
Chief Operating Officer
TECTURA, Inc.
Introduction to Aurora
Market segment focus
Mid-market/Medium Enterprise/Lower-CAS
Industry focus
Power and Utility, Health Care, Manufacturing
Solutions / Services Offered
Enterprise Project Management Consultation and
Implementation
Information Worker Systems (Project Server, SharePoint
Portal Server, Exchange Server)
Geographies
Northwest United States, California
Key Clients
Seattle Children’s Hospital, Idaho Power Corporation,
Washington State Patrol, AREVA, Boeing, Itronix, Itron,
Gonzaga University, West Coast Hospitality Corp,
Coldwater Creek, Rockwood Medical Clinics, Schweitzer
Engineering Labs, Waggener Edstrom, Avista, PACCAR,
others
Introduction to TECTURA
Market segment focus
Mid-market/Medium Enterprise/CAS
Industry focus
Manufacturing, Distribution, Field Service, Professional
Services
Solutions / Services Offered
MBS – Great Plains, Solomon, Axapta
Infrastructure, Integration (Biz-Talk), Business Intelligence,
.Net Development
Geographies
14 locations Nationwide – 240 Employees
Key Clients (approx. 900 customers)
Asahi Seiko, Babcock, Inc., The Boeing Company,
Climatec, Costco, Driscoll’s, eHealth Insurance, Epicurean
Wine Service, Farm Fresh Company, Lennar Homebuilders,
Lubrizol, Kawasaki, Meretek Diagnostics, MoneyTree,
Oakland Athletics, Perkin-Elmer, Round Table Pizza,
University of Washington, Trimble Navigation
Partner Relationship
Aurora Relationship with an MBS Partner
Met at a Microsoft partnering event
Have been working together for ~2 years
Have formed a successful complimentary relationship
Key Successes
Cross Company referrals
Approximately 25% of Aurora business
Joint clients in the pipeline
Weekly cross-company sales meeting
Joint workshops / seminars
Washington Society of Association Executives
Key Challenges
The need to connect and have introductions at each of the
partner’s local sales offices.
Ensure alignment of offerings – periodically review and
update;
The need to stay connected – it takes effort!
TECTURA’s Approach – ‘The Integrated
Business Solution’
Implemented by Aurora
Workflow
Information Worker
Microsoft Integrated Business Solutions
Key to Deepening Partnerships
Build relationships between many people in
both organizations
Learn each others capabilities and sales
methodologies
Share your pipeline
Draw upon each others Solution/Pre-Sales
capability
Incent your Sales force to close a deal even
if the only near term benefit is your partner
Communicate often and openly around your
business objectives even if they seem to
overlap
Keep the Long View
Partner Networking
Best networking is done through
Microsoft
Leverage Partner Engagement Manager
Important to understand the Microsoft
sales team structure to get them to
work for you
Attend partner events and conferences
“Worldwide Partner Conference” is a great
opportunity this year as both MS and MBS
partners will attend.
Partnering Successes, Challenges
and Recommendations
Adrian Balfour
Chief Executive Officer
Pcubed
Introduction to Pcubed
Market segment focus
Mid-market, Medium Enterprise, Enterprise
Industry focus
Project Management, cross industry – IT, Automotive,
Finance, Utility, Pharmaceutical
Solutions / Services Offered
Project Management, Project Staffing, PMO – design,
implement, operate
MS Project Implementation, PSA Implementation
Geographies
Americas, Europe
Key Clients
Clorox, Bonneville Power, Levis, Ford, CBI, Microsoft
Pcubed’s Partner Relationships
MBS Partner Relationships
ePartners
EI Resources (UK)
Working with Accunet on deals
Implemented the solution internally with Accunet
Support Accunet implementing at Edison Welding
Surebridge
Cansys
Etc.
Key Successes
Building core expertise for the future
Joint Projects
Knowledge shared
Joint Seminars
Shared pipeline
Leads for each other
Key Challenges
Understanding each other’s expertise
Focus on selling core competence
Recommendations for Working with
MBS Partners
Understand the partner’s core
competencies
Recognize that your opportunity may
be their risk! Look for the win-win
Act quickly to support each other –
clients are impressed!
Networking with MBS Partners
Use Microsoft and MBS for contacts and
connections
PEM’s are a great resource!
Understand the Microsoft sales team
structure
Attend partner events and conferences
Becoming an MBS Partner
Web:
MBS Partner Opportunities
Personal Contact:
Jeanne Bosworth
Channel Development Manager
jboswort@microsoft.com
Phone: 419-434-3047
Cell: 419-348-1842
MS Fax: 425-936-7329
Q&A
Additional Questions or Comments?
pma@microsoft.com
davidden@microsoft.com
mikekr@microsoft.com
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.