Break Out from a Sales Slump with Microsoft Dynamics CRM

What’s On The Agenda Today Today’s Sales Challenges New Choices for Managing Customer Relationships Microsoft CRM Momentum Managing Sales with Microsoft CRM Demonstration

Key Challenges in Managing Sales Increased competition Ineffective lead tracking & follow-up Limited Cross-sell/Up- sell Lack of visibility into pipeline Lack of historical sales data Lack of forecasting process Manual or lack of proper sales process Lack of sales productivity Too much time spent in administrative/non- revenue activities Decreasing Revenue Ineffective Forecasting Increasing Sales Costs

Includes an end-to-end process that allows you to collect actionable information about each customer How to Manage Sales Challenges? Creates a customer- focused culture Helps your employees analyze customer information Makes it easier for employees to collaborate with internally and externally A Winning CRM Strategy

How is CRM Different from Contact Management? Customer Facing Sales, service, and marketing activities Process-focused Workflow drives consistent execution Team-oriented Collaborate with others inside and outside of the organization

A 2004 AMR Research study found that 28 percent of CRM projects 33 percent had »Two-thirds of respondents were with the ease of use of their CRM system »More than half of respondents were with their CRM system's return on investment (ROI) “First-Generation” CRM Problems A 2005 Forrester Research study found that

What Do Businesses Need From CRM Systems? Reliable user adoption Great business fit Fast, flexible, and affordable technology

New Choices For CRM Systems Today! Yesterday’s Choice Complicated CRM Systems That You Own Generic Hosted CRM That You Rent Microsoft Dynamics CRM Customize to Your Business Needs Easy to Get, Easy to Use – On-premise and/or Hosted Today’s Choice Heavy, complex, and expensive Basic but “easy to get”

Microsoft Dynamics CRM At A Glance Over 7,500 customers Over 250,000 users Full suite of marketing, sales, and service Native Office experience Web services architecture Fast, flexible, and affordable Available in 22 languages Microsoft CRM Customer Growth Worldwide 100% 100% 100%

Strong Growth Around The World Small BusinessesLarge Enterprises Midsized Companies Strong Growth Around The World

The Power Of An Integrated Solution SalesService Marketing Service-oriented architecture built on industry standards Easy for users to adopt Easy for IT to manage Deploys on-premise or hosted A complete CRM suite that utilizes the power and productivity of the Microsoft platform

Customers Speak Out “Quiznos successfully implemented Microsoft Dynamics CRM just over a year ago for approximately 550 users. We are planning on upgrading to version 3.0 to take advantage of several new features, including the addition of entities along with advanced querying and exporting capabilities.” – Kristie Reid, IT project manager, Quiznos “I was sold on Microsoft CRM the first time I saw it,” – John Walker, Sr. VP, Bus Dev, Phoenix Suns “Microsoft CRM is getting more powerful in the marketplace. It’s more accessible, the price is right, it’s easier to adopt. Greater flexibility to automate existing business processes is a critical win,” – Berhard McMahan, Chairman, JustGoodBusiness

Key Benefits Of Microsoft CRM Works the Way You Do –It’s an easy and natural way for your people to use CRM Works the Way Technology Should –It’s fast, flexible, and affordable Works the Way Your Business Does –It can be tailored to fit each business

Microsoft CRM | Works the Way You Do Native Microsoft Outlook Folders & Command Bar Automatic calendar, contact, task and synchronization Quick views of relevant information Drive sales, service, and marketing right from Outlook. Track activities with a single click. Share views across your team.

Microsoft CRM | Works the Way Your Business Does Powerful reporting via SQL Reporting Services Take data into Excel while maintaining a live data link Secure, roles-based access at the database level Create workflow based on standard and custom entities Evaluate conditions and actions across systems New Lead Received Existing Account? Create New Acct Create New Oppty Assign to Telesales Alert Sales Rep Y N

Microsoft CRM | Works the Way Technology Should Roles-Based User Experience Business Workflow and Visibility Integration and Extensibility Use Outlook, browser, or mobile device Get just the right tasks to each user Intelligent links to Microsoft Office Drive more consistent process execution Tailor the system to fit your business Get instant visibility and alerts Web services architecture Connect multiple systems in real-time Easily import & export data

Microsoft CRM Delivers Customer Choice On-Premise Microsoft CRM Partner-Hosted On-Premise Partner-Hosted Start hosted or on-premise, and migrate easily if your needs change

Managing Sales with Microsoft CRM Business Intelligence Out-of-the-box & ad- hoc reports Refreshable Excel reports Predictive analytics Manage Leads Automatic contact synchronization Single customer list Automatic tracking Manage Opportunities Process specific tasks & reminders Streamlined sales process Quick campaigns Manage Orders Built-in product catalog Built-in invoice management Automated Sales order processing

Sales Demo

Microsoft CRM | Sales Key Benefits Manage work more easily by managing customer , appointments, tasks and contacts from a single business application, Microsoft Outlook Improve sales qualification by spending time with the right leads and prospects, establishing consistent follow-up processes and automated sales activities with workflow tools Increase sales success and shorten the sales cycle with lead and opportunity management, sales process management and competitor tracking Grow your pipeline by using wizard-driven sales and marketing tools to cultivate new prospects and keep customers informed of new product and service offerings Analyze sales performance with comprehensive reporting tools that enable you to forecast sales, measure business activity and performance, and identify trends

Increased sales productivity 50 percent reduction in marketing expenditures Closer relationships with customers Deployed Microsoft ® CRM Integrated with Microsoft Business Solutions–Great Plains ® Deployed Microsoft SQL Server ™ 2000 to store data Needed something other than accounting system to manage leads Needed full-fledged customer relationship management (CRM) system to expand marketing channels and speed growth Music education company boosts sales productivity, reduces marketing costs by 50% “ Whereas our staff of 5 were able to contact 10 leads a day before, they’re able to contact 20 today.” Brian Healy, Vice President of Sales and Marketing, Kindermusik International Customer Business Challenge Solution Customer Results/Benefits

Customer Business Challenge Solution Customer Results/Benefits Improved efficiency by 25 percent Increased sales opportunities Reduced administrative costs by 15 percent Saved U.S.$30,000 per year coordinating sales pipelines Improved services Implemented Microsoft ® Business Solutions CRM as a centralized repository for all customer information Deployed Microsoft SQL ServerTM 2000 for its database solution Connected disparate systems with Microsoft BizTalk ® Server 2004 Needed to improve cross-departmental sales opportunities Wanted to take advantage of existing IT systems and custom applications Needed better sales forecasting Construction company implements CRM solution, increases efficiency by 25% “Our company isn’t big enough for a full-blown ERP system, but we’re sophisticated enough to want that kind of detailed view of data. Microsoft CRM is the perfect balance.” Bob Frey, Vice President of Service Sales, McKinstry Company

Microsoft CRM | Next Steps Choose Microsoft CRM for the technology and platform to manage sales in your business –Outstanding user experience and user adoption –Great business fit and visibility into results –Scalable and secure platform with great extensibility Define a complete CRM solution and plan that includes people, process, and technology –Microsoft and its global network of partners are committed to your success

© 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.