salesforce vs crm

Helping our Customers become more

Productive, Profitable, Competitive and Secure.

Salesforce.com vs. Microsoft Dynamics CRM – Who Wins in the Cloud?

Sheena.Graham

Stamp

www.tribridge.com | 1 (877) 744-1360 | [email protected]

Presenters

Jeff Woods Sr. BDM, Dynamics CRM Jeff Woods is the CRM BDM for Tribridge’s West Region. With over 12 years in the CRM industry, Jeff has been exposed time and again to the main players in the market today.

Joe Alexander Solutions Consultant, Dynamics CRM Joe Alexander is a Solution Consultant for Tribridge. With over 10 years of CRM experience, he assists clients in the selection process.


Comparison: Salesforce.com & Microsoft Dynamics CRM

What Customers Say

Q&A

Today’s Agenda


Unanimously CRM Leaders

Gartner, Forrester & Nucleus Research

Both solutions are Leaders in upper quadrant for Gartner and Forrester Sales & Service markets

Nucleus on Microsoft CRM: #1 CRM Vendor for Usability (May, 2011)

Cowen Report on Salesforce.com (CRM) May 16, 2011 1Q Expectations Too Low, but Things are Getting More Difficult: “Microsoft is no joke. Our checks with both Oracle and CRM reps in the field indicate that Dynamics CRM is finally here, the price is right and it's for real.”

Analyst Perspectives


CRM & Collaboration

• Sales & Marketing

Cloud

• Service Cloud

• Chatter

• Jigsaw

IT and Development

• Force.com

• Heroku

• Database.com

• Remedyforce

Salesforce.com At A Glance


Salesforce.com Highlights

• Generally high initial adoption

• Community based feature prioritization (IdeasExchange) is popular

• Quality references across many industries

• AppExchange – readily available add-ons

• Force.com platform gaining traction

• Strategic alliances (Google Desktop) and acquisitions (Radian6) for enhanced functionality


Salesforce.com Advantages

• Provides customers with a range of solutions like customer analytics, document application, marketing automation etc

• The software offers the most flexible CRM solutions that serves almost all business needs.

• The tool can be installed easily across a wide range of departments and in turn achieve customer satisfaction. You can integrate it with other customer solutions.

• You can easily access your business data using Salesforce.com’s sales force automation.

• Salesforce.com’s AppExchange helps users work more efficiently and add some value of every part of the customer lifecycle.


Salesforce.com Weaknesses

• Cloud-Only

• Professional Edition lacks common features available in other CRM systems

• Enterprise and Unlimited Editions have high Total Cost of Ownership (TCO)

• No Service Level Agreement

• Integration with existing productivity software and line-of-business (LOB) applications can be challenging

• Serious limitations around Reporting & Analytics


Functionality Weaknesses

• Can’t do exception reporting, such as Accounts without

Opportunities

• No cross-object workflow, such as updating an account status

field based on closing a case

• Salesforce relies on partners for complex analytics. (Gartner Magic

Quadrant for SFA, July 2010)

• Salesforce is weaker for marketing, field service, customer

analytics, customer data management, and eCommerce. (The

Forrester Wave™: CRM Suites For Large Organizations, Q2 2010)


CRM & Collaboration

• Sales

• Service

• Marketing

• Outlook Interface

IT and Development

• xRM

• SharePoint

• Office 365

• SQL Server

Microsoft Dynamics CRM At A Glance


Microsoft Dynamics CRM Highlights

• Can scale from few to thousands of users (benchmarked at 100,000 users)

• Integrates easily and can be utilized as a platform for line of business applications (xRM)

• Offers the ability to migrate your data from online version

• Embeds in Outlook for quick usability and familiarity

• Low TCO (total cost of ownership)

• Multi-tenancy allows for several instances of CRM (on-premise only)

• Microsoft includes 3 out-of-the-box end-user experiences with license or subscription (vs. Salesforce.com: 1) • Browser

• Native Outlook (not a plug-in or 3rd party)

• Mobile


Microsoft CRM Advantages

• 5 GB of storage versus 1 GB in Salesforce.com Professional Edition

• 200 workflows versus none in Salesforce.com Professional Edition

• Your choice of a hosted CRM, on-premise CRM, or hybrid CRM deployment model

• Tighter Microsoft Excel integration than Salesforce.com

• Easy integration with Microsoft tools whereas Salesforce.com is difficult to integrate with Microsoft tools.

• Capable of accessing any data offline.

• Microsoft Dynamics CRM is designed to allow customers to easily customize data types, workflows, role-based views through solution capabilities.


Microsoft Dynamics CRM Disadvantages

• There are fewer applications on Microsoft’s Marketplace compared to SalesForce’s AppExchange.

• The feature to record sales message and to track a customer through sales message is not available.

• IE is currently the only supported browser.

• There are basic hardware requirements (2 servers) to run the on-premise software.

• There is no Request Update function.


Microsoft CRM Rollup 8

Rollup 8 Feature Microsoft SalesForce

Mobile – 3 devices per

user

X Charge for each device

iPad has access to OOB

and Custom CRM entities

X Chatter client

iPad has embedded

dashboards

X Separate add on product

* Multibrowser support X X

*Read Only Optimized

Screens with Edit option

X X



What Tribridge Customers Say


Customer Trend

• A high percentage of our Dynamics CRM business continues to come from companies who are switching from Salesforce.com

Our Research

• More than 30 interviews with former and current Salesforce.com customers ranging from 25 to 3000 seats (primarily users of the Enterprise and Unlimited editions)

• Based on 100% customer testimony




IT Involvement

Total Cost of Ownership & Deployment Choice

Buyer Beware… Of Deep Discounts

Outlook/Desktop Experience

Security Model & Integration

Reporting and Analysis

Platform Development Language

Mobility

FUD Factor



Who Wins in the Cloud?


• CRM

0

500,000

1,000,000

1,500,000

2,000,000

2,500,000

3,000,000

3,500,000

2000 2005 2009 2011 2012

MSFT

SFDC

MSCRM vs. Salesforce.com Seat Count Growth Comparison

SalesForce.com average seat count per customer is less than ½ of Microsoft’s

Microsoft CRM Gains Market


Salesforce vs. Microsoft Pricing

Editions List Price / User / Month

Contact Manager

$5

Group

$25

Professional

$65

Enterprise

$125

Unlimited

$250

Estimated Discount

n/a

(5 users max)

n/a

(5 users max)

25%

40%

50%

“Street Price” / User / Month

n/a

n/a

$45-50

$65-90

$120

vs. Dynamics CRM Online

List price: $44/user/month


Rapid implementation

Anywhere-access

Low, per user monthly fee

Online

Control & ownership

Strategic capabilities

Advanced integration

On-Premise

Microsoft CRM’s Power Of Choice


Research & Development Commitments

>48% of Revenue

SalesForce

<23% of Revenue

Microsoft, Oracle, Intel, SAP, IBM, etc.

Sales & Marketing Expenditures

$188M

SalesForce

$9 Billion

Microsoft

Research & Development

We encourage you to validate via SEC data contained in annual reports.


Boston

Tribridge At a Glance

Delivering business and technology solutions to over 3,500 customers

for more than a decade

Team Members, Customers, and Offices throughout the United States

Over 400 team members averaging 20 years of experience in consulting and industry

Big Five quality delivered through practical methodologies and intimate customer relationships

Scalability to tackle the complex challenges – flexibility to collaborate deeply with our customers.

Quick Facts

Customers

Partners Employees

Los Angeles

Rochester

Dallas

Houston

Chicago

New York

Miami Tampa

Atlanta

Charlotte

Orlando Austin

Nashville


Tribridge Has Microsoft’s Confidence

Selected as Microsoft Dynamics Partner of the Year for US in 2007; Worldwide in 2008 and 2010

Over 3,500 Microsoft Customers

One of only 5 National Partners in both Microsoft Dynamics and traditional Microsoft Platform technologies

Microsoft Inner Circle Member for 9 straight years – includes only the top 1% of partners worldwide

Gold Certified Partner for more than a decade with 15 designated Competencies and Specialties

Top Microsoft Partner



Q&A

salesforce vs crm

Technology