THR1022 – Bring your sales team together (in the real world) 9/20/2018 6:52 PM THR1022 – Bring your sales team together (in the real world) Christopher Johnson @CJohnsonO365 © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9/20/2018 6:52 PM Agenda This is the story of how Microsoft Teams helped transform our sales culture from contentious… …to collaborative. © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Chris Johnson MVP Director, Business Solutions New dad the boy 9/20/2018 6:52 PM Chris Johnson the boy me loving wife MVP Office Services and Servers Director, Business Solutions PSC Group – Chicago, IL Architect – SharePoint & Office 365 solutions Pre-sales engineering New dad Calvin (1.25 years old) Mystery human (April 2018) mystery human © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

The problem PSC struggled to win big deals Client feedback 9/20/2018 6:52 PM The problem PSC struggled to win big deals Custom application development 120 employees $15MM revenue Big deal: $100K+ Client feedback Unimpressive presentations Inconsistent messaging The value of our services wasn’t clear © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Meet the characters Executives Want visibility 9/20/2018 6:52 PM Meet the characters Executives Want visibility Balance sales and delivery Frustrated by: lack of task ownership, billable time spent “collaborating” Delivery Comfortable with collaboration tools Time is valuable ($) Frustrated by: lack of organization, time away from delivery Sales Don’t move their cheese Lifeblood of the organization Frustrated by: slow response, learning new technology © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Owning collaboration tools doesn’t mean anyone is actually collaborating Sales Dynamics 365 Executives Email Delivery/Estimating SharePoint

Inconsistencies in our collaboration approach created friction. 9/20/2018 6:52 PM Inconsistencies in our collaboration approach created friction. © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Something powerful happened when we started using Teams… 9/20/2018 6:52 PM Something powerful happened when we started using Teams… © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Something powerful happened when we started using Teams…

| Teams Persistent Chat + Meetings + One UI 9/20/2018 6:52 PM | Teams Persistent Chat + Meetings + One UI © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Relationship management + Files integration + Alerts | Dynamics 365 Relationship management + Files integration + Alerts © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| SharePoint File management + Versioning + Project portal 9/20/2018 6:52 PM | SharePoint File management + Versioning + Project portal © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| Planner Estimate tracking

| Planner Pursuit planning 9/20/2018 6:52 PM | Planner Pursuit planning © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| VSTS + Excel Estimating, project planning 9/20/2018 6:52 PM | VSTS + Excel Estimating, project planning © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| OneNote Real-time collaboration on Notes 9/20/2018 6:52 PM | OneNote Real-time collaboration on Notes © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| Wiki Change management & documentation 9/20/2018 6:52 PM | Wiki Change management & documentation © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| Power BI Sales pipeline & leaders dashboard 9/20/2018 6:52 PM | Power BI Sales pipeline & leaders dashboard © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

| Flow Create channel in Teams for new opportunity in Dynamics CRM 9/20/2018 6:52 PM | Flow Create channel in Teams for new opportunity in Dynamics CRM © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft Teams Planner Visual Studio Team Services Dynamics 365 Estimates/RFPs in-progress Shared task assignment and completion alerts Visual Studio Team Services Backlog building Estimating (with Excel) Agile development once sold Dynamics 365 Client relationship management Alert estimating team of account updates Document access (connected to SharePoint) SharePoint Document sharing back-end Versioning Project portal once sold Power BI Sales metrics rollups in executive dashboard Agile scrum rollup, burndown and WIP for project once sold OneNote Shared idea space Co-editing for RFP responses Section for each pursuit Meeting notes, research and sketches related to a pursuit Wiki Answer common questions Ease transition Drive adoption Flow Create a Teams channel when a new opportunity is created in Dynamics 365 Auto-generate Planner tasks

Microsoft 2016 9/20/2018 6:52 PM Results We’re delivering better proposals in less time, with a higher close percentage on large opportunities. And the value PSC delivers to our customers shines in each of our proposals. “We’ve fundamentally changed our approach to sales pursuits for the better.” – Dan Noone Vice President PSC Group, LLC © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Wrap-up New with Teams Effect on our business 9/20/2018 6:52 PM Wrap-up New with Teams One tool, infinite entrypoints Files, notes and conversations in context 360-degree view of work Meet anywhere, anytime Real-time collaboration Effect on our business Lightning-fast adoption Adapt approaches and lessons learned for new pursuits Task ownership clear to executives Reduce time spent emailing Polished, consistent proposals © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Thank you Leaders make an impact by changing culture, not technology. 9/20/2018 6:52 PM Leaders make an impact by changing culture, not technology. Build your critical business processes on technology that empowers the culture change you’re making. Thank you © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.