Microsoft Dynamics CRM 2015 Update 1 Base Demo Microsoft Dynamics CRM 2015 Update 1

Sales Overview Demonstration Scenario Setup: Contoso sells Consumer and Commercial Electronics products. It is nearing the end of the quarter and the Sales team is coming in a bit short of their quota. Intro: I am going to walk you through a scenario showcasing how a Sales Manager and a Sales Representative, leveraging the Microsoft Solution to zero in, sell more and win faster. Demo Setup: Login to Office 365 Right click on IE to launch InPrivate session Enter the url - http://portal.office.com Login as (Username: veronicaq@{OrgName}.onmicrosoft.com, Password: pass@word1) Launch Power BI Sales public preview site Click on PowerBI in the Office 365 nav bar, click on “Try it now” under Introducing PowerBI Dashboards (Preview) Launch CRM Open a new tab in existing IE sescsion Click on CRM in the Office 365 nav bar Close Quick Start “First things first” screen and dismiss CRM for Outlook notification Login to Yammer (Username: veronicaq@{OrgName}.onmicrosoft.com, Password: pass@word1) Navigate to demo scenario Opportunity In CRM nav bar expand Sales, expand the most recently used arrow for Opportunities, click on Expressed interest in A. Datum X line of cameras To reset demo to ensure proper starting point: Remove discount percentage from Discount field within Propose: click on value and hit Backspace or Delete Scroll down to Product Line Items and delete X Series – Anytime upgrade: hover over line item and click on trash icon to delete, confirm deletion action Set Process stage to Develop: click on blue <- on right to move stage backwards Scroll up to display demo starting point

Sales Manager Overview Demonstration Visual Narrative As a Sales Manager, PowerBI provides me a role-tailored dashboard of Sales & Marketing data aggregated from various line of business applications I need to manage my business. Story: With not much time remaining in the quarter, I can easily leverage all this data to help my sellers Zero In on the best deals to focus on to help meet the quarterly sales target Action: Click on Revenue Trend in left middle of the dashboard Drilling into the dashboard chart opens a report to see more detail. I notice revenue has been dropping while we’re losing more deals to competitors. Action: Click the yellow box in the upper left corner of the screen to return to the dashboard Alternatively click “edit report” and move the Top Competitors by Lost Revenue chart over the Revenue Trend chart to see how charts can be combined. Power BI Dashboards Power BI Reports

Sales Manager Overview Demonstration Visual Narrative Use Q&A to find out which competitors you’re losing deals to. Type: Show lost oportunities by competitor by reason Story: Notice a couple of companies have been out-selling you lately or cancelling their orders. You dive in to see who owns these relationships. Power BI Q&A

Sales Manager Overview Demonstration Visual Narrative Action: Type Show lost oportunities by competitor by reason into the Q&A search box Story: The data shows Veronica has been losing several deals lately. You want to find out why as she’s been the top seller. After speaking with Veronica, you quickly realize she does not have time to give her customers the needed attention with so much on her plate. Deals are taking too long to close and competitors have been able to come in quickly at a lower rate. User Interface (UI)

Sales Manager Overview Demonstration Visual Narrative Story: You need to close some big deals to meet this month's quota so look into the top open opportunities. Action: From the dashboard, click the Top Open Opportunities chart. Click Edit Report. Then drag the Sales Leaders by Revenue chart on top of the Sales Leaders by Number of Deals chart. Notice two bar charts become a scatter chart. Click Veronica’s bubble to drill into her Opportunities. Story: Veronica has a huge Opportunity that could push you over the target. You want to help her close this deal. Combine Charts Key point for “Activities” - if an email starts in CRM, the entire thread will be automatically tracked in CRM.

Sales Manager Overview Demonstration Story: I want to update the forecast to reflect our current projections for the EOM sales report. Action: In Open Opportunities, click Export to Excel Online I can modify records in bulk with the power of Excel, right within CRM. I add several Opportunities to the forecast then save back to CRM with the click of a button. Embedded Excel

Sales Representative Overview Demonstration Visual Narrative Story: Now let’s transition to the role of the Sales Representative – who is working the deal identified by the Sales Manager. Action: Open Opportunity Expressed Interest in A. Datum X line of cameras The CRM User Interface (UI) lets me easily review the information about the Northwind opportunity from a single pane of glass. On the top, the current sales stage, the actions completed and those still outstanding. On the left are the opportunity details. On the right, related records like key contacts, and in the center, the interaction history. In one glance I know where we are in a deal and what needs to be done next to move it forward. User Interface (UI)

Skype for Business Integration Skype for Business Demonstration Visual Narrative With Skype for Business (Lync) Integration I can see the status and easily communicate (email, voice, video and meetings) with contacts and users in CRM. Story: I know that my teammate Alice has been working a similar deal. I check her status on Skype for Business (Lync) to IM her for her presentation. Unfortunately, as I can see from her status, she’s offline. Action: Click Yammer Yammer is an amazing tool that lets me engage all of my colleagues across the organization (including non-CRM users) and breaks down organizational silos. CRM lets me leverage the power of Yammer to have a conversation in the context of this deal. Story: I posted a message to Yammer asking for the latest Sales Productivity deck. Lori (Not a CRM user) has responded and shared that directly in-line with this conversation. I’m ready to progress the deal so I advance the sales stage. Action: Click -> Next Stage Skype for Business Integration Contextual Yammer

UI Optimized based on task Sales Overview Demonstration Visual Narrative With the Process Bar the UI is optimized to guide the seller. When I advance the deal to the Propose stage the screen changes to put the focus on the task at hand. To easily add the upgrade item, I highlight the first product, click on Suggestions then add this cross sell item. I can also see recommendations for accessories and upsell items. Story: I need to get the proposal finalized. UI Optimized based on task Process Bar

SharePoint Integration Sales Overview Demonstration Visual Narrative Action: In CRM navigation bar click the down arrow beside Expressed interest… When I click on Documents I see all my updated sales content right here, ready to go. These documents are stored in SharePoint but offered up contextually regarding the opportunity I am working on to keep me efficient. Story: My team has updated the Sales Proposal. Action: Click OPEN SHAREPOINT SharePoint Integration

Sales Overview Demonstration Story: I can also collaborate on the deal with the sales team by using OneNote. This helps us stay in touch and get the most up-to-date information about the Opportunity. Action: Click OneNote. Then open the record. I can easily add my notes to share with the team. This is also optimized for Phone and Tablet for when you’re on the go.

Sales Representative On the Go Story: I can quickly open the Opportunity on my Windows phone by using Cortana Action: Say “CRM – Open Opportunity Expressed Interest in A.Datum X-Line of Cameras” Note: Open the opportunity without Cortana if using tablet or iPhone Based on your conversation with the customer, you plan to offer a discount. It’s easy to specify a discount for the product line. Notice the process bar automatically adjusts to gain manager approval.

Sales Representative on the Go Story: I want to review the team’s notes before submitting the final proposal. Action: Swipe to OneNote and Open the notebook. You can even take handwritten notes! Now it’s time to close the deal! I’ve shown how the Microsoft Solution for Sales helps Sales Manager and Sales Representative Zero In, Win Faster and Sell More.