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 cycleSell 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 systemsSales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunitiesProposals take too long to create and lack support from expert sourcesMessages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clientsSales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunitiesCustomer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaignsVisibility into sales performance is lacking

Challenges

Challenges

Relevant data is stored across multiple data silos and applications without a consolidated access methodCustomer and sales data lack a unified view and is not accessible on mobile devicesA collaborative proposals environment that includes expertise location across the company is lackingA unified inbox that is accessible from multiple devices is lackingPortal and related tools for collecting and sharing up-to-date product information does not existInformation is scattered across channels and is siloed, and social networking tools are lackingPerformance 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 DriversKNOW 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 1Provides basic support for the most critical elements of the business driver

Phase 2Provides adequate, typical support for critical and priority elements of the business driver

Phase 3Provides 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 CapabilitiesBusiness Driver: Know your customer (360-degree view of

customer data)Phase 1 Phase 2 Phase 3

Maintain centrally-maintained target market listsEasily access a centrally maintained proposal template libraryEnable better collaboration and coordination of sales activities across distributed sales teamsImprove 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 segmentsImprove insight into customer/market transactionsProvide a centralized library and supporting taxonomy for archiving and ranking past proposalsExploit opportunities to pursue niche markets and high-value customersEnable 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 applicationsImprove focused execution in niche markets and for high-value customersEnhance the ability to use past proposals and find relevant experts to support sales opportunitiesDrive persistent focus on critical areas of individual performanceStreamline access to transaction, customer, opportunity, and product data Improve discovery of niche markets and high-value customersStreamline access to current product/service information

Range of Business CapabilitiesBusiness Driver: Optimize sales cycle

Phase 1 Phase 2 Phase 3Supplement CRM with tools for sharing, collaboration, and coordination across sales teamsEnable better coordination of sales activities and customer/market communications Provide a centralized, collaborative proposal document libraryImprove responsiveness of sales to communications from clientShare customer/market and product/service information across selling teams and make this information accessible offlineImprove 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 processesEnable better customer insight and focus on high-value customers and opportunities Automate proposal work coordination and document handlingImprove responsiveness to customers and generate more accurate proposalsImprove responsiveness to client communicationsSimplify access to data in enterprise applications by sales teams, partners, and customersImprove collaboration with partners and customers to generate accurate, compelling proposals

Streamline access to customer informationImprove efficiency in and frequency of the use of CRM and other enterprise applicationsImprove discovery of niche markets and high-value customersStreamline and automate generating proposals Enable seamless collaboration with selected customers/partnersStreamline 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 offlineEnable better coordination of sales activities and customer/market communications Improve a sales team's focus on performance Enable better communication across distributed sales teamsImprove responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training onlineFacilitate 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 clientsView 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 dataDrive 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 performancesEnable better customer insight and focus on high-value customers and opportunitiesDrive consistent focus on specific performance targets across sales teams

Improve focused execution in niche markets and for high-value customersDrive consistency in structured account module/market planning, execution, and trackingDrive 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 locationAccess proposal templates, current product information, past proposals that are relevant to the current opportunity, and product expertsCollaborate with internal and external sales team membersAchieve visibility into sales activities across a distributed sales teamRapidly evaluate sales opportunitiesCollaborate across distributed sales teams without travelingPromote customer relationship management (CRM) usage compliance

Next Steps

Discuss your priorities with ITMap to systems requirementsUnderstand what can be leveragedDevelop a high-level road map for deploying integrated capabilitiesTranslate back into business capabilities enabled/supported

Review the proposed business capability road map

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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.