The Forrester Wave™: Microsoft Dynamics

365 Services, Q2 2019

Vendor Kickoff Call

Leslie Joseph, Principal Analyst

Sukriti Dangi, Research Associate
December 10, 2018

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 Agenda

› What is the Forrester Wave Report?

› What is the Forrester Wave process?
› What do we need from you and when?
› Q&A

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 What is the Forrester Wave™?

The Forrester Wave™ is a data-

driven evaluation of software,
hardware, and services markets

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 The Forrester Wave Graphic

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 Transparent Criteria and Scores

Each criterion can

expand to up to two
levels of detail.

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 Overview Report

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 Ability to Customize

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 Create a Short List

Custom weightings will

yield a custom vendor
short list

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 Agenda

› What is the Forrester Wave Report?

› What is the Forrester Wave process?
› What do we need from you and when?
› Q&A

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 Forrester Wave Process - Milestones
› Milestone 1-3: Getting Started; Create Evaluation Criteria; Select vendors, inclusion criteria and
kickoff
› Milestone 4: Gather Evaluation Data
• Complete vendor questionnaire and conduct customer reference calls/surveys
› Milestone 5: Score
• Analyst uses this period to finalize vendor scores and incorporate them into the Wave model
› Milestone 6: Scorecard Review and Fact Check
• Vendors receive initial scorecards and vendor profiles and are given at least five business days to
provide feedback
• Once all feedback has been reviewed and taken into account, final scorecards, vendor profiles and
placements on the Wave graphic are sent
› Milestone 7: Courtesy Preview and Publish
• Vendors have two business days to review report during courtesy preview
• After courtesy preview, the Wave report is finalized and sent to all participating vendors

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 Wave Methodology Updates: Effective July 1, 2017
› Publication of scorecards for non-participating vendors
• Scorecards for all vendors in a Wave, both participating and non-participating, will now be published
for our clients to view.

› Number of customer references standardized to 3 for all Waves

• Applies to services Wave and technology Waves.

› Elimination of “1 point each” scales

› Elimination of level 3 criteria
› Elimination of zero-weighted criteria

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 Agenda

› What is the Forrester Wave Report?

› What is the Forrester Wave process?
› What do we need from you and when?
› Q&A

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 Create Evaluation Criteria
› The analyst has created a list of criteria reviewed by users and colleagues.
› Please send feedback on the criteria to us by 12th December, Wednesday
focusing on:
• Features you think are commoditized.
• Features you think are differentiated.
• The clarity of our wording.
› This is the only opportunity to provide feedback on the evaluation criteria.

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 Gather Evaluation Data
› Questionnaire
• Since we will be using this information for our scales and scoring, being as concise and direct in
answering the question as it is asked will help tremendously. Please note, there is a 1,000-character
limit per response in the template. You will receive the official questionnaire by 14th December ‘18;
please submit by 14th January ‘19. Keep in mind that once you have submitted the questionnaire you
may not withdraw from participating in this research.

› Executive Strategy Briefings / Demos

• Please provide us availability for the appropriate executives who can discuss your strategy and
roadmap by 11th January ‘19. We will hold these briefings [via phone/video or in person at our
Cambridge offices] during 14th January 2019; Monday to 31st January 2019; Thursday. The Analyst will
provide the vendors specific demo scenarios and an outline for the briefings at least 10 business days
ahead of the meeting. Please contact Sukriti (sdangi@forrester.com) to schedule.
› Customer References
• Please provide 5 contacts by 11th January ‘19. We will handle scheduling them for 30-minute interviews
and sending them an online survey. Results will be used anonymously and in aggregate to inform our
study.

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 Scorecard and Vendor Profile Review
› You will receive your scorecard around 19th February ‘19. At this point, you will see the scale
explanations and the scores. You will also see your vendor profile during the review period.
We will have time to review the scorecard with you for any factual inaccuracies between 19th
February ‘19 and 26th February ‘19.
› We ask that you provide all comments in writing for us to review at least 24 hours PRIOR to
our discussion.
› This phase will be completed by 26th February ‘19; 10 PM EST
› You will receive your final scores, criteria weightings, vendor profile, and placement on the
graphic at the end of this period.
› Please review the Forrester Wave™ Vendor Review Policy for more detail.

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 Courtesy Preview

› Prior to publication, you will receive a copy of the final Wave report.
All materials are final at this point.
› You will receive all of your materials approximately five days before
we publish.

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 Wave Timeline – Due Dates
› Draft criteria feedback – 12th December ‘18
› Customer reference contact info– 11th January ‘19
› Completed criteria spreadsheet – 14th January ‘19
› Executive strategy briefings/demos – 14th January to 31st January ‘19
› Final scorecard period– 19th February to 26th February ‘19
› Expected courtesy preview – 18th March ‘19
› Expected publishing date – 1st April ‘19

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 Things to keep in mind
› Not everyone can be a leader.
• This is an evaluation of the top vendors in the space. Our end user clients
also consider Strong Performers, Contenders, and Challengers when creating
vendor short lists.
• Our objective is to draw out the differentiation among the vendors.

› This is good for all vendors.

• It’s better to be in the Wave than not.
• It’s better to participate actively in the evaluation that sit idly by.

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 How we score the criteria in this Wave
› Here is how we define our scale:
• 5 – This is an area that are strengths for your firm and differentiate you from
your competition, relative to the vendors in this evaluation.
• 3 – This is an area that are on par relative to the other vendors in this
evaluation.
• 1 – This is an area that are weaknesses for your product/service relative to
the vendors in this evaluation.
• 0 – No Support.
› *We will use wording that is specific to the individual criteria in the Wave.

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 Things to keep in mind (continued)
› Incomplete vendor participation
• If a vendor chooses not to participate, the analyst can still include them in the
Wave graphic with “Incomplete vendor participation” (visually denoted as a
grey bubble in the Wave graphic).
• We will use information from Forrester briefings or the public domain to
determine these vendors’ position on the Wave graphic.
• The Forrester Wave Non Participation Policy
• Vendors who don't fully participate will not be allowed to challenge scores.
Scorecards for vendors who don't fully participate will be marked as such
› Once a vendor has returned the questionnaire, they will be
considered full participants.

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 What will vendors get?
› Forrester clients will have access to:
• A copy of the Wave document
• Their firm’s scorecard
• The Excel Wave model with all other vendor scorecards

› Non-clients will receive:

• A preview copy of the Wave document
• Their firm’s scorecard

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 Wave Resources
Resources on Forrester.com
Methodology
Citation Policy
Vendor Review Policy
Vendor Non Participation Policy

Wave Methodology Questions

Chris Andrews
VP Evaluative Research
candrews@forrester.com

Questions on Wave Process / Specific to this Wave

sdangi@forrester.com
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 Agenda

› What is the Forrester Wave Report?

› What is the Forrester Wave process?
› What do we need from you and when?
› Q&A

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 Sukriti Dangi, Research Associate
Phone Number:+91 11 42840085
sdangi@forrester.com

Thank you
FORRESTER.COM

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