Dynamics 365 for Sales

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April Thomas
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1 Dynamics 365 for Sales The Next Generation of Intelligent Business Application Oren Ryngler Partner Director of PM Microsoft R&D

2 Microsoft AppSource Microsoft Dynamics 365 Common application platform: PowerApps, Microsoft Flow, Common Data Service

3 Customers are 57% through the buying process before they talk to the supplier Average B2B purchase decisions have 5.4 stakeholders Reps have a 1% chance of getting a response from a cold CEB, 5 Statistics Every Sales Executive Must Know, 2014 Microsoft, The Dynamic Sales Team, 2013

4 78% Non-selling activities 22% Selling 1 E X T R A S E L L I N G H O U R P E R W E E K = $100,000 Microsoft, Sell in the Now referencing Pace Productivity, How Sales Reps Spend Their Time

5 Revenue growth at companies with more advanced sales capabilities tended to be 30% greater than the average company within their sector. McKinsey

6 Stay Focused Win faster Perform better

7 Enterprise Data Datafinder for Data Services Data Enrichment Data Hygiene Pre-built Scores Custom Scores (Travel, Auto..) API Access Predict for Predictive Analytics Lead Scoring of Customer leads New Leads/Prospect Generation from Versium warehouse Custom Online Audience Look Alike Audiences Industry solutions (Loyalty, Fraud..)

8 Search for people on LinkedIn and view profile details including photos, current roles, and work history within Dynamics CRM Uncover the best way to get introduced through TeamLink Find new leads directly in Dynamics 365 with Lead Recommendations Get Account & Lead Updates including news mentions and job changes when viewing accounts in Dynamics Send InMail, messages, and customized connection requests from within Dynamics

Empower sales people to sell more by leveraging social media Share knowledge and participate in social conversations to be seen as a thought leader Find and connect to new companies and people to

9 Empower sales people to sell more by leveraging social media Share knowledge and participate in social conversations to be seen as a thought leader Find and connect to new companies and people to develop your contacts and generate new leads Keep track of all your stakeholders to stay on top of the latest developments Be and stay up-to-date whenever and wherever, on your primary device Easy to setup and easy to use get going in minutes Personalized and fresh information you can actually use and act upon

Auto Data Capture Relationship Analytics Email

selling with automated data capture Stay on top of

with your customers analyzing email interactions Focus

10 Auto Data Capture Relationship Analytics Engagement Relationship Assistant Spend more time selling with automated data capture Stay on top of your relationships and uncover new ones Stay engaged with your customers analyzing interactions Focus on what s important in your pipeline with your personal sales assistant

11 Automatically capture Exchange activities in Dynamics 365 Capture and recommend Contacts and Stakeholders based on Exchange activities One-click tracking and setregarding with the new Outlook App for Dynamics 365

12 What is my pipeline health and trend? Who should I engage with? Do we spend our time on the right deals, stakeholders and customers? Who can help me close the deal? Am I going to make my numbers? What s my best next action?

Follow email opens, reply rates, link clicks & attachment opens with location and device info Best-time to send, delayed delivery and

13 Follow opens, reply rates, link clicks & attachment opens with location and device info Best-time to send, delayed delivery and reminders Recommended templates by analyzing the performance of each template. Know exactly what messaging resonates with prospects

14 Intelligent Actionable In-context

15 text extraction Upcoming activities Relationship Analytics Web enrichment 30+ Actionable Intelligent Cards

Intelligence and Azure Engage customers better in

16 Dynamics 365 Customer Insights Accelerate time to value with a SaaS solution built on Cortana Intelligence and Azure Engage customers better in real-time Empower every employee with actionable insights

17 Embedded dashboards directly in CRM Sales Manager, Process effectiveness dashboards

18 Track incoming Take notes while visiting a customer Discover relevant documents Create proposal Pipeline management Qualify Develop Propose Close Follow-up call with lead Post deal updates Sales team collaboration Generate quote and share with customer

Tracking and in-context experience for emails, appointments and Contacts New improved UI Recipient resolution One-click track & set-regarding Pinned and MRU for quick track &

19 Tracking and in-context experience for s, appointments and Contacts New improved UI Recipient resolution One-click track & set-regarding Pinned and MRU for quick track & setregarding Set-regarding details card Create activities Compose mode with Templates, Sales Literature and KB Articles Support for on-line to on-line; onprem to on-prem and hybrid scenarios

20 Creation Office 365 Portals Storage Sharepoint Onedrive Collaboration Office group Yammer Discovery Document recommendations Delve Distribution Portal Dynamics 365 mobile and web

21 Graphical Designer for Processes Business process flow (BPF) Task experience (TBX) Business rules (PBL) Insights and User Experience Actionable recommendations Process Lifecycle abandon/complete PowerBI dashboards Unified Infrastructure Full CRM security model for BPF BPF exposed through SDK Time based KPIs Automation Event based automation Stage specific and global triggers Visual Composition

selection (Opportunity) PBL IF Checking Account > $10K THEN Set

22 Know your customer: personal info (Contact) IF IF Business Account Know your customer: org info (Account) Deal structuring: Product selection (Opportunity) PBL IF Checking Account > $10K THEN Set Recommendation (PBL is on the Opportunity entity, not the Process entity)

24 Powerful mobile applications with full offline support Build once deploy across mobile, phone and tablet Seamless guided processes across devices Integrated to Office 365 Mobile Aps

25 87% 3x Low

accountable with leaderboards streamed across big screens; provide encourage through public

26 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 integration Integrated with Dynamics 365 to help drive adoption

27 Dynamics 365 for Sales The Next Generation of Intelligent Business Application Oren Ryngler Partner Director of PM Microsoft R&D

Dynamics 365. Power Every Interaction with Intelligent Insights. Oren Ryngler Partner Director of PM Microsoft R&D

Dynamics 365. Power Every Interaction with Intelligent Insights. Oren Ryngler Partner Director of PM Microsoft R&D Dynamics 365 Power Every Interaction with Intelligent Insights Oren Ryngler Partner Director of PM Microsoft R&D Microsoft Dynamics 365 Microsoft Dynamics 365 Business applications Field Service Sales