The Top 25 Questions, Issues, and Complaints of Cloud Business. Doug Pitcher RoseASP

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1 The Top 25 Questions, Issues, and Complaints of Cloud Business Doug Pitcher RoseASP

2 Overview 1. Who is a likely hosting customer 2. It depends 3. Top 25 questions from customers 4. Answer and questions along the way

3 The Typical Hosting Client Multiple locations Smaller startups with limited resources Larger customers not wanting to deal with the accounting system Moving from an older version Moving from a simpler accounting system

4 Dynamics Hosted Flavors 1. Fully Dedicated 2. Fully Shared 3. Hybrid Each solutions usually utilizes Citrix access

5 3 rd Parties #1. Do you run 3 rd party software?

6 Pricing for 3 rd party products Addition to hosting fee Formula: (regular license + 3 years hosting)/24 months or 40 months Blog article describing ISV pricing

7 #2. How does the commission get paid and how much?

8 SPLA Partner Rewards Dynamics Partners: Customer Add, 24x revenue credit on VOICE 1x credit each additional month thereafter 10-20% commission for the life of the Hosting deal

9 #3. Can we run SSRS? Answer: Of Course

10 #4. Can I use the Excel Reports for Dynamics GP? Answer: Of Course

11 #5. Can I customize? It Depends on type of system

12 #6. What s the process for moving to the cloud?

13 Cutover process 1. Choose an option of hosting that meets your needs 2. Execute your contract 3. Upgrade your GP systems if necessary 4. Test restore onto our hosted servers 5. Test all users login s, printers, and test backups 6. User acceptance & validation 7. Final Restore 8. Go Live!!!

14 #9. How long does it take? Fully Shared: 1 to 2 business days Dedicated SQL: 3 to 4 business days

15 #10. Do I have to change partners? No. We prefer the client stays with their existing partner.

16 11. Do I still have to pay my enhancement to Microsoft? SPLA = Enhancement included Hosted Only = MBS enhancement still paid

17 #12. How long is the contract? Contract Terms: Usually12 month term, with 90 day termination

18 #13. Do I pay for the upgrades? Included with price. Need to be on current version of GP to start hosting.

19 #14. Does it include SQL Server? Yes

20 #15. Can I use barcoding technology? You bet

21 #16. Can I use my existing server in your environment? No

22 #17. I already have Microsoft Office. Will the hosting fee go down if I don t want Excel and Word? No. GP on server is required

23 #18. I ve already purchased Dynamics why would I move to the cloud?

24 Existing clients Hardware refresh Upgrading to new version IT wants to offload responsibility of accounting system Stories Backup story 1 Cleared Data Backup story 2 - Payroll backups not done July 5 th story

25 #19. Performance?

26 If I can be in the cloud

27 #20. Cost of hosting?

28 TCO Analysis Scenario: 5 user shared hosting vs. 5 user local client access Build costs Monthly srvcs Personnel Upgrades *Misc. Total RoseASP Year 1 Year 2 Year 3 $ 1,500 $ - $ - $ 15,000 $ 15,000 $ 15,000 $ - $ - $ - $ - $ - $ - $ 16,500 $ 15,000 $ 15,000 In-house Year 1 Year 2 Year 3 $ 7,000 $ - $ - $ - $ - $ - $ 75,000 $ 75,000 $ 75,000 $ 3,000 $ - $ 3,000 $ 4,200 $ 4,200 $ 4,200 $ 89,200 $ 79,200 $ 82,200 3 Year Totals: $46,500 vs. $250,600 * Misc = H/W Maintenance, A/V licenses, backup agents, SQL CALS, etc.

29 #21. Having to upgrade to a new version? Surprising to me, this is not a big objection. People probably already know that they have to upgrade at some point.

30 #22. Downtime guarantee? People mention it. Usually something like 99.5% and backed up by $$.

31 #23. What Support is provided when there are issues? 24/7 printer and connectivity support We start someone off with an initial set of calls

32 Slide Title #24. Can I print to my own printer? Yes. System recognized default printer on workstation

33 #25. What if I decide to go back to an on premise solution? No problem but hardly ever happens

34 #26. How can it integrate with other systems? People generally don t understand that it s pretty easy to do. If they have this issue, they think it s going to be a pain-in-the-neck to solve. It s generally not. Just takes $$.

35 #27. Can I access SQL? It Depends on shared versus dedicated system

36 #28. What else come with the cloud solution?

37 What is Usually Included in Dynamics Hosting Word and Excel 2010 Space for company / personal storage (10GB HD) Unlimited company databases 24/7/365 support All upgrades and Service Packs 7 years of backups/ point in time restore CAL s for SQL Server, Windows Server, Citrix

38 #29. What are the hidden costs? Need to look at contract and compare apples to apples Upgrades Service packs Backup and restores Additional users Excel and Word Etc.

39 #30. Who s taking care of backups and how do I get a restore done? Backups done nightly. User requests restore. Test of backups done weekly

40 #31, 32, 33???

41 Summary Typical hosting customer Top questions a salesperson faces

42 Questions and follow up Doug Pitcher (858) x2599

43 THANK YOU Please complete your evaluation.

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