2. Session code here
#WPC16
Help your customers win in mobile the Microsoft way: How Microsoft IT empowers its own enterprise with modern app innovations
Kurt A Peterson
Sr. Director, Sales & Marketing IT
Vaidee Ravi
Tech Architect – Sales IT

3. Session Outline Improved user experiences with Windows 10 development
Rich data insights with Power BI
Demo: Apportal Framework
Demo: Coaching for Success
Scalable Cloud services with Azure
Demo: MSNA Forecasting
Demo: Partner Center Sales Connect

4. One Marketing Template
9/10/2018
CEO Pain Points: Digitization
47%
of revenues are under threat in the next five years
40% - 60%
of IT spending is funded outside of the IT budget
41%
The increase in digital revenues expected by (double what it is now)
51%
63%
Of CEOs intend to increase tech investments in 2015
of executive committee meeting time is devoted to digitally enabled threats and opportunities
© 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.

5. Microsoft IT Environment
78%
Sales team using
CRM Online
110K
SAP users at Microsoft
Microsoft IT Environment
Sales and Marketing
54K
Site locations
790+ 6%
IT spend as % of all operating expense
1.2m
Devices hitting our network
10B
Total SKUs
68K
Customers and partners on Yammer/month 7%
IT security as % of all IT spend
Microsoft Security
217K
Managed
Windows 10
systems
274K
Mailboxes on Office 365
1.9k
Managed LOB apps
Microsoft Azure
28%
LOB apps using
IaaS/PaaS/SaaS
Microsoft Azure
270K
98% SharePoint
sites in the cloud 9M
Skype for Business calls/month 1m
Skype for Business meetings/month
144M
Skype for Business IMs/month
© 2012 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.

6. <Event Name Here>
9/10/2018
Microsoft IT
Create tomorrow. Deliver today.
Power Microsoft transformation
First and
best customer
© 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.

7. Improved User Experiences with Windows 10, O365, Power BI
9/10/2018 2:12 AM
Improved User Experiences with Windows 10, O365, Power BI
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Video

9. The Seller Expectations
“I want to spend more time with my customers”
“Help me make informed decisions quickly”
“I want actionable insights”
“Don’t make me hunt for information
I need”
“I want to work where I need to”
“Help speed my
sales cycle”
“Increase my bottom line”

10. The Sales Manager Expectations
Monday
Tuesday
Wednesday
Thursday
Friday
Sales Manager 1:1 Meetings
4 hours to 6 hours
Customer Time
EPG LT
Weekly Business Review
Forecast
Preparation for Monday meetings
Team meeting every 2nd week
Sales Manager
Monday
Tuesday
Wednesday
Thursday
Friday
Sales Manager – Seller 1:1
45 min to 60 mins
Customer Time
Opportunity Management
30 min
Planning Update
45 min
Internal Customer Meetings
100 mins
Team meeting every 2nd week
Seller

11. Goal: Create a Solution for Focused 1:1 Coaching
that lead to action 3
In one Integrated Experience
OneDrive
Planner
Excel
Online
PowerPoint
OneNote
Delve
Analytics 2
Unearth insights and trends within our business data
Power BI
Azure ML
Dynamics
CRM Online
Manager
Discover and Discuss using Microsoft Sales Experience 1
Seller

12. Demo
Apportal Framework
Coaching for Success

13. MSX Insights: Value Proposition
Accelerates the sales leadership transformation
Provides unified experience to sellers/managers
Enables managers to conduct effective coaching discussions
Supports managers to drive sales discipline
Selling time
Stunning & Interactive Insights all-in-one place
Near real-time insights
Easy to discover insights; A touch away
Actions-oriented &
Proactive alerting
Connected Experience & Mobile
Saves time

14. Forecasting Automation with Cortana Analytics Suite

15. GOAL: Deliver a solution to accelerate the insights-driven culture
9/10/2018 2:12 AM
GOAL: Deliver a solution to accelerate the insights-driven culture
INSIGHTS DRIVEN & DECISION MAKING ENABLEMENT 2
AUTOMATION 1
LOOKING TO THE FUTURE 3
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Demo
Forecasting Automation

17. Build 2015
9/10/2018 2:12 AM
Cortana Intelligence Suite Analytics that enables action, fast and flexible, secure and scalable
DATA
INTELLIGENCE
ACTION
Information Management
Azure
Data Factory
Data Catalog
Event Hub
Big Data Stores
Azure
Data Lake
SQL Database / Warehouse
Machine Learning and Analytics
Azure
Machine Learning
HDInsight (Hadoop)
Stream Analytics
Dashboards and Visualizations
Power BI
Business apps
Custom apps
Sensors and devices
Personal Digital Assistant
Cortana
People
Perceptual Intelligence
Face, vision
Speech, text
Automated Systems
Business Scenarios
Recommendations,
customer churn,
forecasting, etc.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. MS Sales (External Data) Data Management Gateway
Build 2015
9/10/2018 2:12 AM
Architecture
Sales Data Hub
Revenue Actuals & Predictions
AML Model Web Service Endpoints
On-Premises
Azure Services
SQL Azure
(Stores historical revenue actuals, pipeline and predictions)
(Scheduled refresh)
Power BI Dashboard
MS Sales (External Data)
Pipeline Data
Azure Data Factory Pipeline – Loads data from MS Sales, Transforms/Prepares Time Series Revenue Actuals and Invokes AML Web Service for predictions
(Daily Refresh)
Data Management Gateway
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Partner Center Sales Connect

20. Goal: Create a Collaborative Partner Co-Sell Experience
Collaboration between MSFT and Partners
Manage in One Environment
Transparency Across Team Members
Simple, Role Based Experience
Up-to-date Information on the Deal
Better
Security
Microsoft & Partner Sellers

21. Partner Center Sales Connect
Seller to Seller Connection
Bi-directional information flow
Tracking of deal acceptance
More control trough Azure AD
Partner to Partner Collaboration
Targeted Partner role experience
Easier product selection
MS Sellers continue to use CRMOL
SI partners start onboarding
Localization
End of Q2
PSX shut down
May 2016
July 2016
September 2016
October 2016
ISV partners start onboarding
LSP partners start onboarding
For more information: MPN Booth, MPN Theater

22. Microsoft Worldwide Partner Conference 2016
9/10/2018 2:12 AM
Demo
Microsoft Partner Sales Connect
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23. Microsoft Sales Experience Rest APIs Web App SQL Azure
Pull data from CRM using CRM REST APIs
Cloud Services that expose
REST APIs to the UI
SPA hosted on Azure Website with AAD
Microsoft Sales
Experience
Rest APIs
Web App
Taxonomy exposed as API from SQL Azure
SQL Azure

24. Microsoft Worldwide Partner Conference 2016
9/10/2018 2:12 AM
Do your customers ever ask how Microsoft does IT?
Give them the inside story with the Microsoft IT Showcase app!
Visit us in Booth #11 in Microsoft Central!
aka.ms/itshowcaseapp
iOS coming soon
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. Microsoft IT Showcase sessions at WPC

26. Visit our Microsoft IT colleagues at WPC!
Enable co-selling with Partner Center Sales Connect
We can help your partners and customers to streamline their business productivity processes, enhance sales opportunities and improve customer management—all by offering a customized and comprehensive view of your customers’ volume licensing relationship with Microsoft.
Stop by the MPN booth and view our MPN theatre session to learn how this new app helps Microsoft sellers and partners to share opportunities with each other for joint opportunity management— driving deeper collaboration and quicker deal closure.
MPN Theatre: Tuesday, July 12
3:00 – 3:20pm 
Partner Center Sales Connect:
Joint Opportunity Management
MPN Booth #1 in Microsoft Central
Booth #10 in Microsoft Central
//reqmls.com

28. #1 Focus on the Experience

29. #1: Focus on the Experience
End User (Persona) Led
I need
I want
I would love
Experience
End to End Scenarios and Storyboards
Capabilities, Tasks & Process Definitions
Features & Functions
Business Led
Standardized
Simplified
Process Automation
Minimal Viable Product
Scope of work:
Identify Personas
Develop Storyboards
Define Scenarios
List Capabilities required to support each Scenario
Identify tasks and existing toolset
Across assets:
Existing software and apps (ie CRM solutions)
Mobile – phone
Mobile – tablet PC