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Microsoft Dynamics AX Customer Panel

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Microsoft Dynamics AX Customer Panel

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    1. Microsoft Dynamics AX Customer Panel Luke Shave Global Customer Evidence Manager Microsoft Dynamics AX/NAV Jeff McKee Global Product Management Director Microsoft Dynamics AX LS: Thank you everybody and welcome to the Microsoft Dynamics AX Customer Panel session. My name is Luke Shave, Global Customer Evidence Manager for Microsoft Dynamics AX and with me here today is Jeff McKee, Global Product Management Director. JMK: Thanks Luke and hello everybody…it’s really great to be here today and to again be involved in a Dynamics AX customer panel. LS: So let’s take a look at the session itself… LS: Thank you everybody and welcome to the Microsoft Dynamics AX Customer Panel session. My name is Luke Shave, Global Customer Evidence Manager for Microsoft Dynamics AX and with me here today is Jeff McKee, Global Product Management Director. JMK: Thanks Luke and hello everybody…it’s really great to be here today and to again be involved in a Dynamics AX customer panel. LS: So let’s take a look at the session itself…

    2. SIMPLICITY Ask somebody outside of the IT/ERP world what ERP is and the word complex will come up somewhere… Ask somebody working with some kind of ERP system and you will probably get the same response…well unless you are talking to a Microsoft Dynamics customer that is!! Ask somebody outside of the IT/ERP world what ERP is and the word complex will come up somewhere… Ask somebody working with some kind of ERP system and you will probably get the same response…well unless you are talking to a Microsoft Dynamics customer that is!!

    3. Session Purpose JMK: So we thought that although Luke and I can really sell you the product here….he used to sell private jets for a living…it is probably better if we have some customers out here to talk to you in person. So what we’re going to do is bring 5 customers, to talk to us and share their individual Microsoft Dynamics AX stories. This is going to give you a first hand insight into why Microsoft Dynamics AX is the chosen ERP solution for these five customers…learn about best practices whether in how best to choose or implement an ERP as well as more about the capabilities of this wonderful solution. JMK: So we thought that although Luke and I can really sell you the product here….he used to sell private jets for a living…it is probably better if we have some customers out here to talk to you in person. So what we’re going to do is bring 5 customers, to talk to us and share their individual Microsoft Dynamics AX stories. This is going to give you a first hand insight into why Microsoft Dynamics AX is the chosen ERP solution for these five customers…learn about best practices whether in how best to choose or implement an ERP as well as more about the capabilities of this wonderful solution.

    4. Session Structure JMK: So what we ’re going to do is bring the five customers out here on stage to present their companies, talk briefly about the industries they are operating in and what they are best known for. We have a great EMEA representation today, 2 from Western Europe, 2 from Central & Eastern Europe and one representing the Middle East. These customers also represent 3 different industries Then we do a deep dive where the four customers talk to us specifically about Microsoft Dynamics AX. Now this process is going to be broken down into 3 phases: LS: Pre-Implementation i.e. before Microsoft Dynamics AX > we hear about the customer’s then existing ERP solution….the pain points…the ERP selection process…what were the critical success factors in evaluating new ERP systems…I can tell you now that Microsoft Dynamics AX was not chosen purely on cost. 2. The Implementation Phase – this section focuses on how our customers and their partners rolled out the AX solution…they share some best practices and tell us about their experiences along the way 3. Post Implementation – finally we hear about how Microsoft Dynamics AX has helped run their businesses more efficiently, deliver effective value and competitive differentiation, driven growth and their ability to meet changing global business requirements. JMK: Finally during the last 30mins we will provide you with the opportunity to ask the customer panel, Jeff and myself questions. Tom will be going round with a microphone so this should facilitate the whole process. And don’t be scared he doesn’t bite. JMK: So what we ’re going to do is bring the five customers out here on stage to present their companies, talk briefly about the industries they are operating in and what they are best known for. We have a great EMEA representation today, 2 from Western Europe, 2 from Central & Eastern Europe and one representing the Middle East. These customers also represent 3 different industries Then we do a deep dive where the four customers talk to us specifically about Microsoft Dynamics AX. Now this process is going to be broken down into 3 phases: LS: Pre-Implementation i.e. before Microsoft Dynamics AX > we hear about the customer’s then existing ERP solution….the pain points…the ERP selection process…what were the critical success factors in evaluating new ERP systems…I can tell you now that Microsoft Dynamics AX was not chosen purely on cost. 2. The Implementation Phase – this section focuses on how our customers and their partners rolled out the AX solution…they share some best practices and tell us about their experiences along the way 3. Post Implementation – finally we hear about how Microsoft Dynamics AX has helped run their businesses more efficiently, deliver effective value and competitive differentiation, driven growth and their ability to meet changing global business requirements. JMK: Finally during the last 30mins we will provide you with the opportunity to ask the customer panel, Jeff and myself questions. Tom will be going round with a microphone so this should facilitate the whole process. And don’t be scared he doesn’t bite.

    5. - Brembo - Lantmännen Unibake - RICC McDonalds - Saint-Gobain - Wizz Air So without further a due I would like to introduce the four members of our customer panel. Mr. Pierpaolo Crovetti, CIO, Brembo, Italy. Mr. XXXX, Lantmannen Unibake, Poland Mr. Jesus Sanz, CFO, Saint-Gobain, France Mr. Zsombor Imre, ERP & Payments Manager, Wizz Air, Hungary Welcome to you all today and thank you for agreeing to come to Munich and speak to our audience. I know that some of you have travelled a long way to be here and know that you all fantastic stories to tell us and that is why you are here. So without further a due I would like to introduce the four members of our customer panel. Mr. Pierpaolo Crovetti, CIO, Brembo, Italy. Mr. XXXX, Lantmannen Unibake, Poland Mr. Jesus Sanz, CFO, Saint-Gobain, France Mr. Zsombor Imre, ERP & Payments Manager, Wizz Air, Hungary Welcome to you all today and thank you for agreeing to come to Munich and speak to our audience. I know that some of you have travelled a long way to be here and know that you all fantastic stories to tell us and that is why you are here.

    6. Paolo Crovetti CIO Brembo, Italy

    7. Brembo Market Leader in manufacturing of Performance Brake systems 21 Subsidiaries across 3 continents in 12 countries 5 Business Units (Cars, Commercial Vehicles, Motorcycles, High Performance Group, After Market) 4300+ Employees Worldwide (9% in R&D) 2005 Turnover of €711m So Paolo tell us about your company…. Hello, my name is Pierpaolo Crovetti and I am the Corporate Information Officer for Brembo a market leader in the production of braking systems for high performance cars, motorcycles and commercial vehicles. Founded in 1961 Brembo now operates in 12 countries across 3 Continents and through 21 subsidiaries. We are divided into 5 Business Units (Cars, Commercial Vehicles, Motorcycles, High Performance Group, After Market) and proudly boast production sites in Italy, Brazil, Mexico, Poland, Spain, Great Britain, China and India with commercial sites in Sweden, France, USA and Japan. Across all of these different countries we employee over 4.300 people 9% of which are engineers and product specialists working in research and development. It is this investment in research and development that helps us to develop and manufacture innovative technology and vertically integrate the whole production process embracing all work phases and helping to make us the ideal partner for those who seek "state of the art" brake discs.  So Paolo tell us about your company…. Hello, my name is Pierpaolo Crovetti and I am the Corporate Information Officer for Brembo a market leader in the production of braking systems for high performance cars, motorcycles and commercial vehicles. Founded in 1961 Brembo now operates in 12 countries across 3 Continents and through 21 subsidiaries. We are divided into 5 Business Units (Cars, Commercial Vehicles, Motorcycles, High Performance Group, After Market) and proudly boast production sites in Italy, Brazil, Mexico, Poland, Spain, Great Britain, China and India with commercial sites in Sweden, France, USA and Japan. Across all of these different countries we employee over 4.300 people 9% of which are engineers and product specialists working in research and development. It is this investment in research and development that helps us to develop and manufacture innovative technology and vertically integrate the whole production process embracing all work phases and helping to make us the ideal partner for those who seek "state of the art" brake discs. 

    8. Saleh Barakat IT Director RICC McDonalds, Saudi Arabia

    9. RICC McDonalds Thanks Pierpaolo – hello everybody it is a real pleasure to be here today. My name is Saleh Barakat and as Director of I.T. I am happy to be representing my company RICC McDonalds from Saudi Arabia today. I am sure that you all know the global name and brand that is McDonalds but let’s take a closer look at RICC McDonalds specifically. RICC is the licensed fast food chain for McDonalds operating in Saudi Arabia and we opened our first restaurant at the end of 1993 and 13 years later we now boast 70 across the Kingdom of Saudi Arabia and in all in but few major cities. As a company we pride ourselves on our charity work and value our employees as our single most valuable asset (that and our new ERP system of course). This business approach has been key in our growth over the past decade and will also help us to reach our aggressive target of opening 5 new restaurants each year moving forward. Thanks Pierpaolo – hello everybody it is a real pleasure to be here today. My name is Saleh Barakat and as Director of I.T. I am happy to be representing my company RICC McDonalds from Saudi Arabia today. I am sure that you all know the global name and brand that is McDonalds but let’s take a closer look at RICC McDonalds specifically. RICC is the licensed fast food chain for McDonalds operating in Saudi Arabia and we opened our first restaurant at the end of 1993 and 13 years later we now boast 70 across the Kingdom of Saudi Arabia and in all in but few major cities. As a company we pride ourselves on our charity work and value our employees as our single most valuable asset (that and our new ERP system of course). This business approach has been key in our growth over the past decade and will also help us to reach our aggressive target of opening 5 new restaurants each year moving forward.

    10. Witold Lisiecki General Manager Lantmännen Unibake, Poland

    11. Lantmännen Unibake Amongst largest farming & food groups in Europe Number one in Europe (in turnover) One of the biggest producers of frozen bakery products in the world The market’s biggest assortment The world’s biggest producer of Danish pastry. Thanks Pierpaolo – hello everybody it is a real pleasure to be here today representing Lantmannen Unibake Poland. So first a very brief glance of my company so we can all get a good feel for it. Lantmannen Unibake is part of the larger Lantmannen group which is one of the largest farming and food industry groups in Europe. The group is owned and governed by over 50 000 Swedish farmers and has an annual turnover of SEK 30 billions (EURO 3,2 billions). We have approximately 12 000 employees in 19 countries, with the main part working in Sweden. Lantmannen Unibake is the foods company within the Lantmanen Group and the companiy develops, produces and markets cereal-based foods - flour, breakfast cereals, muesli, pasta, bread etc. - for the domestic markets in northern Europe, but we also export to other parts of the world. I am today representing Lantmannen Unibake Poland. Our Polish subsidiary is the number one in terms of turnover in Europe for the whole group and we are one of the largest producrs of frozen bakery products worldwide. But there is more….we also have a very large range of different products and for the Danes in the crowd we are actually the largest producer of Danish pastry.!! Thanks Pierpaolo – hello everybody it is a real pleasure to be here today representing Lantmannen Unibake Poland. So first a very brief glance of my company so we can all get a good feel for it. Lantmannen Unibake is part of the larger Lantmannen group which is one of the largest farming and food industry groups in Europe. The group is owned and governed by over 50 000 Swedish farmers and has an annual turnover of SEK 30 billions (EURO 3,2 billions). We have approximately 12 000 employees in 19 countries, with the main part working in Sweden. Lantmannen Unibake is the foods company within the Lantmanen Group and the companiy develops, produces and markets cereal-based foods - flour, breakfast cereals, muesli, pasta, bread etc. - for the domestic markets in northern Europe, but we also export to other parts of the world. I am today representing Lantmannen Unibake Poland. Our Polish subsidiary is the number one in terms of turnover in Europe for the whole group and we are one of the largest producrs of frozen bakery products worldwide. But there is more….we also have a very large range of different products and for the Danes in the crowd we are actually the largest producer of Danish pastry.!!

    12. Jésus Sanz CFO Saint-Gobain, France

    13. Sovis Optique/Saint-Gobain The Saint-Gobain group is a producer, processor and distributor of materials such as glass, ceramics, plastics and cast iron, etc…Saint-Gobain transforms raw materials into advanced products for use in our daily lives, as well as developing tomorrow’s new materials. We operate in more than 50 countries worldwide, are one of the world’s hundred leading industrial corporations, and field a workforce of over 200,000. Saint-Gobain is listed on the stock markets in Paris, London, Frankfurt, Zurich, Brussels, Amsterdam. Now some of you may be wondering what this slide actually means so let me explain..Saint Gobain: Insulates one-fifth of all homes in the United States Manufactures 30 billion bottles, flasks and jars a year Provides glass for fifty percent of all cars in Europe Has equipped 80 capitals and more than one thousand major cities throughout the world with water supply ducts…. In short Saint-Gobain is a truly global company whose strategy is focused on growing internally as well as through acquisitions and developing its presence in emerging countries. But with growth, acquisitions and ventures into new markets we need a degree of control and stability…so it is with this in mind that my core theme for today is compliance and integrationThe Saint-Gobain group is a producer, processor and distributor of materials such as glass, ceramics, plastics and cast iron, etc…Saint-Gobain transforms raw materials into advanced products for use in our daily lives, as well as developing tomorrow’s new materials. We operate in more than 50 countries worldwide, are one of the world’s hundred leading industrial corporations, and field a workforce of over 200,000. Saint-Gobain is listed on the stock markets in Paris, London, Frankfurt, Zurich, Brussels, Amsterdam. Now some of you may be wondering what this slide actually means so let me explain..Saint Gobain: Insulates one-fifth of all homes in the United States Manufactures 30 billion bottles, flasks and jars a year Provides glass for fifty percent of all cars in Europe Has equipped 80 capitals and more than one thousand major cities throughout the world with water supply ducts…. In short Saint-Gobain is a truly global company whose strategy is focused on growing internally as well as through acquisitions and developing its presence in emerging countries. But with growth, acquisitions and ventures into new markets we need a degree of control and stability…so it is with this in mind that my core theme for today is compliance and integration

    14. Zsombor Imre ERP & Payments Manager Wizz Air

    15. Wizz Air No.1 Low cost airline in Central & Eastern Europe (CEE) Poland (36% of the low cost market) Hungary (28% of the low cost market) Bulgaria (52% of the low cost market) Close to 5m passengers carried since May 2004 42 Destinations and 76 routes across Europe Largest e-commerce merchant in CEE 50%+ annual growth rate LS: Thanks Jesus…well..let me introduce myself first of all as Zsombor Imre, ERP and Payments manager for Wizz Air.   IZS: I am sure that some of you here today have already heard of Wizz Air (some of you may have already flown with us) but for those of you that haven’t I will make sure that the name will never be forgotten!! So who are we??   Wizz Air is the largest low cost, low fare airline in Central and Eastern Europe. The Wizz Air idea was born only three years ago. The airline commenced operations on May 2004 and we are celebrating our 5 millionth passenger in the next couple of days.   Headquartered in Budapest, Hungary Wizz Air offers flights from bases in Poland, Hungary, Bulgaria, Romania, Slovenia and Croatia to 15 European countries.   Wizz Air offers 76 routes to 42 summer destinations in 2007. Wizz Air flies a young fleet of 9 Airbus A320 aircraft.   With 32 new A320 aircraft on order plus 12 options Wizz Air’s fleet will consist of 53 aircraft by 2012.   Interestingly, we quickly became the largest e-commerce company in the region.   All in all, Wizz Air is amongst the most dynamic airlines in the world. In terms of cost efficiency and operational reliability we rank in the top league of airlines in the world.   Please visit our website, wizzair.com for further details. LS: Thanks Jesus…well..let me introduce myself first of all as Zsombor Imre, ERP and Payments manager for Wizz Air.   IZS: I am sure that some of you here today have already heard of Wizz Air (some of you may have already flown with us) but for those of you that haven’t I will make sure that the name will never be forgotten!! So who are we??   Wizz Air is the largest low cost, low fare airline in Central and Eastern Europe. The Wizz Air idea was born only three years ago. The airline commenced operations on May 2004 and we are celebrating our 5 millionth passenger in the next couple of days.   Headquartered in Budapest, Hungary Wizz Air offers flights from bases in Poland, Hungary, Bulgaria, Romania, Slovenia and Croatia to 15 European countries.   Wizz Air offers 76 routes to 42 summer destinations in 2007. Wizz Air flies a young fleet of 9 Airbus A320 aircraft.   With 32 new A320 aircraft on order plus 12 options Wizz Air’s fleet will consist of 53 aircraft by 2012.   Interestingly, we quickly became the largest e-commerce company in the region.   All in all, Wizz Air is amongst the most dynamic airlines in the world. In terms of cost efficiency and operational reliability we rank in the top league of airlines in the world.   Please visit our website, wizzair.com for further details.

    16. Pre-implementation So now we have a feel for the 5 customers let’s get into the DEEP DIVE starting with Pre-Implementation….. So now we have a feel for the 5 customers let’s get into the DEEP DIVE starting with Pre-Implementation…..

    17. Pre-Implementation The pre-implementation phase consists of looking at the pain points and challenges faced by our customer panel and the selection process they went through to decide on a suitable ERP solution for their business. I’m going to use this section of the session to look at Lantmannen Unibake, McDonalds and Brembo in more detail. Brembo represents a recent market WIN for us so is perfect proof point of Microsoft Dynamics AX being out there in the market and winning new business. The pre-implementation phase consists of looking at the pain points and challenges faced by our customer panel and the selection process they went through to decide on a suitable ERP solution for their business. I’m going to use this section of the session to look at Lantmannen Unibake, McDonalds and Brembo in more detail. Brembo represents a recent market WIN for us so is perfect proof point of Microsoft Dynamics AX being out there in the market and winning new business.

    18. Pre-Implementation: Pain Points MCDONALDS: We simply had too many departmental applications with minimal integration and a general redundancy in general data. The information that we did have we came about through manual updates and rigid reporting tools with limited modification possibilities. We even had excel spreadsheets some of which were over 80 MB for extra analysis and reporting. Everything was so time consuming and gaining access to business KPIs was such a hard task. Overall we had no visibility on projects, on P&L or on our customers. Employee Productivity was below 40% and we were growing which our then existing applications could not deal with….something needed to change BREMBO: In a way a similar story in terms of growth…here is an Italian company exporting abroad becoming a true global player in its field with operations across the globe and an international supply chain. Following this change we as a company addressed or identified information as being one of the strategic tools that could support this global evolution if you like. Our then existing architectured simply wasn’t adequate enough to sustain its strategic objectives. We therefore set about addressing some critical goals for a new information system. LS: Ok and what were those criteria or goals if you like? PC: - Control and manage all the critical information for the whole group in a effective, reliable, consistent and real time manner - Support the new business operations model chosen by Brembo - Support the analysis of the business dynamics ruling each business division and markets where Brembo is involved - Support the management in taking operative and strategic decisions For us the new Business Application had to support our growth strategy and be flexible and adaptable. Like you said Luke it all came down to SIMPLICITY  Could our former solution/set-up do this – NO…could Microsoft Dynamics AX – WE CERTAINLY THINK SO!! LS: What do you think Jeff should we ask another customer? I’ll let you pick… JMK: Oh ok…well..let’s see what you guys at Lantmannen did Witold LANTMANNEN UNIBAKE: Well there were of course a number of areas where we needed to improve…but the main driving force between these changes was GROWTH…In 2002, Lantmännen Unibake Poland decided to expand its plant at Nieporet near Warsaw by building new production lines, storerooms, freezing plants, and offices. It also decided to expand into new markets. We needed to implement a modern business management system that could automate and streamline processes across production…across finance….across supply chain and human resources areas too. We also needed a system that could deliver comprehensive, accurate, and timely information to business managers. Warehouse Issues - waste by expiry date…we didn’t have an insight into which products were expiring when Lack of knowledge about actual stock levels – no online information Long time for shipment preparation…this was a manual process and needed automizing Production New production line – doubles capacity…this of course adds to the compelxity… Make to Order (instead Make to Stock) Sales Updated sales orders with due date Opening into new markets Quality HACCP & BRC (higher than ISO standard) Standard demands – compliance with foods standards Accounting Production costing in real values New analysis possibilities…real business insights… MCDONALDS: We simply had too many departmental applications with minimal integration and a general redundancy in general data. The information that we did have we came about through manual updates and rigid reporting tools with limited modification possibilities. We even had excel spreadsheets some of which were over 80 MB for extra analysis and reporting. Everything was so time consuming and gaining access to business KPIs was such a hard task. Overall we had no visibility on projects, on P&L or on our customers. Employee Productivity was below 40% and we were growing which our then existing applications could not deal with….something needed to change BREMBO: In a way a similar story in terms of growth…here is an Italian company exporting abroad becoming a true global player in its field with operations across the globe and an international supply chain. Following this change we as a company addressed or identified information as being one of the strategic tools that could support this global evolution if you like. Our then existing architectured simply wasn’t adequate enough to sustain its strategic objectives. We therefore set about addressing some critical goals for a new information system. LS: Ok and what were those criteria or goals if you like? PC: - Control and manage all the critical information for the whole group in a effective, reliable, consistent and real time manner - Support the new business operations model chosen by Brembo - Support the analysis of the business dynamics ruling each business division and markets where Brembo is involved - Support the management in taking operative and strategic decisions For us the new Business Application had to support our growth strategy and be flexible and adaptable. Like you said Luke it all came down to SIMPLICITY  Could our former solution/set-up do this – NO…could Microsoft Dynamics AX – WE CERTAINLY THINK SO!! LS: What do you think Jeff should we ask another customer? I’ll let you pick… JMK: Oh ok…well..let’s see what you guys at Lantmannen did Witold LANTMANNEN UNIBAKE: Well there were of course a number of areas where we needed to improve…but the main driving force between these changes was GROWTH…In 2002, Lantmännen Unibake Poland decided to expand its plant at Nieporet near Warsaw by building new production lines, storerooms, freezing plants, and offices. It also decided to expand into new markets. We needed to implement a modern business management system that could automate and streamline processes across production…across finance….across supply chain and human resources areas too. We also needed a system that could deliver comprehensive, accurate, and timely information to business managers. Warehouse Issues - waste by expiry date…we didn’t have an insight into which products were expiring when Lack of knowledge about actual stock levels – no online information Long time for shipment preparation…this was a manual process and needed automizing Production New production line – doubles capacity…this of course adds to the compelxity… Make to Order (instead Make to Stock) Sales Updated sales orders with due date Opening into new markets Quality HACCP & BRC (higher than ISO standard) Standard demands – compliance with foods standards Accounting Production costing in real values New analysis possibilities…real business insights…

    19. Pre-Implementation: Critical Success Factors LANTMANNEN UNIBAKE: We had some demanding requirements: extensive integration with production processes and with industrial automation devices; an automated warehouse that would eliminate waste and increase customer product shelf life, and an electronic data interchange (EDI) system that not only automated order and invoice management, but also integrated fully into our planning and production systems. At the same time, we didn't want a giant leap in systems complexity, or an unfamiliar environment to have to manage. We wanted a system that would fit in with all our other business systems and could be managed by our current employees without a steep learning curve.   BREMBO: The main reasons to choose MS Dynamics AX lay on its flexibility and adaptability. What Microsoft Dynamics AX allows us to do is implement the solution in complex Brembo’s organizations like Italy and Poland and smaller divisions of Brembo around the world because it is so flexible and customizable. Microsoft Dynamics AX is a solution that tailors to fit your needs so you can allow for differences in compliance such as local accounting and reporting practices. Our selection was based on a lot more than this though…Microsoft Dynamics AX of course has a similar look and feel to the Microsoft Office package which everybody in our company is more than familiar so we have SIMPLICITY. All of a sudden implementing a new ERP system doesn’t become this terrible experience because of a level of familiarity with the user interface that no other ERP solution provider can offer. LS: So you are taking about both Microsoft Office and Dynamics AX but you haven’t mentioned Integration yet…. How much of a role did this play…I mean a familiar user interface is one thing but integration with Microsoft Office provides you with a really rich suite of functionality. PC: Oh definitely INTEGRATION with Microsoft Office and other business management process tools is key…I mean we are a global company in an increasingly competitive workplace so our ability to adapt, change and gain information in a fast and effective fashion is key not just to our success but also our survival. Everybody knows Microsoft, everybody knows the name, the brand and this said a lot to us when we were evaluating our ERP strategy. We know for well that Microsoft Dynamics AX is a “young” product….but we know that Microsoft is investing a lot of time and money in developing this solution and making it grow and turning it into the leader in the market place….and we know that it won’t stop until it is. MCDONALDS: Well where should I start? We put together an ERP committee comprised of department heads to pin point our current and future business needs from the ERP solution, bearing in mind our Balanced Score Card targets. Our selection criteria were as follows: Solution fulfills (80-90%) of our business requirements. Built-in BI (Reporting, OLAP, Dashboards, Alerting, Analysis) Rich in export, import & integration to and with other servers and applications (MS-Office, Mail server, Share Point, Active Directory) Multi location support with web enabled interface. Fully customizable, with built-in fast development tools. User friendly to reduce the learning curve time. High Return On Investment Low Total Cost of Ownership Vendor understanding for our business. LS: So a pretty comprehensive and tough list then… SB: Well you could say that but why should we compromise? As you saw on my introduction slide our company is very dynamic in its business needs and we have ambitious growth targets. LS: So what did Dynamics AX have that some of the other solutions didn’t? SB: So flexibility and adaptability are really important features for us. We also wanted a solution that was fully customizable and could be localized for our market needs. We looked at Oracle but instead of adapting to our needs we were supposed to adapt our business to the solution and this was something that we were not prepared to do. In this sense for flexibility, adaptability and scalability Microsoft Dynamics AX was the best…it is also really well designed and has an easy to use user interface that is familiar to our people. If we pin that to cost & time to implement we reduce our training times and thus time to implement. Moving to BI…information is key….and thinking about some of our pain points around poor reporting and insight into critical information the BI features within Microsoft Dynamics AX are fantastic…Reporting, OLAP, Dashboards, Alerting, Analysis. We can have the Key Performance Indicators on whatever we want…when we want it. Like Pierpaolo said the name Microsoft says a lot …it is one of the largest companies in the world and has the strongest global brand …and…in the world of ERP solutions the word “vendor” is very week tie-up, you need to get a “Partner” you can trust to make your expectations come true and we felt that this was the case with Microsoft from our very first dealing with them. LANTMANNEN: Rich Functionality – XAL, warehouse production and financials…but there was the possibility to expand which was important since we were growing Integration of systems through the warehouse, sales office, production Flexibility – we wanted a sytem that could be customized our specific business needs the BI – we wanted to have an insight into everythign that we were doing and be able to drill down and get an overview through up-to-date information Lastly cost played an important role and AX was actually a cheaper option to teh other ERP solution that we were evaluating… The Microsoft brand of course played an important role…LANTMANNEN UNIBAKE: We had some demanding requirements: extensive integration with production processes and with industrial automation devices; an automated warehouse that would eliminate waste and increase customer product shelf life, and an electronic data interchange (EDI) system that not only automated order and invoice management, but also integrated fully into our planning and production systems. At the same time, we didn't want a giant leap in systems complexity, or an unfamiliar environment to have to manage. We wanted a system that would fit in with all our other business systems and could be managed by our current employees without a steep learning curve.   BREMBO: The main reasons to choose MS Dynamics AX lay on its flexibility and adaptability. What Microsoft Dynamics AX allows us to do is implement the solution in complex Brembo’s organizations like Italy and Poland and smaller divisions of Brembo around the world because it is so flexible and customizable. Microsoft Dynamics AX is a solution that tailors to fit your needs so you can allow for differences in compliance such as local accounting and reporting practices. Our selection was based on a lot more than this though…Microsoft Dynamics AX of course has a similar look and feel to the Microsoft Office package which everybody in our company is more than familiar so we have SIMPLICITY. All of a sudden implementing a new ERP system doesn’t become this terrible experience because of a level of familiarity with the user interface that no other ERP solution provider can offer. LS: So you are taking about both Microsoft Office and Dynamics AX but you haven’t mentioned Integration yet…. How much of a role did this play…I mean a familiar user interface is one thing but integration with Microsoft Office provides you with a really rich suite of functionality. PC: Oh definitely INTEGRATION with Microsoft Office and other business management process tools is key…I mean we are a global company in an increasingly competitive workplace so our ability to adapt, change and gain information in a fast and effective fashion is key not just to our success but also our survival. Everybody knows Microsoft, everybody knows the name, the brand and this said a lot to us when we were evaluating our ERP strategy. We know for well that Microsoft Dynamics AX is a “young” product….but we know that Microsoft is investing a lot of time and money in developing this solution and making it grow and turning it into the leader in the market place….and we know that it won’t stop until it is. MCDONALDS: Well where should I start? We put together an ERP committee comprised of department heads to pin point our current and future business needs from the ERP solution, bearing in mind our Balanced Score Card targets. Our selection criteria were as follows: Solution fulfills (80-90%) of our business requirements. Built-in BI (Reporting, OLAP, Dashboards, Alerting, Analysis) Rich in export, import & integration to and with other servers and applications (MS-Office, Mail server, Share Point, Active Directory) Multi location support with web enabled interface. Fully customizable, with built-in fast development tools. User friendly to reduce the learning curve time. High Return On Investment Low Total Cost of Ownership Vendor understanding for our business. LS: So a pretty comprehensive and tough list then… SB: Well you could say that but why should we compromise? As you saw on my introduction slide our company is very dynamic in its business needs and we have ambitious growth targets. LS: So what did Dynamics AX have that some of the other solutions didn’t? SB: So flexibility and adaptability are really important features for us. We also wanted a solution that was fully customizable and could be localized for our market needs. We looked at Oracle but instead of adapting to our needs we were supposed to adapt our business to the solution and this was something that we were not prepared to do. In this sense for flexibility, adaptability and scalability Microsoft Dynamics AX was the best…it is also really well designed and has an easy to use user interface that is familiar to our people. If we pin that to cost & time to implement we reduce our training times and thus time to implement. Moving to BI…information is key….and thinking about some of our pain points around poor reporting and insight into critical information the BI features within Microsoft Dynamics AX are fantastic…Reporting, OLAP, Dashboards, Alerting, Analysis. We can have the Key Performance Indicators on whatever we want…when we want it. Like Pierpaolo said the name Microsoft says a lot …it is one of the largest companies in the world and has the strongest global brand …and…in the world of ERP solutions the word “vendor” is very week tie-up, you need to get a “Partner” you can trust to make your expectations come true and we felt that this was the case with Microsoft from our very first dealing with them. LANTMANNEN: Rich Functionality – XAL, warehouse production and financials…but there was the possibility to expand which was important since we were growing Integration of systems through the warehouse, sales office, production Flexibility – we wanted a sytem that could be customized our specific business needs the BI – we wanted to have an insight into everythign that we were doing and be able to drill down and get an overview through up-to-date information Lastly cost played an important role and AX was actually a cheaper option to teh other ERP solution that we were evaluating… The Microsoft brand of course played an important role…

    20. Integration This is the kind of integration that we are talking about with Microsoft Dynamics AX….This is the kind of integration that we are talking about with Microsoft Dynamics AX….

    21. Wizz Air: Selection Criteria Additional Info – selection criteria for Wizz AirAdditional Info – selection criteria for Wizz Air

    22. The Implementation Phase

    23. The Implementation Phase Saint Gobain: First just some pain points from us briefly…to provide some context…our work is changing and becoming ever more complex. To provide a better level of customer service and of course improve our profitability we needed to be able to react to constant change and have a flexible system. The old system we had included three separate systems production, accounting and sales which meant we had the same information in three different places. Or worse critical data in 3 different places that was not in anyway integrated. This meant that we lost valuable time and caused problems between what one department would promise a customer and what the other could actually deliver. Our aim then was to clearly improve the management of our production lines… In choosing Microsoft we were deciding to install a completely integrated solution…a completely integrated solution that offered a rich suite of functionality What’s more it represented a user interface with which everybody was familiar. We also had a very competent partner Columbus IT who allowed us to implement in record time – just four months and after four months all of the shop floor level workers and managers were using a truly global solution that was both flexible and efficient. Wizz Air:   Wizz Air: IZS: First of all let’s talk about the initial implementation at start-up. Time to market is especially critical in such a competitive segment as the low cost market.     LS: So tell us some more..how did you get around the issues you were encountering and how did you use AX to do so?   IZS: INITIAL IMPLEMENTATION @ STARTUP Scope: Basic finance Multinational accounting according to diverse tax regimes and GAAPs Cross-GAAP consolidation Financial reporting Controlling Profitability reporting: RASK, CASK calculation Human resources   LS: What other customizations have you made?   IZS: CUSTOMIZATION Invoicing (ticketless airline, Electronic invoicing) PNR Subledger (new bespoke low-cost module to Dynamics) Industry specific Cost allocation based on KPI Revenue recognition Revenue / cost allocation MIS: Flown/unflown revenue Interfaces with reservation system and payment service provider   CHARACTERISTICS One central Axapta database Remote Axapta access from multiple locations (HU, PL, BG, UK, etc.)   LS: Q about upgrading to AX   IZS: TAP PROJECT / MOTIVATIONS access to extended functionality: SSO, documentation, Unicode support strenghten market leadership with high-edge and cost-effective solutions. Solid feeling that - Dynamics could serve as a stable ERP platform - Dynamics can support Wizz Air’s growth in the forthcoming years.   LS: Q about upgrading to AX   IZS: DYNAMICS AX UPGRADE AX go-live: June 2006 Efforts: 28+ project team members 7 months Selection and contracting phase: Aug/2005 Project presentation: Nov/2005 Lab development: Oct/2005 - Mar/2006 Home development and testing: Mar/2006-Apr/2006 Integration testing: May/2006 – Jun/2006 Functional testing: May/2006 – Jun/2006 UAT: Jun/2006 Migration and cut-over: Jun/2006 Post-implementation works: Jun/2006 – LANTMANNEN UNIBAKE: Staged approach….March 2003 license purchased….we then set about implementing…Trade & Logistics and Financial Management, we then went onto introduce electronic banking We upgraded from 2.5 to 3.0 which was the first in Poland in April 2005 Quality module 2006 What was interesting was that we experienced some resistance to the change i.e. people were used to doing thigns a certain way…during teh implementation though we introduced the possibility to have mobile and wireless devices…this meant that teh forklift driver ro warehouse workers simply scanned a barcode and the necessary information was in the system. This made life a lot easier for our workers. Again the importance of a competent partner was key…ITPiast offered us a partner that was experienced in Microsoft Dynamics AX, could understand our business needs but most importantly could execute accordingly…Saint Gobain: First just some pain points from us briefly…to provide some context…our work is changing and becoming ever more complex. To provide a better level of customer service and of course improve our profitability we needed to be able to react to constant change and have a flexible system. The old system we had included three separate systems production, accounting and sales which meant we had the same information in three different places. Or worse critical data in 3 different places that was not in anyway integrated. This meant that we lost valuable time and caused problems between what one department would promise a customer and what the other could actually deliver. Our aim then was to clearly improve the management of our production lines… In choosing Microsoft we were deciding to install a completely integrated solution…a completely integrated solution that offered a rich suite of functionality What’s more it represented a user interface with which everybody was familiar. We also had a very competent partner Columbus IT who allowed us to implement in record time – just four months and after four months all of the shop floor level workers and managers were using a truly global solution that was both flexible and efficient. Wizz Air:   Wizz Air: IZS: First of all let’s talk about the initial implementation at start-up. Time to market is especially critical in such a competitive segment as the low cost market.     LS: So tell us some more..how did you get around the issues you were encountering and how did you use AX to do so?   IZS: INITIAL IMPLEMENTATION @ STARTUP Scope: Basic finance Multinational accounting according to diverse tax regimes and GAAPs Cross-GAAP consolidation Financial reporting Controlling Profitability reporting: RASK, CASK calculation Human resources   LS: What other customizations have you made?   IZS: CUSTOMIZATION Invoicing (ticketless airline, Electronic invoicing) PNR Subledger (new bespoke low-cost module to Dynamics) Industry specific Cost allocation based on KPI Revenue recognition Revenue / cost allocation MIS: Flown/unflown revenue Interfaces with reservation system and payment service provider   CHARACTERISTICS One central Axapta database Remote Axapta access from multiple locations (HU, PL, BG, UK, etc.)   LS: Q about upgrading to AX   IZS: TAP PROJECT / MOTIVATIONS access to extended functionality: SSO, documentation, Unicode support strenghten market leadership with high-edge and cost-effective solutions. Solid feeling that - Dynamics could serve as a stable ERP platform - Dynamics can support Wizz Air’s growth in the forthcoming years.   LS: Q about upgrading to AX   IZS: DYNAMICS AX UPGRADE AX go-live: June 2006 Efforts: 28+ project team members 7 months Selection and contracting phase: Aug/2005 Project presentation: Nov/2005 Lab development: Oct/2005 - Mar/2006 Home development and testing: Mar/2006-Apr/2006 Integration testing: May/2006 – Jun/2006 Functional testing: May/2006 – Jun/2006 UAT: Jun/2006 Migration and cut-over: Jun/2006 Post-implementation works: Jun/2006 –

    24. Post Implementation

    25. Post Implementation:   WIZZ AIR: LS: Zsombor > tell us what is so good about Microsoft Dynamics AX…how has it had a positive impact on Wizz Air and on your working life there?   IZS: Our business is about cost-cutting. The more we can save on the cost side the more benefits our customers will see in the form of lower ticket prices and cheaper travel.   Dynamics AX 4.0 is a solution that will support us in our fight against costs with its open architecture that support process automation and reduces human work.   We’re growing rapidly and need a high performance system to support a 50 per cent increase in transactions.   GLOCALIZED ‘glocalized’ support for multi-currency accounting supports local taxation requirements cross–GAAP consolidation. legal compliance   CENTRALIZED MANAGEMENT One central Group-level ERP system One central Unicode database serving all subsidiaries Central infrastructure Less HelpDesk calls   INCREASED PERFORMANCE AND AUTOMATION enhanced performance: overnight process time went down from 11 hours to 2 hours enhance the automation level of its processes. e-invoice, ticketless airline Biztalk Server 2004 – accelerated overnight processes several thousand invoices every day   ALL IN ALL: increased efficiency undoubted payout   ENHANCED USER EXPERIENCE SSO user interface “bringing data to Excel is easy   SECURITY System Security Increased personal data of our 5 million customers role-based user permission structure full audit trail AD integration SAINT GOBAIN: EASY TO USE: There was a very fast take up on the use of the system as the user interface is so easy to use. FLEXIBLE: With this solution we have the unique ability to tailor it to our needs if we want to as we grow. COMPLETE SOLUTION: Everybody from the IT department, the factory operatives through to the sales team and business directors are using Microsoft Dynamics AX and no matter what their role or activity they all have access to the same up-to-date information. MORE CONFIDENT DECISION MAKING: Because of this single source of information, we all have access to more precise, more reliable information available in real time. This allows us to better monitor fluctuations in all of our production related activities and at the same time provide a clearer understanding of the organizations critical success factors…cost, drops in productivity etc.. And how they affect our profitability…Barriers to information simply no longer exist. SCALABLE: Proof points?? Well we originally started with 10 licences…but this number soon rose up to 15 and we still need to upgrade to more. It really is an excellent sign of how much we are using this new solution and how popular it has been. COMPLIANCE – IFRS & IAS More Motivated Workforce This may seem strange but in fact our workforce is actually more motivated and working better together than ever before? Why….because everybody is using the same solution they are encouraged to work together and create synergies. It may seem hard to believe but Microsoft Dynamics Ax has brought us all a lot closer to each other!! LS: What are your future plans for Microsoft Dynamics AX within Sovis Optique JS: We are so happy with the solution that we are in fact looking at upgrading to the new 4.0 release. LANTMANNEN UNIBAKE: AX is everything….literally everything…terminals, displays, pallets…just everywhere….everybody is involved with AX from the quality manager, warehouse operatives, forklift driver… What this means is that everybody has access to the same information…not just the same information but the same up-to-date information. If we take the production lines for example displays on the line show the production level throughout the day and provide KPI’s as an indication of whether targets are being hit. Manual processes no longer exist – everything is automatic….take sales orders for example…we were supposed to hire an additional 2 peopel to process these order…with AX this isn’t necessary.. We are growing aroudn 40% last year - the solution is growing and adapting with us…just look at our implementation it is continually evolving and we are looking at doing more…CRM, upgrading to 4.0, Balanced Scorecard …we are very very happy…   WIZZ AIR: LS: Zsombor > tell us what is so good about Microsoft Dynamics AX…how has it had a positive impact on Wizz Air and on your working life there?   IZS: Our business is about cost-cutting. The more we can save on the cost side the more benefits our customers will see in the form of lower ticket prices and cheaper travel.   Dynamics AX 4.0 is a solution that will support us in our fight against costs with its open architecture that support process automation and reduces human work.   We’re growing rapidly and need a high performance system to support a 50 per cent increase in transactions.   GLOCALIZED ‘glocalized’ support for multi-currency accounting supports local taxation requirements cross–GAAP consolidation. legal compliance   CENTRALIZED MANAGEMENT One central Group-level ERP system One central Unicode database serving all subsidiaries Central infrastructure Less HelpDesk calls   INCREASED PERFORMANCE AND AUTOMATION enhanced performance: overnight process time went down from 11 hours to 2 hours enhance the automation level of its processes. e-invoice, ticketless airline Biztalk Server 2004 – accelerated overnight processes several thousand invoices every day   ALL IN ALL: increased efficiency undoubted payout   ENHANCED USER EXPERIENCE SSO user interface “bringing data to Excel is easy   SECURITY System Security Increased personal data of our 5 million customers role-based user permission structure full audit trail AD integration SAINT GOBAIN: EASY TO USE: There was a very fast take up on the use of the system as the user interface is so easy to use. FLEXIBLE: With this solution we have the unique ability to tailor it to our needs if we want to as we grow. COMPLETE SOLUTION: Everybody from the IT department, the factory operatives through to the sales team and business directors are using Microsoft Dynamics AX and no matter what their role or activity they all have access to the same up-to-date information. MORE CONFIDENT DECISION MAKING: Because of this single source of information, we all have access to more precise, more reliable information available in real time. This allows us to better monitor fluctuations in all of our production related activities and at the same time provide a clearer understanding of the organizations critical success factors…cost, drops in productivity etc.. And how they affect our profitability…Barriers to information simply no longer exist. SCALABLE: Proof points?? Well we originally started with 10 licences…but this number soon rose up to 15 and we still need to upgrade to more. It really is an excellent sign of how much we are using this new solution and how popular it has been. COMPLIANCE – IFRS & IAS More Motivated Workforce This may seem strange but in fact our workforce is actually more motivated and working better together than ever before? Why….because everybody is using the same solution they are encouraged to work together and create synergies. It may seem hard to believe but Microsoft Dynamics Ax has brought us all a lot closer to each other!! LS: What are your future plans for Microsoft Dynamics AX within Sovis Optique JS: We are so happy with the solution that we are in fact looking at upgrading to the new 4.0 release. LANTMANNEN UNIBAKE: AX is everything….literally everything…terminals, displays, pallets…just everywhere….everybody is involved with AX from the quality manager, warehouse operatives, forklift driver… What this means is that everybody has access to the same information…not just the same information but the same up-to-date information. If we take the production lines for example displays on the line show the production level throughout the day and provide KPI’s as an indication of whether targets are being hit. Manual processes no longer exist – everything is automatic….take sales orders for example…we were supposed to hire an additional 2 peopel to process these order…with AX this isn’t necessary.. We are growing aroudn 40% last year - the solution is growing and adapting with us…just look at our implementation it is continually evolving and we are looking at doing more…CRM, upgrading to 4.0, Balanced Scorecard …we are very very happy…

    26. Session Structure So we have had a good look at the 5 customers today, gained an insight into the key selection criteria involved in selecting a new ERP system, how the implementation roll out looks and perhaps some key insights into what to look out for during this phase. The customers that have implemented have provided a wealth of information on the benefits that they have realized post implementation and how Microsoft Dynamics AX has helped them continue to grow their business….But I know that if you guys are anything like previous customer panel audiences you all have an abundance of questions that you are just waiting to ask. So Tom it’s time for you to get out there in the audience and see who has some questions… TB: Sure thing….. So we have had a good look at the 5 customers today, gained an insight into the key selection criteria involved in selecting a new ERP system, how the implementation roll out looks and perhaps some key insights into what to look out for during this phase. The customers that have implemented have provided a wealth of information on the benefits that they have realized post implementation and how Microsoft Dynamics AX has helped them continue to grow their business….But I know that if you guys are anything like previous customer panel audiences you all have an abundance of questions that you are just waiting to ask. So Tom it’s time for you to get out there in the audience and see who has some questions… TB: Sure thing…..

    28. Wizz Air “Taking off with Microsoft Dynamics AX”

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