Microsoft Dynamics CRM 2016 Learning Objectives Learn about Pricing and Licensing updates in Autumns CRM release Learn about the two licensing motions that are our primary focus for this Autumn and next Spring ID: 737687
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Pricing and Licensing Update for Microsoft Dynamics CRM 2016Slide2
Learning Objectives
Learn about Pricing and Licensing updates in Autumn’s CRM release
Learn about the two licensing motions that are our primary focus for this Autumn and next Spring
Understand pricing updates and TCO/TEI tools can help drive greater Cloud adoptionSlide3
New Pricing for Office 365 Customers
Sales Productivity discounts are now programmatic for customers who buy CRM Online and Office 365 together
On-Premises Pricing Changes
Dynamics CRM Server, Device CALs, and User CALs prices to increase to bring greater parity
between on-premises and
online pricing
New Customer Service Capabilities
Resolve cases more efficiently with a new Interactive Service Hub UI;
CRMOL Professional gets KB authoring rights and FieldOne
Major Release for Online and On-Premises
Great new functionality for online and onprem customers. SA is required for onprem customers
Introducing Employee Self-Service
Deploy employee-facing service solutions featuring knowledge, case management, chat
Microsoft Dynamics Mobile MarketingDeliver marketing messages to mobile devices with new SMS campaigns functionalityDynamics CRM Online for Autumn 2015Market Smarter, Sell Effectively, and Care EverywhereMICROSOFT CONFIDENTIAL – INTERNAL ONLYSlide4
Microsoft Dynamics CRM Online Professional
Add-On to Office 365**
+
-------------------------
Office 365 Plan E5
(Includes Power BI)-------------------------
$85* /user/month(CRMOL Pro: $50, O365 E5: $35)
Sales Productivity w/E5
Available December 1, 2015* Requires Office 365 Business Premium or Office 365 Plan E3 or higher to qualify for Add-On pricing** Offer is channel agnostic for licensing. A user may have a qualifying O365 license through any channel to entitle the CRM OL Pro Add-on to O365 and is
subject to audit for compliance.
Microsoft Dynamics CRM Online Professional
Add-On to Office 365**
+-------------------------Office 365 Plan E3+Power BI Professional-------------------------
$79.99* /user/month(CRMOL Pro: $50, O365 E3: $20, PBI: $9.99)Sales Productivity w/E3Available October 1, 2015Microsoft Dynamics CRM Online Professional Add-On to Office 365**$50*/user/monthFor Office 365 CustomersAvailable October 1, 2015O365 Pricing Disclosure in NovemberSales Productivity Pricing for Autumn, 2015“TWO SKUS” SALES MOTION #1Slide5
Selling Employee Self Service with Office 365
Customer Need
Customers want employee support portals with
KM
access and support escalation path via chat and trouble tickets
User licenses not required for customers to access KM, but employees need a license Self-Service sales at MetroBank, Delta, Red Lobster validate the solution
Sales OpportunitySelf-Service is a natural extension to a company-wide Office 365 productivity sale or renewalProductivity sellers have a 5% Dynamics revenue acceleratorNumerous field requests to provide a programmatic Employee
Self-Service SKU to serve this need Slide6
Dynamics Employee Self-Service
Read knowledgebase articles
Chat with support teams
Submit support cases
Limited accounts & contacts rights
Access knowledgebase
Escalate support via chat and cases
Increase employee engagement, powered by knowledge
* Requires one or more Dynamics CRM Online Enterprise users to configure and populate Knowledgebase
Dynamics CRM Online Enterprise
Enterprise Case Management
Multi-channel Chat
Social Media EngagementKnowledgebase PublisherCreate and analyze surveys
Multi-Channel Service$3.00*/user/month$150/user/monthSelling Employee Self Service Pricing for December 2015“TWO SKUS” SALES MOTION #2Slide7
Selling Field One with CRM OL
Opportunity
Field
Service is a natural extension to existing Service functionality, and is already built on CRM
Field Service deployments are often larger than Sales deployments and serve as a good foothold to competitive accountsCovers Service Orders, Scheduling & Routing, Service Contracts, Assets & Parts, Returns/Repairs
Scenarios
Focus on scenarios in which a technician, service worker, or other resource needs to be deployed to a customer or other location
Customer Service Calls, Routine Maintenance, Failures/RepairsShort or long term jobs, small to large number of additional assetsSlide8
Field One Pricing and Functionality for
Autumn 2015 (Pre-GA)
CRMOL
Professional
All Standard CRM Pro Functionality
User Qualification via
* Additional functionality such as Automated Routing, Sub-Contractor Licensing, and notifications is not in the initial offering
** FieldOne is
available at no cost as a special offer to CRMOL Pro customers via agreement with
Field One, not as part of CRMOL Pro Entitlement. Solution may be downloaded from CRM Admin page
Solutions for CRM Pro Customers upon completion of Field One MSA***Code base not yet integrated so offers such as GCC specifically for FieldOne are not yet available
it is not hosted on CRM GCC-Compliant Data Center
Field One Resource
SchedulingRouting & DispatchService Contracts & BillingService Parts & Asset ManagementRepair & Return Processing~Mobile & Desktop VersionsSeparate Field One Agreement$65.00*/user/month$0**/user/monthSlide9
Realigning Customer Service Functionality
Microsoft Confidential
9
License
Today
Autumn FY16 ChangeEnterprise:$150Social Engagement and ChatKnowledgebase Authoring
Social Engagement and ChatKnowledgebase PublisherVoice of the Customer SurveysProfessional$65/$50 with O365Advanced Case Management
Case/Knowledge IntegrationUSD
Knowledgebase AuthorAdvanced Case ManagementCase/Knowledge IntegrationUSDRead/Update Survey for Accounts/ContactsSpecial offer from FieldOne
Basic: $30Case Management
Interactive Service HubCase ManagementEssential: $15
Knowledgebase read via portal
Employee Self-Service: $3KB Read via Business Desk concessionKnowledgebase
read via portalSubmit casesChat with support teamsAccounts/ContactsWe make Professional more attractive relative to Basic by adding Knowledge Authoring into ProfessionalEnterprise value prop focuses on Service administration and configuration: KB, Surveys, Social Engagement, ChatFieldOne Field Service and Dispatch role licensing add value to ProfessionalWe will provide Interactive Service Hub to Basic and above to provide a consistent UINew Employee Self-Service SKU for company-wide attach to KB and breadth capabilities12354Slide10
25% On-Premises price increase with Autumn 2015 release
Raises year 1-3 license price to $34/month,
total cost (including software and hosting) to $51Raises year 4-6 total price from $29 to $32
Approach addresses net new customers choosing between online and on-prem, but cloud migration switching costs remain high
Dynamics sellers have guidance to facilitate cloud migration deals for established customersCRM On-Premises Price Increase will Relieve Discounting Pressure Online
(1) Deals we signed for on premises (vs. online) show a perceived value gap that we need to address
On-Prem Price reflects year 1-3 LSA and Year 4+ SA Only, Level D
Avg. config.: Win.Server CALs, 4 SQL per Proc Srvr., 2 Win.Servers, 2 CRM Server, CALs. (750 users)
Parity calculated as combination of implied Azure hosting cost combined with Onprem CAL
Azure User cost based on $11.1K LCS footprint for 750 users
MSE $18 EA/D, Insideview $99, MDM Sales Collaboration $2
Components
Software Infrastructure
(2)$2On Azure /On-Prem CRM Online$44/$29$57 (3) Combined Price:Azure Hosting (4)$15CRM Professional CAL IP(1) $27/12(New/Existing)Business Value of Cloud-Based CRMMSE, InsideView, MDM Sales (5)IncludedUpgrades, SLA, Support, DRNot IncludedOptional:$0 - $119ComponentsSoftware Infrastructure(2)$2$51/$32$57 (3)With 25% L Uplift:Azure Hosting (4)$15
CRM Professional CAL IP
(1) $34/15(New/Existing)Business Value of Cloud-Based CRMMSE, InsideView, MDM Sales (5)
IncludedUpgrades, SLA, Support, DRNot IncludedOptional:$0 - $119
On Azure /On-Prem
CRM OnlineSlide11
Microsoft Confidential. For internal use only.
11
Dynamics CRM Online Powers Agile Topline Growth Quicker Than On-Premises CRMs
© 2015 Forrester Research, Inc. Reproduction Prohibited
47%
Incremental revenue gain from faster CRM deployment
21%
Avoided upfront infrastructure costs
20%
Avoided costs of on-premises CRM software licenses
11%
Reduced ongoing CRM maintenance & support costsSlide12
Online calculatorsSuggested calculations & inputsPowerPoint printable analysis
ROI, payback period, costs, benefits
, cash flowTools to Make The Case For Your Customer
© 2015 Forrester Research, Inc. Reproduction ProhibitedSlide13
Mobile Marketing
Pricing and
Packaging*
Mobile Marketing Dedicated Short Code
$2,000+
/short code/monthShort code required to send SMS Messages to US and Canadian phone numbers. One per market.
to US Market: $2,000to Canadian Market: $4,000to other markets
:
shared short codes included in price
Dedicated Short Codes (US/Can Only)
Mobile Marketing
$200
/10,000 credits/month
Credit usage rate varies depending on destination country of a particular SMS. For every 1 SMS Message, X credits are used per the Redemption Chart at rightCredit PackageCredit Redemption RateCredit usage rate varies depending on destination country of a particular SMS. For every 1 SMS Message, X credits are used per the above table. Keyword Allocation Keywords available are based on total credits purchased.Credits & Keywords*Piloting this Autumn Wave: Only available for US, Canada, Singapore, United Kingdom**Limited program availabilitySlide14
Key Takeaways
More about Autumn licensing
changes
CRM Online & On Premises Pricing and Licensing Guide updates coming soon
Infopedia & Partnersource have latest resources
Understand your role in the “Two SKUs” initiative
New Sales Productivity licensing
New Employee Self-Service licensing
Learn more in Infopedia and Partnersource
Download Forrester’s TEI Tool and Whitepaper
Available on Infopedia
here
Coming soon to PartnersourceSlide15