Using this presentation (HIDDEN SLIDE) 4/21/2017 7:21 AM Using this presentation (HIDDEN SLIDE) Presenter Microsoft sales representative Audience Business decision makers (BDMs) who are interested in Sales Effectiveness Purpose Introduce the BDM to this solution Persuade the BDM to take the next steps Guidance To best present the deck, follow these guidelines: Delete hidden slides like this one before you present to your customer Familiarize yourself with the speaker notes Customize the speaker notes to your audience (if necessary) Use a demo specific to your audience Customize the benefits/challenges slides for your audience (if necessary) This deck contains useful information in the speaker notes. It does not contain presentation scripts, however it does provide a statement of purpose for each slide and general guidance on how to use the slide.

Business Priorities Presentation Sales Effectiveness Business Priorities Presentation

Agenda Agenda Business Drivers / Challenges Demonstration 4/21/2017 7:21 AM Agenda Agenda Business Drivers / Challenges Demonstration Business Capabilities Summary and Next Steps

Business Context Increasing sales effectiveness In a survey, increasing sales effectiveness was ranked by sales executives as one of the top business objectives. These executives also viewed sales effectiveness as a key driver of increased revenues and market share. The worldwide mobile worker population is expected to increase to 878.2 million in 2009, accounting for 27.3% of the workforce. Strategy Analytics, “Mobile Business Application Outlook,” January 2006 Achieving high performance through improved sales force productivity Research shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force. Any time anywhere access Information is the most critical support tool for the successful sales cycle. Use this slide to set a broad context for the challenges that will be discussed – both the areas that the Finance Executive is immediately accountable in the Finance department, as well as the strategic and support that Sales offers to other departments and the business as a whole. Industry/Business Context Communicating with others and accessing and working with information while away from the desk is improving the productivity and responsiveness of all types of professionals and also helping midsize business adapt more easily to changing conditions. Sources: 1: Gartner, press release "Gartner Survey of 1,400 CIOs Shows Transformation of IT Organisation is Accelerating", http://www.gartner.com/press_releases/asset_143678_11.html , January 2006 2: IDC, Worldwide Mobile Worker Population 2005-2009 Forecast and Analysis, Oct 2005, Doc #34124 3:IDC "Mobilizing the Enterprise in 2006, Doc #33677", July 2005. References for Quotes " research shows that the typical US$1 .... issues in sales force". http://www.accenture.com/NR/rdonlyres/C84F4882-0217-4C87-80B8-1121E0889AEC/0/SalesForceProductivity.pdf

Profitable Customer Relationships Business Context Key Drivers Levers Outcome Drive New Demand Increase Revenue Improve Sales Win Rate This slide presents top business drivers for Sales Executives, grouped function, and in turn into three themes. Going forward in this presentation, as well as throughout the Optimization approach for this solution, these detailed business drivers will be rolled up into a single business driver statement for each function. Additional detail on these business drivers and guidance on how to structure this conversation can be found in the Business Priorities Guide. When presenting, try to get a feel for the relative priority of these drivers for the executive(s) you are presenting to, and capture specifics of their relevant drivers (in their own words). Increase Customer Retention Profitable Customer Relationships Manage Marketing Costs Decrease Customer Costs Lower Cost of Sales Reduce Service Costs

Business Drivers Know your customer (360-degree view of customer data) Optimize sales cycle Sell better together (break down information silos with anytime/anywhere access) Better decision making (improve decision making through sales insight) Slide Objective: Identify the business drivers

Challenges Business IT Challenges Challenges Too much time is spent gathering and synthesizing sales and customer information from disconnected systems Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities Proposals take too long to create and lack support from expert sources Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns Visibility into sales performance is lacking Relevant data is stored across multiple data silos and applications without a consolidated access method Customer and sales data lack a unified view and is not accessible on mobile devices A collaborative proposals environment that includes expertise location across the company is lacking A unified inbox that is accessible from multiple devices is lacking Portal and related tools for collecting and sharing up-to-date product information does not exist Information is scattered across channels and is siloed, and social networking tools are lacking Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking Slide Objective: Identify the business and IT challenges associated with the business drivers

Solution Support A solution should help… …by providing the ability to Know your customer (360-degree view of customer data) Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime access Proactively pinpoint up-sell and cross-sell opportunities Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts Optimize sales cycle Simplify opportunity management and deal tracking Improve lead qualification to increase conversion rates Automate workflows across teams and groups to ensure processes are consistent and repeatable Improve quality, accuracy, and responsiveness to customer communications Enable sales professionals access to timely and relevant product information and to expertise across the company Sell better together (break down information silos with anytime/anywhere access) Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations Coordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency Better decision making (improve decision making through sales insight) Improve sales performance, decision making, and planning through powerful and timely sales insight reporting Provide sales management accurate views into sales initiatives, processes, and results Slide Objective: Introduce some of the high-level needs and how they address each of the business drivers.

Agenda Agenda Business Drivers / Challenges Demonstration 4/21/2017 7:21 AM Agenda Agenda Business Drivers / Challenges Demonstration Business Capabilities Summary and Next Steps

Demo Guidance (HIDDEN) 4/21/2017 7:21 AM Demo Guidance (HIDDEN) Choose a demo that is most relevant to your customer from the following document libraries: <Name of demo> <URL for demo>

4/21/2017 7:21 AM Demo [ Insert Demo Title ]

Agenda Agenda Business Drivers / Challenges Demonstration 4/21/2017 7:21 AM Agenda Agenda Business Drivers / Challenges Demonstration Business Capabilities Summary and Next Steps

Solution’s Business Drivers 4/21/2017 7:21 AM Solution’s Business Drivers KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Slide Objective: Recap the business drivers SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) OPTIMIZE SALES CYCLE

Sophistication of the Solution KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) OPTIMIZE SALES CYCLE Phase 1 Provides basic support for the most critical elements of the business driver Phase 2 Provides adequate, typical support for critical and priority elements of the business driver Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

4/21/2017 7:21 AM Guidance Use the next few slides to discuss each of the business drivers with the BDM. Capture feedback as you discuss each business driver. For example, you should note the following: Relative priority of the business driver compared to other drivers Relevant key challenges, process improvements, and the relative priorities of each Business capabilities that the BDM resonates with and their relative priorities Use the “Business Priorities Guide” to discuss and capture this feedback Give a copy to the BDM during this segment of the presentation Mark up your copy to capture feedback

Business Priorities Guide 4/21/2017 7:21 AM Business Priorities Guide EXAMPLE EXAMPLE Business Priorities Guide 1a Reference this guide to help you discuss the business drivers that are most compelling to the BDM. Capture feedback in the exact language that the BDM uses. Business Priorities Guide 1b Use this guide to discuss potential business capabilities of a solution that supports the BDM’s business priorities. Capture feedback from this discussion, noting the BDM’s solution preferences.

Range of Business Capabilities 4/21/2017 7:21 AM Range of Business Capabilities Business Driver: Know your customer (360-degree view of customer data) Phase 1 Phase 2 Phase 3 Maintain centrally-maintained target market lists Easily access a centrally maintained proposal template library Enable better collaboration and coordination of sales activities across distributed sales teams Improve quality and reduce cycle time for generating sales proposals Improve responsiveness of sales to communications from clients while away from the office View and analyze the performance of known market segments Improve insight into customer/market transactions Provide a centralized library and supporting taxonomy for archiving and ranking past proposals Exploit opportunities to pursue niche markets and high-value customers Enable better customer insight and focus on high-value customers and opportunities Simplify access to and the use of data in enterprise applications Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications Improve focused execution in niche markets and for high-value customers Enhance the ability to use past proposals and find relevant experts to support sales opportunities Drive persistent focus on critical areas of individual performance Streamline access to transaction, customer, opportunity, and product data Improve discovery of niche markets and high- value customers Streamline access to current product/service information Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences. The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

Range of Business Capabilities 4/21/2017 7:21 AM Range of Business Capabilities Business Driver: Optimize sales cycle Phase 1 Phase 2 Phase 3 Supplement CRM with tools for sharing, collaboration, and coordination across sales teams Enable better coordination of sales activities and customer/market communications Provide a centralized, collaborative proposal document library Improve responsiveness of sales to communications from client Share customer/market and product/service information across selling teams and make this information accessible offline Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities Streamline sales support processes Enable better customer insight and focus on high-value customers and opportunities Automate proposal work coordination and document handling Improve responsiveness to customers and generate more accurate proposals Improve responsiveness to client communications Simplify access to data in enterprise applications by sales teams, partners, and customers Improve collaboration with partners and customers to generate accurate, compelling proposals Streamline access to customer information Improve efficiency in and frequency of the use of CRM and other enterprise applications Improve discovery of niche markets and high-value customers Streamline and automate generating proposals Enable seamless collaboration with selected customers/partners Streamline access to current product/service information Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences. The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

Range of Business Capabilities 4/21/2017 7:21 AM Range of Business Capabilities Business Driver: Sell better together (break down information silos with anytime/anywhere access) Phase 1 Phase 2 Phase 3 Share customer/market and product/service information across selling teams and make this information accessible offline Enable better coordination of sales activities and customer/market communications Improve a sales team's focus on performance Enable better communication across distributed sales teams Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online Facilitate remote sharing, collaboration, and coordination of sales activities Simplify access to data in enterprise applications by sales teams, partners, and customers Improve responsiveness to customers and generate more accurate proposals More precisely and accurately track sales activities across distributed sales teams Protect sensitive data that is shared with partners and clients View past and current sales team performances and activities Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams Streamline access to transaction, customer, opportunity, and product data Drive consistency in structured account module/market planning, execution, and tracking Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences. The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

Range of Business Capabilities 4/21/2017 7:21 AM Range of Business Capabilities Business Driver: Better decision making (improve decision making through sales insight) Phase 1 Phase 2 Phase 3 Centralize planning and scorecard documents Increase team visibility into their performances Enable better customer insight and focus on high-value customers and opportunities Drive consistent focus on specific performance targets across sales teams Improve focused execution in niche markets and for high-value customers Drive consistency in structured account module/market planning, execution, and tracking Drive persistent focus on critical areas of individual performance Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences. The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

Agenda Agenda Business Drivers / Challenges Demonstration 4/21/2017 7:21 AM Agenda Agenda Business Drivers / Challenges Demonstration Business Capabilities Summary and Next Steps

Potential Business Benefits 4/21/2017 7:21 AM Potential Business Benefits Access information at any time from virtually any location Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts Collaborate with internal and external sales team members Achieve visibility into sales activities across a distributed sales team Rapidly evaluate sales opportunities Collaborate across distributed sales teams without traveling Promote customer relationship management (CRM) usage compliance Slide Objective: Summarize the benefits of the business capabilities that you discussed, in terms of the client’s specific business drivers if possible.

Infrastructure Optimization Sales Approach Customer business strategy Solution areas Industry Horizontal Infrastructure Optimization Sales Support Materials Audience Understand business needs and priorities Discuss range of potential solution capabilities Business Priorities Guide Business Priorities Presentation BDM TDM Present relevant integrated capabilities Position the Integrated Enterprise Platform approach Capability Discussion Guide Capability Discussion Presentation Optimization gap analysis => Projects, architecture, products Solution Implementer Guide Architecture Guide IT Pro Solution road map

Next Steps Discuss your priorities with IT Map to systems requirements Understand what can be leveraged Develop a high-level road map for deploying integrated capabilities Translate back into business capabilities enabled/supported Review the proposed business capability road map

4/21/2017 7:21 AM © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.