1. THR1022 – Bring your sales team together (in the real world)
9/20/2018 6:52 PM
THR1022 – Bring your sales team together (in the real world)
Christopher Johnson
@CJohnsonO365
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2. 9/20/2018 6:52 PM
Agenda
This is the story of how Microsoft Teams helped transform our sales culture from contentious…
…to collaborative.
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3. Chris Johnson MVP Director, Business Solutions New dad the boy
9/20/2018 6:52 PM
Chris Johnson
the boy me
loving wife
MVP
Office Services and Servers
Director, Business Solutions
PSC Group – Chicago, IL
Architect – SharePoint & Office 365 solutions
Pre-sales engineering
New dad
Calvin (1.25 years old)
Mystery human (April 2018)
mystery human
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4. The problem PSC struggled to win big deals Client feedback
9/20/2018 6:52 PM
The problem
PSC struggled to win big deals
Custom application development
120 employees
$15MM revenue
Big deal: $100K+
Client feedback
Unimpressive presentations
Inconsistent messaging
The value of our services wasn’t clear
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5. Meet the characters Executives Want visibility
9/20/2018 6:52 PM
Meet the characters
Executives
Want visibility
Balance sales and delivery
Frustrated by: lack of task ownership, billable time spent “collaborating”
Delivery
Comfortable with collaboration tools
Time is valuable ($)
Frustrated by: lack of organization, time away from delivery
Sales
Don’t move their cheese
Lifeblood of the organization
Frustrated by: slow response, learning new technology
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6. Owning collaboration tools doesn’t mean anyone is actually collaborating
Sales
Dynamics 365
Executives
Delivery/Estimating
SharePoint

7. Inconsistencies in our collaboration approach created friction.
9/20/2018 6:52 PM
Inconsistencies in our collaboration approach created friction.
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8. Something powerful happened when we started using Teams…
9/20/2018 6:52 PM
Something powerful happened when we started using Teams…
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9. Something powerful happened when we started using Teams…

10. | Teams Persistent Chat + Meetings + One UI
9/20/2018 6:52 PM
| Teams Persistent Chat + Meetings + One UI
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11. Relationship management + Files integration + Alerts
| Dynamics 365
Relationship management
+ Files integration
+ Alerts
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12. | SharePoint File management + Versioning + Project portal
9/20/2018 6:52 PM
| SharePoint File management + Versioning + Project portal
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13. | Planner Estimate tracking

14. | Planner Pursuit planning
9/20/2018 6:52 PM
| Planner Pursuit planning
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15. | VSTS + Excel Estimating, project planning
9/20/2018 6:52 PM
| VSTS + Excel Estimating, project planning
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16. | OneNote Real-time collaboration on Notes
9/20/2018 6:52 PM
| OneNote Real-time collaboration on Notes
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17. | Wiki Change management & documentation
9/20/2018 6:52 PM
| Wiki Change management & documentation
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18. | Power BI Sales pipeline & leaders dashboard
9/20/2018 6:52 PM
| Power BI Sales pipeline & leaders dashboard
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19. | Flow Create channel in Teams for new opportunity in Dynamics CRM
9/20/2018 6:52 PM
| Flow Create channel in Teams for new opportunity in Dynamics CRM
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20. Microsoft Teams Planner Visual Studio Team Services Dynamics 365
Estimates/RFPs in-progress
Shared task assignment and completion alerts
Visual Studio Team Services
Backlog building
Estimating (with Excel)
Agile development once sold
Dynamics 365
Client relationship management
Alert estimating team of account updates
Document access (connected to SharePoint)
SharePoint
Document sharing back-end
Versioning
Project portal once sold
Power BI
Sales metrics rollups in executive dashboard
Agile scrum rollup, burndown and WIP for project once sold
OneNote
Shared idea space
Co-editing for RFP responses
Section for each pursuit
Meeting notes, research and sketches related to a pursuit
Wiki
Answer common questions
Ease transition
Drive adoption
Flow
Create a Teams channel when a new opportunity is created in Dynamics 365
Auto-generate Planner tasks

21. Microsoft 2016
9/20/2018 6:52 PM
Results
We’re delivering better proposals in less time, with a higher close percentage on large opportunities.
And the value PSC delivers to our customers shines in each of our proposals.
“We’ve fundamentally changed our approach to sales pursuits for the better.”
– Dan Noone
Vice President
PSC Group, LLC
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. Wrap-up New with Teams Effect on our business
9/20/2018 6:52 PM
Wrap-up
New with Teams
One tool, infinite entrypoints
Files, notes and conversations in context
360-degree view of work
Meet anywhere, anytime
Real-time collaboration
Effect on our business
Lightning-fast adoption
Adapt approaches and lessons learned for new pursuits
Task ownership clear to executives
Reduce time spent ing
Polished, consistent proposals
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23. Thank you Leaders make an impact by changing culture, not technology.
9/20/2018 6:52 PM
Leaders make an impact by changing culture, not technology.
Build your critical business processes on technology that empowers the culture change you’re making.
Thank you
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