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Automate for Sales in Microsoft Dynamics CRM
Microsoft Ignite 2016 6/19/2018 7:07 PM THR1033 Automate for Sales in Microsoft Dynamics CRM Julie Yack @coloradojules © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Our Agenda What’s a sales process? Available automation
6/19/2018 7:07 PM Our Agenda What’s a sales process? Available automation Better together Still need more automation! © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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I’m outta here …we don’t do sales, I don’t need this
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Textbook Sales Process
Microsoft Ignite 2016 6/19/2018 7:07 PM Textbook Sales Process Acquire lead info Marketing s Verify interest Lead Call from account exec Submit proposals Opportunity Finalize quote Process transaction Sale © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Actual Sales Process Lead Opportunity Sale Quote Lead part 2
Meet in elevator Lose business card Online detective FOUND ‘EM! Lead Locate the actual decision-maker Send marketing material Wait until holidays are over Opportunity Finalize quote Fulfill order Send transaction to ERP Trigger parts manufacture Sale Actual Sales Process Re-introduce yourself Re-introduce your company Lead part 2 Offer Discounts Negotiation Quote
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Available Sales Automation*
Dialog Independent user initiated step by step and goal-oriented Business Process Flow Guided steps on the data record form Business Rules Simple client-side rules Workflows Automations that can run in the background or real-time Custom Actions Re-useable automation callable by other processes *these are all available for more than sales!
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Dialogs Use cases Details Wizard-like experience for users
6/19/2018 7:07 PM Dialogs Wizard-like experience for users Align text to upper left corner Use cases Call routing and record creation- is it a case or is it a sale? Capture missing data Call scripts Details Prompt & response via pages Offer users hints in context Can query CRM data User must finish to get desired results Parent-child possible © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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Business Process Flows
6/19/2018 7:07 PM Business Process Flows Enforce defined process for consistency Align text to upper left corner For the user Guided & easy to follow Logical breakdown of steps Useful in training new users Details Can branch (and return) Up to 30 stages Up to 30 steps per stage Include other entities- related or not © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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Start by understanding the real world process
Microsoft Dynamics 6/19/2018 Start by understanding the real world process Car Pref. is New Car? Yes Qualify New Car Sale Deliver Quote No Pre-owned Car Sale Add service? Yes Offer Maintenance Update Quote Generate Invoice Close No © 2011 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.
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Does it map to CRM? Microsoft Dynamics 6/19/2018 Yes No Yes No
Car Pref. is New Car? Yes Qualify (Lead) New Car Sale (Opportunity) Deliver Quote (Quote) No Pre-owned Car Sale (Opportunity) Add service? Yes Offer Maintenance (Opportunity) Update Quote (Quote) Generate Invoice (Invoice) Close (Opportunity) No © 2011 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.
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Business Process Flows
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Business Process Flows
Microsoft Ignite 2016 6/19/2018 7:07 PM Business Process Flows © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Business Rules Define Scope If/then/else Capabilities
6/19/2018 7:07 PM Business Rules Logic added by business analysts Define Scope Entity All forms Form by name If/then/else If Estimated Revenue is greater than $50 and less than $75 then set discount to 5% else if over $75 set discount to 15% Capabilities Set field values Clear field values Set field requirement levels Show or hide fields Enable or disable fields Validate data and show error messages © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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Business Rules Microsoft Ignite 2016 6/19/2018 7:07 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Workflows Use cases Background Real-time
6/19/2018 7:07 PM Workflows Triggered or on-demand automation Align text to upper left corner Use cases Notify manager when large opportunity closed as lost Automate follow-up tasks for deals that are closing Customer drip follow-up Background User never has to know it’s happening Real-time User prevented from action until workflow completes © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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Custom Actions When to use Details Re-useable pieces of logic
6/19/2018 7:07 PM Custom Actions Re-useable pieces of logic Align text to upper left corner When to use Assign leads based on skills of account manager Fire plugin to get credit score of loan applicant Amend locked quote on acceptance criteria Submit invoice to ERP system Details Use when tasks are similar but not identical Build with or without a named target entity Use it with or without code Can pass entity list to custom action © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
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Custom Actions Microsoft Ignite 2016 6/19/2018 7:07 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Custom Actions Microsoft Ignite 2016 6/19/2018 7:07 PM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Complimenting Each Other
New opportunity record Workflow triggers on create Workflow makes task to gather more details Dialog to gather info More info triggers follow-up tasks Workflow assigns tasks to specific users
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Complimenting Each Other
Completed tasks advance BPF Fields on form auto-filled based from workflow Business Rules hide un-needed fields BPF branches New fields set as required Opportunity closes as won
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More Automation Options
Integrate to external system Custom/legacy/Microsoft Plug-ins Add custom code to: Workflows Business Process Flows Use 3rd party solution Marketing automation Geo-coding Address verification Telephony automation AppSource
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Julie Yack julie@coloradotc.com www.julieyack.com
Microsoft Ignite 2016 6/19/2018 7:07 PM Julie Yack © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Free IT Pro resources To advance your career in cloud technology
Microsoft Ignite 2016 6/19/2018 7:07 PM Free IT Pro resources To advance your career in cloud technology Plan your career path Microsoft IT Pro Career Center Cloud role mapping Expert advice on skills needed Self-paced curriculum by cloud role $300 Azure credits and extended trials Pluralsight 3 month subscription (10 courses) Phone support incident Weekly short videos and insights from Microsoft’s leaders and engineers Connect with community of peers and Microsoft experts Get started with Azure Microsoft IT Pro Cloud Essentials Demos and how-to videos Microsoft Mechanics Connect with peers and experts Microsoft Tech Community © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Please evaluate this session
6/19/2018 7:07 PM Please evaluate this session Your feedback is important to us! From your PC or Tablet visit MyIgnite at From your phone download and use the Ignite Mobile App by scanning the QR code above or visiting © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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6/19/2018 7:07 PM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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