1. Relationship Selling with Dynamics 365 for Sales ​| BRK102
Kishan Chetan, Principal PM Manager
David Held, Sr. Product Marketing Manager
Carlos Mendonça, Sr. Program Manager
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Session Agenda Market Overview and Trends
Dynamics 365 for Sales Product Overview and Demo
Empowering Your Modern Seller with Microsoft
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. The Age Of The Customer “ Before Now
Institutions
Customers
Price
Location
Information
Before
Institutions
Customers
Price
Location
Information
Technology
Now
“Two years ago we coined the term ‘new age seller.’ The buyer’s journey has changed for the sales rep. Control has shifted away from the sales person, as sales is no longer the sole provider of information.”
— Linda Connly, VP Global Inside Sales, EMC
Source: “B2B Inside Sales: ”’Inside Or Out?’ That Is The Question” Forrester Research, Inc., January 6, 2016

4. 9/19/2018 6:29 AM
Today’s buyers want a effortless transaction and they want a high-value interaction
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Sales teams have become more productive…
Key trends:
Telesales
Role specialization
Sales and marketing automation
Self-service offerings
HIGH
Transactional
Productivity
Personal
LOW
Relationship Building
HIGH
© Microsoft Corporation. All rights reserved.

6. The Forrester Wave™: Sales Force Automation Solutions, Q2 2017
9/19/2018 6:29 AM
The Forrester Wave™: Sales Force Automation Solutions, Q2 2017
“Yesterday’s SFA Was A Sales Management Tool . . .
. . . But Today’s Solutions Focus More On Seller Empowerment”
The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.
© Microsoft Corporation. All rights reserved.

7. Data is the new oil for marketing and sales
9/19/2018 6:29 AM
Data is the new oil for marketing and sales
Source: “Data Is The New Oil For Sales Leaders. LinkedIn BLOG by, Cate Gustowski June 2017
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Too much information, too little insight
9/19/2018 6:29 AM
Too much information, too little insight
CRM
CRM
Social networks
Social networks
Messages
Equipment maintenance
Meetings
Lists
Accounts
Accounts
Service requests
Leads
Connections
Trends
Documents
Buying committee
Calendar
Proposals
Support case
Leads
Alerts
People
Tasks
Orders
Productivity &
Productivity &
Job changes
Opportunities
© Microsoft Corporation. All rights reserved.

9. Bring relationship data together and…
9/19/2018 6:29 AM
Bring relationship data together and…
Dynamics 365 for Sales
LinkedIn Sales Navigator
Unify the seller experience
Meetings
Accounts
Leads
Connections
Alerts
People
Orders
Office 365
Job changes
© Microsoft Corporation. All rights reserved.

10. Bring relationship data together and…
9/19/2018 6:29 AM
Bring relationship data together and…
Leads
Connections
Dynamics 365 for Sales
LinkedIn Sales Navigator
Unify the seller experience
Alerts
Accounts
Job changes
Orders
Office 365
People
Meetings
© Microsoft Corporation. All rights reserved.

11. AUTO TRANSITION SLIDE 9/19/2018 6:29 AM
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12. …rise above the noise with actionable insights
9/19/2018 6:29 AM
…rise above the noise with actionable insights
Relationship health is trending up based on engagement
Your colleague can introduce you to your buyer
Relationship Selling
Content recommendations for your buyer
Alert! Your champion just left the company
You have a meeting coming up with your buyer
A prospect has interacted with your
© Microsoft Corporation. All rights reserved.

13. Welcome to the era of relationship selling
9/19/2018 6:29 AM
Welcome to the era of relationship selling
HIGH
Relationship selling
Transactional
Productivity
Personal
LOW
Relationship Building
HIGH
© Microsoft Corporation. All rights reserved.

14. Microsoft Dynamics 365 for Sales
Empowering sellers to drive personal engagement with their customers
Actionable Insights
Sales Performance
Customer
Relationship Management
Sales Productivity
Seller
Manager

15. Product Overview

16. Key differentiators for Relationship sales
9/19/2018 6:29 AM
Key differentiators for Relationship sales
LinkedIn
Productivity
Analytics
Process
Social and 3rd party data included
Mobile (including offline)
Gamification
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. S4 Solutions Specialist Summit
9/19/2018 6:29 AM
Productivity with Office 365
Discover relevant documents
Pipeline management
Track incoming
Create proposal
Take notes while visiting a customer
Qualify
Develop
Propose
Close
Follow-up call with lead
Post deal updates
Sales team collaboration
Generate quote and share with customer
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Sales Content Management
Creation
Office 365
Portals in CRM
LinkedIn
Storage
Sharepoint
Onedrive
Collaboration
Office group
Yammer
Teams
Discovery
Document recommendations
Delve
Distribution
Portal
Dynamics 365

19. Process driven experiences
Process flow designer: Easy drag and drop designer with composition
Rules Designer with English translation
Task flow designer for composing multiple entities
Process Analytics to benchmark against others
Visual Designer
Orchestration
Intelligent
Adaptable

20. Demo: Business Process
9/19/2018 6:29 AM
Demo: Business Process
Carlos Mendonça
Sr. Program Manager
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Generate relevant demand with predictive
Predictive lead scoring, look alike leads and Lead enrichment
Reduces expense for data science operations with seamless integration to Dynamics 365
Machine learning predictive models creates audience leveraging thousands of data attributes
Maps business personas to consumer personas for accurate lead scoring

22. Effective Social selling with InsideView1 2 3
Find prospects
Access Insight’s massive database of companies and contacts to start finding prospects.
Listen and Engage
See all relevant news, critical business events, and social buzz to better engage with your prospects. It’s 32% more effective when you’re relevant and timely.
Connect and Win
Set up warm introductions to get in, establish trust, and win deals.

23. Intelligent Social Selling
Social content discovery and distribution
Intelligent Social Selling
Personalized Messages
Relevant Leads and latest updates
Grow your network
Content
Intelligent content recommendation for sharing across profiles
Mobile
Available for employees on the go
Intelligent
Top trending, Most shared and ML closed loop.

24. Demo: Social Selling Kishan Chetan Principal PM Manager
9/19/2018 6:29 AM
Demo: Social Selling
Kishan Chetan
Principal PM Manager
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. LinkedIn integrations with Dynamics 365 Customer Engagement
Demand Generation with Lead ads
Immersive Sales navigator with data integration
PointDrive for Sales content
Joint Offer and Go to market
LinkedIn integrations with Dynamics 365 Customer Engagement

26. LinkedIn: Demand generation
Create campaigns in Linkedin for ads
Prospect sees ads and expresses interest
Leads created in Dynamics 365 for further nurturing

27. Relationship Selling with LinkedIn
Sales Navigator embedded
Enhanced Dynamics 365 widgets
Embedded contextual widgets in Dynamics 365
Social selling with context from CRM
Sync CRM data as leads in Sales Navigator with Admin Sync functionality
Receive Insights in Sales Navigator based on CRM leads
Integrated Engagement
Linkedin activities in Dynamics 365 to provide holistic engagement history
Content engagement with Pointdrive enabled with Sales Navigator

28. Infosys
Increase wins by better identifying, connecting, and engaging prospective clients with relationship selling
Achieve 30% higher win rates when using relationship selling
31% of deals closed were sourced from relationship selling
450 M $ pipeline influenced by relationship selling
“There wasn’t an easy way to access the information we needed to understand a target account or prospect, but now I can go to one place and quickly find out who are the business leaders and decision-makers that I need to reach.”
Sanjeev Bode
AVP, New Business Development, Infosys

29. Developer 0: Sales Effectiveness Scenarios
9/19/2018 6:29 AM
Relevant, contextual and immersive insights from LinkedIn within Dynamics 365
Sales stages
Prospect, Generate Interest
Qualify
Develop & Propose
Close
News Trends widget
On Timeline, helps user propose the best deal according to trends
Embedded Pointdrive widget
Integrated search
Icebreakers widget
Profile updates
Inline or as Cards on Timeline
Best Path In widget
Inline on Timeline or as step in BPF
Similar Companies widget
Inline on Timeline or as step in BPF
Immersive, and Contextual content
Intelligence with LinkedIn data
Lead Scoring
Segmentation
Through data transfer
Relationship Health
Calculated based on LinkedIn variables (# of likes, # of InMail interactions etc.)
Connections
Contact Graph
See how org’s Contacts/Leads are connected
Team Link widget
Getting introduced to a new company’s Contact through TeamLink
Stakeholders Lookup
List possible connections for Opportunity stakeholders
Recommendations
Linkedin recommendations and Relationship assistant recommendations
Communications
Integrated InMail Timeline and Expanded Timeline
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

30. Next-generation LinkedIn integration Sales Navigator Controls
Sales Navigator Controls can be placed on strategically locations of the Sales form where they provide unique insights to help move forward and successfully close the deal
Embedded InMail communication provides one-click access to high success interactions between organization and customers

31. Next-generation LinkedIn integration Profile Photos from LinkedIn
Next-generation LinkedIn integration Profile Photos from LinkedIn
Contact face shots are retrieved from LinkedIn to increase the clarity and accuracy of the Sales scenario         

32. Next-generation LinkedIn integration Relationship Analytics
Relationship health scoring is influenced by interactions and activities made on LinkedIn Sales Navigator and Point Drive
LinkedIn activities are tracked and can be holistically visualized on the Relationship Analytics dashboard together with s, meeting and phone calls

33. Next-generation LinkedIn integration Relationship Insights
Capture PointDrive view events within Relationship Insights notifications to monitor traction and progress of the deal

34. Demo: Relationship Sales
9/19/2018 6:29 AM
Demo: Relationship Sales
Carlos Mendonça
Sr. Program Manager
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

35. Fully functional mobile application fully offline
ARCHITECTURE
Dynamics 365 mobile
application
Offline Access
Seamless Offline Experience
Azure Middleware
Offline Sync
Scalable
Dynamics 365 core
Manage user, app and device
Monitoring
This Photo by Unknown Author is licensed under CC BY-NC-SA
Offline data based on profile segmentation rules
Easy setup
Offline Status on Mobile
Automatic playback of offline actions
Conflict Management
Background Sync

36. Microsoft Dynamics 365 Gamification
Use fun, engaging team-based competition to motivate employees
Make results highly visible to hold everyone accountable
Increase performance, productivity, and adoption of business applications

37. Gamification turns work into play
Team-based competition Get more employees pushing and relying on each other to increase productivity, performance, and morale
Highly-visible results & recognition Hold employees accountable with leaderboards streamed across big screens; provide encourage through public recognition & celebrations
Business application adoption Give employees compelling reason to use business applications

38. Demo: Gamification
Carlos Mendonça
Sr. Program Manager

39. Case Studies SCI EON Chemicals
9/19/2018 6:29 AM
SCI
EON Chemicals
130 reps on FST compared to 700 non-FST users over 60 days
The board of directors was so enthusiastic with the presence of Dynamics 365 Gamification, they even provided an award of USD $50,000 to ensure the sales motivation was awakened by the Gamification platform!
Metric
% Increase
Average Daily Closed Sales
88%
Average Order Amount
113%
Daily Logins to CRM
28%
Average Daily Records / Leads Created
85%
Average Daily Presentations Completed
90%
Average Daily Tasks Entered
134%
Total 60 Day Average Open Opportunities
17%
Metric
% Improvement
New Business Opportunities
28%
New Customers
153%
Customer Feedback Resolution
100%
“In the current conditions of the world where economic crisis and the price of oil continues to decline; FST game (Dynamics Gamification) is very helpful in increasing new vigor, increased employee motivation, and ease of understanding employee performance metrics. And certainly, everyone work happily, almost every day we talk about sales performance of each player, teasing and gambled. Hahaha ... even employees are not salespeople down to provide support to the players.” (
Budiman Adi Wibawa – EON Chemicals)
“showed higher CSAT; Historically lower performers increased significantly”
“Smack talk feature was a big hit”
“Got people who don’t use CRM into the system”
© Microsoft Corporation. All rights reserved.

40. Rich reporting Sales dashboards and reports Quick Enterprise
Microsoft Dynamics
Rich reporting
9/19/2018
Quick
Sales dashboards and reports
Dynamics 365
Self-service BI
D365 Content Pack
EXTRACT (Web APIs)
Enterprise
Self-service BI
SQL Server Analysis Services
Direct Query
Scheduled Refresh
Dynamics 365 Online
DW/DMs/OLAP Cubes
Excel
Power BI Desktop
Azure SQL
SQL Server on Azure VM
SSAS
Data Export Service
Export Profiles
© 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.

41. Customer Insights : 360 Made Easy ..
Introduction
SAAs Service
Extensibility
actionable
rich
Intelligence
Modeling
See all customer information in one place by connecting all of your data
Enrich customer experiences by empowering all employees with actionable insights
Get results fast by leveraging a complete SaaS solution with pre-packaged analytics
data sources

42. Predictive Lead Scoring
Seamless integration with Dynamics 365
Machine learning predictive models creates lead scores leveraging thousands of data attributes
Reasons why a lead is scored the way it is

43. Dynamics 365 for Sales: Key Wins
55,900 seats
Win over SFDC
$ and integration
Plan for SFA across 3 business groups
24,900 seats
SFDC switcher
SFA, customer service and partner management
6,000 CRM OL seats
Started as OP to OL migration for Willis
Win over SFDC
5-year win over Salesforce.com.
36k seats
3-year Best Buy Dynamics 365 win over Salesforce.com
© Microsoft Corporation. All rights reserved.

44. Dynamics 365 for Sales: Key Wins
3000
5-year commitment to move 3,000 Salesforce.com users to Dynamics 365
13600
5-year Dynamics 365 commitment to digitally transform their sales processes to support 13,600 sales members and associates
3800
Rip and replace of Salesforce.com across Sales users in 5-year deal
Sales + PSA/Field
5-year win over Salesforce.com
Complete story beyond SFA of PSA, Field service was important for this
© Microsoft Corporation. All rights reserved.

45. Sales app: Noteworthy implementations
Migrated off Salesforce in 66 days
Services 200,000 resellers in 170 markets with implementation
First bank in UK “High street” after 100 years
CEO driven initiative
O365 + Dynamics 365 Online
Productivity
Manage “Retail Execution” processes for 23,000 sales reps
Global rollout
Implemented solution in nine months, with minimal training
Live in 18 markets globally
10,000+ users
Consolidated client information and provided a single 360- degree view of the customer.
Sales app along with Linkedin Sales Navigator
88% adoption rate
Drive key account planning and management with D365

46. The Modern B2B Seller

47. Activities Of The Modern B2B Seller
Source: “The B2B Consultant Reigns In The 21st Century” Forrester Research, Inc., May 22, 2017.

48. Welcome to the era of Relationship Selling
9/19/2018 6:29 AM
Welcome to the era of Relationship Selling
Relationship health is trending up based on engagement
Your colleague can introduce you to your buyer
Microsoft
Dynamics 365 for Sales
Content recommendations for your buyer
Alert! Your champion just left the company
You have a meeting coming up with your buyer
A prospect has interacted with your
© Microsoft Corporation. All rights reserved.

49. Microsoft - A Leader for the Modern Seller
9/19/2018 6:29 AM
Microsoft - A Leader for the Modern Seller
Gartner Magic Quadrant for Sales Force Automation 2017
Deep market understanding
Strong sales approach to Line of Business
Maturity of machine learning and customer insights
© Microsoft Corporation. All rights reserved.

50. Microsoft - A Leader for the Modern Seller
9/19/2018 6:29 AM
Microsoft - A Leader for the Modern Seller
“Microsoft delivers on intelligent
seller productivity”
“With all the hype around artificial intelligence (AI) and machine learning, Microsoft shows considerable maturity…”
“The potential around analytics only improves with its acquisition of LinkedIn”
“Microsoft is a best fit for companies… that are bullish and looking to disrupt their peers with AI and machine learning”
The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.
© Microsoft Corporation. All rights reserved.