20150310 BalticsKeynote...
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Transcript of 20150310 BalticsKeynote...
Mobility is the new normal
52% of information workers across 17 countries report using three or more devices for work*
52%
90% of enterprises will have two or more mobile operating systems to support in 2017**
90%
>80% of employees admit to using non-approved software-as-a-service (SaaS) applications in their jobs***
>80%
* Forrester Research: “BT Futures Report: Info workers will erase boundary between enterprise & consumer technologies,” Feb. 21, 2013** Gartner Source: Press Release, Oct. 25, 2012, http://www.gartner.com/newsroom/id/2213115*** http://www.computing.co.uk/ctg/news/2321750/more-than-80-per-cent-of-employees-use-non-approved-saas-apps-report
Devices Apps Data
People-centric approach
Unify your environment
Enable your users Protect your data
Devices Apps Data
Click View > Slide Master to insert a photo as a background behind the colored boxes.
A New Age of Selling
Deliver amazing customer experiences and drive sales productivity
The age of the customerStarted by the explosion of social and mobile technology
>1.7 billionsocial users
>400 milliontweets per day about product, services, and brands
150average number of times a person checks their phone each day
>6.8 billionon mobile
Customer focus brings results Companies that deliver amazing customer experiences win
S&P 500 index
+14.5%
Customer Experience Laggards
-33.9%
Customer Experience Leaders
+43.0%
5-year stock performance of Customer Experience leaders vs. laggards vs. S&P 500 (2007-2012) Showing cumulative total return.Watermark Consulting, “The Watermark Consulting 2013 Customer Experience ROI Study”, 2012, www.watermarkconsult.net
The way people buy has changed
Customers are
57%through the buying process before they talk to you
-CEB, The New High Performer Playbook
9 of 10business buyers say when they are ready to buy, they will find you
-IDG Enterprise
“”
The way people sell needs to change
Only 3% of cold calls result in an appointment…
whereas 67% of second-degree LinkedIn referrals result in a meeting!
-Microsoft
73%of sales people using social media to sell outperform those who don’t
-A Sales Guy Consulting and Social Centered Selling
Outdated technology can’t help you today
Originally created for reporting purposes
Not designed for a social/mobile world
Lack productivity capabilities
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A modern experience will help you sell effectively
Outcome-driven user experience promotes adoption
Embedded business and social data power insights
Collaborative selling wherever you are
How salespeople deliver amazing customer experiences to close more deals, faster
Zero In. Win Faster. Sell More.
Zero In and focus on what matters most
It should be easy to see what is most relevant so salespeople can prioritize their work
Sellers need quick access to vast amounts of information (corporate and external data) across multiple sources
Salespeople are challenged to engage in new ways as customers no longer want to be sold to
8%higher win rates when sales reps are provided internal AND external data
-CSO Insights
Deepen customer relationships. With relevance
Immediate insights into your customers from directly within your CRM experience
Get real-time company and contact information from 30,000 sources
Get customer research to help you engage easily
Identify the right business opportunities. Right awayUse Social Listening for immediate insights
Track products, brand, competitors, and campaigns globally
Listen to the voices of your customers, prospects with embedded social insights
See your sales data. In a whole new way
Access your data from anywhere, on any device
Share insights and give sales managers the ability to analyze the data they need
Analyze and get immediate insights across all your data with self-service BI
Manage sales performance and identify opportunities and trends
Win Faster by creating personal, targeted experiences
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Salespeople must be constantly connected and incredibly agile
Customer behavior has changed and so have buying expectations
Social sellers are
51%more likely to reach their quotas than non-social sellers.
Open doors with connections. Close deals
Your social network can give you relevant information to open doors to prospects
Leverage personal and corporate connections into introductions instead of cold-calling
Find social connections with customer prospects
Drive best practices across your organization
Drive toward successful outcomes, ensure consistency, and easily adapt when changes are needed
Follow a guided sales experience with built-in sales best practices
Follow role-specific business processes to ensure consistency
Your sales office. Wherever. Whenever.Work across devices, from almost any location
Work with Office for iPad or use Office Mobile on other devices
Take advantage of touch-first mobile applications
Provide a consistent experience across your PC, phone, and tablet
Deliver sales presentations. Impressively.
Access all of your documents and settings from your tablet
Use touch and stylus to present and make notations to customer presentation
Use a Surface device for the convenience of a tablet and productivity power of a laptop
Then get deals signed. Immediately.
Speed up the sales process by getting customer signatures immediately
Use touch and stylus to get customer to digitally sign deal quickly *
*A partner solution is required for this – the screenshot shown is a solution from DocuSign
Sell more when you work like a network
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They need to bring together the right resources and the right people no matter where they are
Sales no longer happens in a silo, salespeople need to tap into the power of their social, organizational networks
37%Increase in project collaboration through the social network
-Yammer Business Trends Customer Survey 2013
Tap into the combined social intellect of your company
Team members can collaborate on deals in real-time no matter which application they are in
Direct access to your social network
Find the right content. FastDiscover relevant information via machine learning
Stay connected with access from almost anywhere, any device
Discover new information tailored to you from your network
A natural new way to navigate, discover, and search across an organization
Rally as a team around your sales deals
Team members can co-edit sales proposals in real-time to accelerate the sales process
When a lead is opened, a shared workspace is automatically created
Bring together the right people to close the dealMeet with colleagues, customers remotely with web, video conferencing
Meet face-to-face with customers as frequently as you need without prohibitive travel costs
Bring together the right people wherever they are to create and deliver the best sales presentations
Sales reps at Trek Bicycles ride into new eraIntegrated CRM solution supports customer relationships
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“All of a sudden it was like, BOOM—all of this information is all in the open, transparent, things were getting done because
everyone had a new kind of awareness.”
Steve Novoselac, BI and .NET development manager, Trek Bicycles
BeforeWhen outside sales reps left, it took years to rebuild the depth of knowledge they had established with the bike shops.
TacticsMicrosoft Dynamics CRM Online helps sales reps communicate and connect to key data like previous retailer interactions. This helps support their sales goals
Results• Provides complete view into
customer and account information
• Sales reps save time gathering info for customer meetings
• 95% employee adoption of Yammer to drive idea sharing
Measurable results Microsoft customers are improving sales
LV=Broker reduced sales administration time by 66% by automating previously manual tasks.
Garanti Pension and Life improved the efficiency of its individual agents by 25%, resulting in an 80% increase in net asset value.
ISS Belgium increased sales conversations by 6%
The Portland Trail Blazers use Microsoft Dynamics CRM to run entire sales campaigns, one of which resulted in 1,000 new season ticket holders —more than $2 million in revenue — in a single day.
Godrej & Boyce Manufacturing Company increased sales by 90% with improved visibility across sales applications.
Why customers choose Microsoft
Sell effectively
Work like a networkAnalytics for everyone
User experiences that drive business results
Secure, enterprise grade cloud
World-class productivity & collaboration
Unmatched value
Be productive wherever you are
The Microsoft mobile solution is different
Rapidly changing environment Rapid cloud cadence
Many devices / shorter half life People-centric
Office / CRM / Power BI Managed mobile apps
Device, and IT experiences count Architecture matters
Protection at all layers Identity, device, apps, data
Power BI Opportunities
Unlock the value of on-premises or cloud data sources with a turnkey hybrid analytics solution platform
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Deploy• Data models to integrate data
and surface business logic, and that allow intuitive data exploration by the business
• Reports and dashboards to visualize and interact with data
• Intelligent analytics that deliver immediate value
• Real-time dashboards• Mobile device experiences,
with native apps for Surface, iPhone and iPad
• Friction-free self-service BI solutions for everyone
• Scalable analytics on a modern cloud architecture
Conclusion
A study by The Boston Consulting Group revealed that businesses who stay ahead of mainstream IT adoption significantly outperform their peers, with 2X 2X 2X 2X faster job growth faster job growth faster job growth faster job growth and 15% faster increase in annual 15% faster increase in annual 15% faster increase in annual 15% faster increase in annual revenuesrevenuesrevenuesrevenues
Furthermore, the leaders are 5X 5X 5X 5X more likely to invest in new technologies more likely to invest in new technologies more likely to invest in new technologies more likely to invest in new technologies as their peers
Organizations have a major opportunity today to help make technology a business advantage, and Microsoft is ready to help lead the way
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Faster increase in annual revenues
More leaders say they are first to invest in new technologies
Faster job growth 2x
15%
5xSource: Boston Consulting Group, “Ahead of the Curve” study, October 2013.
PS: Office Remote
Office Remote turns your Windows Phone into a smart remote for Microsoft Office, providing convenient touch-based control of Word, Excel, and PowerPoint documents projected from your PC
It lets you show what you want, when you want, with all the freedom you need to walk around and connect with your audience
http://research.microsoft.com/en-us/projects/officeremote37
