1. Microsoft Dynamics CRM
9/18/2018
Microsoft Dynamics CRM
What’s in it for me?
© 2013 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.

2. Agenda Create a Strategic CRM vision
Microsoft Dynamics
9/18/2018
Agenda
Create a Strategic CRM vision
Why I was told to use it – at first!
What Value can I get from Dynamics CRM?
Improved Visibility
Increased Productivity
Greater Accountability
Consistent Process & Prescriptive Cadence
Questions
© 2013 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.

3. What is our Strategic CRM vision?
Microsoft Dynamics
9/18/2018
What is our Strategic CRM vision?
Allows Sales, Marketing and Support to be strategic rather than tactical
Tactical
Strategic
Inconsistent Sales Behaviors
One off Marketing efforts
Limited visibility into account activity
Focus on Immediate Wins
Unpredictable customer longevity
Drive Global Sales Methodology
Focus on maximum ROI
Impact Forecast Accuracy
Build Long Term Account and Support Strategy
Ensure customer satisfaction
Tactical (Adoption bad / Not thought out / LOB=IT not unified on decision)
Inconsistent – lack of cadence
One-off Marketing – disconnected from Sales
Limited visibility – lack of accountability
Only Focus on Immediate Wins – reps input deal only when it is about to happen
Unpredictable Customer Loyalty – lack of attrition signals / sales is disconnected from Support/Service
Strategic
Drive Sales Methodology – Sales & IT are aligned (also align BDRs, AE’s , CSM’s, SE’s)
ROI – Marketing spend aligned to Sales Rev$
Impact Forecast Accuracy – What if any change to activity record / field value sent alert notification?
Long Term Account Strategy – Nuture / Up/cross-sell Cadence
Customer Sat scorecard / at-risk scorecards
© 2013 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.

4. Why Did I use it - At First!
Microsoft Dynamics
9/18/2018
Why Did I use it - At First!
I had to – Terms of employment
“If it didn’t exist in CRM it didn’t happen”
Learned my lesson with an account not being well documented
I was only paid commission if my deals were in CRM
Lead response time
My leads were re-assigned if I didn’t follow up on them in a timely fashion
Dashboards and reports looked at by our Mgrs
Finance, Ops, Sales Management all look at the #’s – can’t hide anywhere.
Historical failures at Siebel, Clarify, Act!, SAP, Pivotal…………..
© 2013 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. Now it’s about how I can make more $$$
Better Visibility
Greater Productivity
No Accountability Issues
Defined Process

6. Value: Better Visibility “Dashboards and Reports”
Real Time Understanding of what I’m working on
Visibility into my pipeline
Deals I haven’t touched in a while
Competitors I should be attacking
Leads I haven’t touched
My accounts with product issues
Contracts canceled in the last 6 mo’s
Quickly create your own reports

7. Value: Better Visibility “360 degree customer view”
Promote One View of Customer
Consolidated account information
All my meetings and discussions
All my relevant s
Organizational hierarchies
Opportunities won and lost
Relevant proposals and contracts
Product and Service History
Store all relevant account documentation
Case history information

8. Value: Increased Productivity “Accessibility”
Quick Entry
Forecasts done quickly
Enter your call notes and schedule follow ups (ticklers)
Send “branded” s to your prospects
Enter it offline, online, wireless
Quick Retrieval
Quick Reports
Home page stores all your tasks and events
Sync to outlook, mobile, offline for information on the road
NO more repeating yourself – its in the app!

9. Value: Increased Productivity “Centralization”
Quick access to documents
No more hunting for the right information
Collateral, Templates, Proposals, Best Practices
Secured – only see what you need
Organized – quickly find it!
Send them in an from CRM

10. Value: Increased Productivity: Customer Intelligence

11. Value: Increased Productivity “Make it a 1 stop shop”
Tie/Link Critical Applications
Collaboration
Content Management
Workflow Approvals
Social Insight & Social Sentiment
IM / Conference Calling /Chat
Other custom In-house applications
Windows
Office
Bing
Skype
Azure
Sharepoint
Power BI
Surface
OneDrive
Navigator
Teams
Yammer
Delve

12. Value: Consistent Process and Organization: Creates efficiency
Give me a streamlined process
What are the 5 actions I need to take?
What fields are required vs. nice to have?
When do I need approvals (workflow)?
Account assignment? Account Creation?
Show only information on tabs that are required for the rep
Reward good usage!

13. Value: Add on a Prescriptive Cadence
Who should I call first?
Where do I start?
How do I prioritize?
Who will engage?
When should I call/ ?
Will s/he open my ?

14. Summary of Benefits for you!
Sell more with better visibility into information
Get only information important to me (account history, opportunities, hierarchy’s)
The better the data & history the better the sales rep I am
Trending of opportunities, interests, patterns
Sell quicker with more productivity
Real-time leads sent to me w/ notification
Remove duplication efforts (outlook integration/sync)
Create ticklers, reports to help manage your day
Defined Sales Processes
Access it anywhere
Accountability & Process
No one questions your value
No more micro managing
The right to tell manager “look in CRM”
Dynamics CRM creates a structure to a sometimes unstructured job – better organization yields more time,$$$

15. Questions?