1. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
CE113
#WPC16
Grow your Microsoft Dynamics CRM business with analytics and intelligence
Priya Sathy,
Robert Hanson,
Valdis Matisons
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. We face the disruption of business as we know it
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
We face the disruption of business as we know it
Intelligence
Big Data
Cloud
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
But why should you care?
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Proliferation of data
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. In today’s landscape of swelling customer expectations
data dividend opportunity
Smart use of data can help you out perform your competitors
* IDC 2014

7. Leveraging the power of advanced analytics
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Leveraging the power of advanced analytics
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Microsoft technologies can help you stay ahead with your customers
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Microsoft technologies can help you stay ahead with your customers
Data sources
People
Apps
Apps
Cortana Intelligence
Sensors and devices
Automated systems
Data
Intelligence
Action
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Cortana Intelligence Suite
Fully managed cloud services on Azure – end to end
Fire it up and go – instantly. Easy to manage and deploy.
An Integrated Platform
No heavy lifting to integrate diverse “best-of-breed” products.
A cloud subscription or pay for what you consume.
One support experience.
Productize, Simplify & Democratize!
Partner ecosystem for creating solutions, not wrangling tech.

10. Enabling new intelligent solutions
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Enabling new intelligent solutions
Lead Scoring
Inventory Mgmt.
Personalized Offers
(using CRM, AX, web, social, sensor data)
SOLUTIONS
APPS
DATA
Preconfigured Solutions
Dashboards and Visualizations
Machine Learning and Analytics
Big Data Store
Information Management
CRM
ERP
Cortana Intelligence
Customer data
Inventory
data
Enterprise data
(web, social, sensors)
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11. Opportunities exist across functional areas
Marketing
Sales
Service
Finance
Operations
Workforce
Customer Insight
Customer Acquisition
Service Analytics
Financial Analytics
Demand Forecasting
Employee Insight
Customer Feedback Analytics
Cross sell & Upsell
Contact Center Analytics
Financial Forecasting
Inventory Optimization
HR Insight
Churn Analytics
Lead Generation & Opportunity Scoring
Fraud Management
IT Operations Insight
Pay for Performance
Product Innovation
Risk Management
Operational Efficiency
Personalization
Procurement Insight
Product Recommendation
Spend Insight
Marketing Optimization
Supplier Insight

12. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
CE113
#WPC16
Dynamics CRM – Sales
Robert Hanson
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Sales Process Can we add intelligence here? Qualify Develop Propose
6/4/2018 4:50 PM
Sales Process
Create Proposal
Pipeline Analysis
Incoming , tweet or
web form
Take notes during customer call
Post Deal updates 7 9 1 3 5
Qualify
Develop
Propose
Close
Service and support
Follow up call with Lead
Schedule follow up meeting
Collaborate on deal 2 4 6
Generate quote and share with customer
Can we add intelligence here? 8
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. What does Adam need to be successful?
Clear insight into each opportunity’s probability of winning and potential revenue
Insight into which quarter an opportunity is likely to close
Suggestions to help close the deal
Persona: Sales executive
Need Picture
Manually scanning old opportunities to determine whether the customer will buy
Manually determining the key influencers that would help convert to a winning opportunity
Manual monitoring of opportunities through Outlook.
PAIN POINTS

15. Opportunity Scoring Scenario
6/4/2018 4:50 PM
Opportunity Scoring Scenario
Probability of Winning
Calculations made using the past opportunities at the company
Communications and action history in the CRM system
Lead and account profile information
Insights into the Probability Score
Positive and Negative influential factors on the score for each Opportunity
Associated to customizable reason descriptions
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Demo
Robert Hanson
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. 6/4/2018 4:50 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Demo
Robert Hanson
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Opportunity Scoring on Salesforce (Preview)
6/4/2018 4:50 PM
Opportunity Scoring on Salesforce (Preview)
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Opportunity Scoring Architecture
6/4/2018 4:50 PM
Opportunity Scoring Architecture
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. Opportunity Scoring Installer
6/4/2018 4:50 PM
Opportunity Scoring Installer
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

24. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

26. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

28. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

29. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

30. 6/4/2018 4:50 PM
Data Science
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

31. 6/4/2018 4:50 PM
Data Science
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

32. Opportunities for Partners
6/4/2018 4:50 PM
Opportunities for Partners
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

33. Opportunities for Partners
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Opportunities for Partners
Enrich and customize the model
Microsoft provides an Opportunity Scoring model, customize it for your customers
Add additional CRM data to the model, evaluate the performance
Remove fields not used in your customer’s CRM instance
Customize the UX
Each company will have their own way of interpreting the model score
Help them evaluate the effectiveness of the model and update their UX to match
Build dashboards and help customers prioritize using the score in their business logic
Automate tasks
Route opportunities to the right sales representatives
Prioritize high value opportunities with dropping scores
Apply suggestions or automated actions on reason codes
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

34. Customer Analytics & Insights Solution
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
CE113
#WPC16
Customer Analytics & Insights Solution
Val Matisons
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

35. Customer Analytics & Insights Solution
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Customer Analytics & Insights Solution
Becoming an Indispensable Partner to Your Customers Through Greater Personalization
Val Matisons, Director Advanced Analytics
July 13, 2016
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

36. Shifting customer behavior and attitudes are accelerating change for banks
Omni-Channel
“I expect my bank to engage with me where I spend time.”
Personalized Care
“I want my bank to give me the answers to my needs.”
Switching Economy
“I am willing to try banking alternatives.“
71%
consider their banking relationship to be transactional rather than relationship driven
51%
want their bank to proactively recommend products and services for their financial needs
72%
of millennials would be likely to bank with non-financial services company with which they do business with.
Source: Accenture Research

37. ACAI delivers the capabilities needed to enable next best action
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
ACAI delivers the capabilities needed to enable next best action
Avanade Customer Analytics & Insights Solution (ACAI) Components:
Customer Analytic Record
Predictive Models
Next Best Action Rules
Next Best Action
Matrix & API
Distribution and Channel Systems
Analytical data model for gathering and optimizing customer data. Contains more than 6K variables specific to the Financial Services industry.
An Accenture patent!
Predictive models, using machine learning, calculate propensity for churn, cross-sell, acquisition, customer satisfaction, data quality
Rules enabling marketers to define actions, audience and priorities across inbound and outbound channels.
This high performance layer enables the performance execution of action. Matrix is a database of relevant actions for each customer while the API communicates how to render actions.
Supports presentation and execution of next best actions across any distribution, branch, sales or other channel involved in inbound or outbound customer interactions.
ACAI Services:
Discovery
Design
Implementation & Integration
Managed
Services
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

38. A solution designed to fit any banking systems environment
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
A solution designed to fit any banking systems environment
The design and architecture of ACAI allow for solution layers to be deployed independently while the execution layer enables next best actions to be executed from any customer facing system.
Data Layer
Decision Layer
Execution Layer
UNIFY & ENRICH CUSTOMER DATA
TURN INSIGHTS INTO NEXT BEST ACTIONS
ENABLE ACTIONS ACROSS CHANNELS
A comprehensive & patented model aggregates data from across the organization
Propensity modeling and segmentation predicts the next best actions and offers for each customer
Actions are integrated and presented across distribution systems and channels for execution
Mobile & web
Predictive Models
Action Rules
Customer Analytic Record (CAR)
Next Best Action Matrix
(highly scalable database)
Inbound
Channels
Churn
CRM (branch, contact center, social, )
Channel
CRM Contact Center
Customer Self-Service
Branch
Partners
Deposit systems
Loan systems
CRM Sales
Marketing Automation
Social Sites
Mobile Applications
Suppression
Next Best Action
API
(REST-based API)
Customer Segment
External
data
Cross-sell
Outbound
Channels
Payments
Next Best Action Results
Use results and feedback to refine models & rules.
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

39. 6/4/2018 4:50 PM
Get Started
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

40. Microsoft Worldwide Partner Conference 2016
011001
011010
1010
Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Win with Microsoft
Advanced Analytics
Partner with us
Build with us
Go to Market with us
Sign up for our partner program at the Advanced Analytics Partner Portal and gain access to sales, marketing and technical resources
Build a successful Managed Service Practice by becoming a Microsoft Cloud Solution Provider.
Get enabled via learning opportunities learnanalytics.microsoft.com
Find guidance on you how to launch and manage cloud- based solutions
Showcase your solutions and get connected to customers
Share strategic opportunities with your account team or regional lead
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

41. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
Complete your evaluations… for a chance to win a prize!
Complete your session and conference evaluations here: aka.ms/wpcevals or though the mobile app
Thank you partner. We value your feedback.
Microsoft will donate $1 $5
for completing a session evaluation
for completing the overall conference evaluation
to the non-profit organization Right to Play, a Microsoft YouthSpark Partner
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

42. Microsoft Worldwide Partner Conference 2016
6/4/2018 4:50 PM
CE113
#WPC16
Questions?
Come talk to the experts from our Advanced Analytics team and find demos that feature Cortana Intelligence Suite, Microsoft R Server, Microsoft Cognitive Services and more.
Visit us in the C+E Booth at Microsoft Central
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

43. 6/4/2018 4:50 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.