Sales Effectiveness

Business Priorities Presentation

AgendaAgenda

Business Drivers / Challenges

Business Capabilities

Summary and Next Steps

Demonstration

Business Context The worldwide mobile worker population is expected to increase to 878.2 million in 2009, accounting for 27.3% of the workforce.

Strategy Analytics, “Mobile Business

Application Outlook,” January 2006

Increasing sales effectivenessIn a survey, increasing sales effectiveness was ranked by sales executives as one of the top businessobjectives. These executives also viewedsales effectiveness as a key driver of increased revenues and market share.

Any time anywhere access Information is the most critical support tool for the successful sales cycle.

Achieving high performance through improved sales force productivityResearch shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force.

Business Context

LeversKey Drivers Outcome

Lower Costof Sales

ManageMarketing Costs

Reduce ServiceCosts

Drive NewDemand

Increase CustomerRetention

Improve SalesWin Rate

DecreaseCustomer

Costs

IncreaseRevenue

Profitable Customer

Relationships

Business Drivers

Know your customer (360-degree view of customer data)

Optimize sales cycle

Sell better together (break down information silos with anytime/anywhere access)

Better decision making (improve decision making through sales insight)

Business

Too much time is spent gathering and synthesizing sales and customer information from disconnected systems

Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities

Proposals take too long to create and lack support from expert sources

Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients

Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities

Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns

Visibility into sales performance is lacking

Challenges

Challenges

Relevant data is stored across multiple data silos and applications without a consolidated access method

Customer and sales data lack a unified view and is not accessible on mobile devices

A collaborative proposals environment that includes expertise location across the company is lacking

A unified inbox that is accessible from multiple devices is lacking

Portal and related tools for collecting and sharing up-to-date product information does not exist

Information is scattered across channels and is siloed, and social networking tools are lacking

Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking

ITChallenges

A solution should help… …by providing the ability to

KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)

Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime accessProactively pinpoint up-sell and cross-sell opportunitiesIdentify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaignsIncorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts

OPTIMIZE SALES CYCLE

Simplify opportunity management and deal trackingImprove lead qualification to increase conversion ratesAutomate workflows across teams and groups to ensure processes are consistent and repeatableImprove quality, accuracy, and responsiveness to customer communicationsEnable sales professionals access to timely and relevant product information and to expertise across the company

SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locationsCoordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency

BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)

Improve sales performance, decision making, and planning through powerful and timely sales insight reportingProvide sales management accurate views into sales initiatives, processes, and results

Solution Support

AgendaAgenda

Business Drivers / Challenges

Business Capabilities

Summary and Next Steps

Demonstration

[ Insert Demo Title ]Demo

AgendaAgenda

Business Drivers / Challenges

Business Capabilities

Summary and Next Steps

Demonstration

Solution’s Business Drivers

KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)

BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)

OPTIMIZE SALES CYCLE

SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

Sophistication of the Solution

Phase 1

Provides basic support for the most critical elements of the business driver

Phase 2

Provides adequate, typical support for critical and priority elements of the business driver

Phase 3

Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)

BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)

OPTIMIZE SALES CYCLE

SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

Range of Business Capabilities

Business Driver: Know your customer (360-degree view of customer data)

Phase 1 Phase 2 Phase 3Maintain centrally-maintained target market lists

Easily access a centrally maintained proposal template library

Enable better collaboration and coordination of sales activities across distributed sales teams

Improve quality and reduce cycle time for generating sales proposals

Improve responsiveness of sales to communications from clients while away from the office

View and analyze the performance of known market segments

Improve insight into customer/market transactions

Provide a centralized library and supporting taxonomy for archiving and ranking past proposals

Exploit opportunities to pursue niche markets and high-value customers

Enable better customer insight and focus on high-value customers and opportunities

Simplify access to and the use of data in enterprise applications

Improve insight into customer/market transactions

Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications

Improve focused execution in niche markets and for high-value customers

Enhance the ability to use past proposals and find relevant experts to support sales opportunities

Drive persistent focus on critical areas of individual performance

Streamline access to transaction, customer, opportunity, and product data

Improve discovery of niche markets and high-value customers

Streamline access to current product/service information

Range of Business Capabilities

Business Driver: Optimize sales cycle

Phase 1 Phase 2 Phase 3Supplement CRM with tools for sharing, collaboration, and coordination across sales teams

Enable better coordination of sales activities and customer/market communications

Provide a centralized, collaborative proposal document library

Improve responsiveness of sales to communications from client

Share customer/market and product/service information across selling teams and make this information accessible offline

Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities

Streamline sales support processes

Enable better customer insight and focus on high-value customers and opportunities

Automate proposal work coordination and document handling

Improve responsiveness to customers and generate more accurate proposals

Improve responsiveness to client communications

Simplify access to data in enterprise applications by sales teams, partners, and customers

Improve collaboration with partners and customers to generate accurate, compelling proposals

Streamline access to customer information

Improve efficiency in and frequency of the use of CRM and other enterprise applications

Improve discovery of niche markets and high-value customers

Streamline and automate generating proposals

Enable seamless collaboration with selected customers/partners

Streamline access to current product/service information

Range of Business CapabilitiesBusiness Driver: Sell better together (break down information silos

with anytime/anywhere access)Phase 1 Phase 2 Phase 3

Share customer/market and product/service information across selling teams and make this information accessible offline

Enable better coordination of sales activities and customer/market communications

Improve a sales team's focus on performance

Enable better communication across distributed sales teams

Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online

Facilitate remote sharing, collaboration, and coordination of sales activities

Simplify access to data in enterprise applications by sales teams, partners, and customers

Improve responsiveness to customers and generate more accurate proposals

More precisely and accurately track sales activities across distributed sales teams

Protect sensitive data that is shared with partners and clients

View past and current sales team performances and activities

Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams

Streamline access to transaction, customer, opportunity, and product data

Drive consistency in structured account module/market planning, execution, and tracking

Range of Business CapabilitiesBusiness Driver: Better decision making (improve decision making

through sales insight)Phase 1 Phase 2 Phase 3

Centralize planning and scorecard documents

Increase team visibility into their performances

Enable better customer insight and focus on high-value customers and opportunities

Drive consistent focus on specific performance targets across sales teams

Improve focused execution in niche markets and for high-value customers

Drive consistency in structured account module/market planning, execution, and tracking

Drive persistent focus on critical areas of individual performance

AgendaAgenda

Business Drivers / Challenges

Business Capabilities

Summary and Next Steps

Demonstration

Potential Business Benefits

Access information at any time from virtually any location

Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts

Collaborate with internal and external sales team members

Achieve visibility into sales activities across a distributed sales team

Rapidly evaluate sales opportunities

Collaborate across distributed sales teams without traveling

Promote customer relationship management (CRM) usage compliance

Next Steps

Discuss your priorities with ITMap to systems requirements

Understand what can be leveraged

Develop a high-level road map for deploying integrated capabilities

Translate back into business capabilities enabled/supported

Review the proposed business capability road map

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.