SALES Overview Perrit Hosted Business Applications 5 february

SALES Overview Perrit Hosted Business Applications 5 february 2009

Snel Bestellen? • Surf naar www. perrit. nl/crm • Bijvoorbeeld: Dynamics CRM 4. 0 Business Online € 49, 95 per maand! • Direct contact? Bel 074 7501220 of mail sales@perrit. nl

Sales Tools Drive Company Value “Firms enjoying Best-in-Class (BIC) performance enable several key process, performance and organizational capabilities, including a structured approach to competitive, market and sales intelligence (91%), creating a central repository of account, contact, and opportunity information (96%) and utilizing formal and documented sales processes (95%). ” Aberdeen Research “Companies that use lead management automation tools to connect sales and marketing will see an increase in conversion rates by 50%. ” Gartner Group

Typical Business Challenges in Sales • Poor adoption by sales staff • Lack of consistent execution in sales process • Poor productivity (limited time for actual selling) • Unreliable prospect/customer information • Limited collaboration with other groups

Industry Views “When we asked sales executives to rate their performance, we found that 60% sought improvement in According to Gartner Research, sales people spend only 45% of their time forecasting, 50% wanted to improve their ability to adapt their sales process to selling. The other 55% is spent on meetings, administrative tasks, account service, training, travel, marketplace change, and 49% rated their ability to identify and share best practices across the sales research and intra-company communications. ” Gartner Group force as ‘subpar’. ” CSO Insights “Leading firms embrace mobile CRM to improve productivity, increase system adoption and enhance the customer experience. Mobile CRM is now a must-do for many fields sales organizations. ” Liz Herbert - Forrester Research

Change the Game in Sales Improve the other 80% of sales staff Convert every sales interaction into a sales opportunity Break down physical boundaries, eliminate down time

SOLUTION

Microsoft Dynamics CRM Sales Solution Sales Capabilities § Full feature set § Sales Workflow § Designed for q Users q Managers q Executives

Territory Management and Planning Complete set of features/tools for sales planning, territory management and resource allocation Microsoft Advantage • Resource Center ideal for sharing best practices • Robust role and groupbased permission management • Strong global capabilities for team selling Lead Management Components • Territory definition • Quota capabilities • Territory association • Task assignment and routing • Groups and permissions • Resource Manager

Lead Management From capture to tracking to evaluation to qualification to conversion and automatic distribution. Microsoft Advantage • Automatic association of incoming emails to leads • Effortless conversion of leads/responses to opportunities • Seamlessly integrated with marketing capabilities Lead Management Components • Lead capture and import • Monitoring of leads • Prospecting • Qualification and Scoring • Routing and Assignment • Conversion

Opportunity Management End-to-end management of opportunities with seamless integration to MS Office and strong workflow helps sales reps. close the deal Microsoft Advantage • Seamless tracking of all associated communications • Robust workflow for repeatable best practices • Comprehensive Quote/Invoice/Order functionality Lead Management Components • Deal tracking • Competitive intelligence • Task management • Products and pricing • Workflow and rules • Quote to Order

Account Management A focused and coordinated approach to the management of existing customers and the additional revenue opportunities they afford Microsoft Advantage • Complete view of all products and interactions • Easy access to contracts and renewal dates • Complex relationship mapping and tracking Lead Management Components • Data quality controls • Contact management • Relationship tracking • Activity management • Query and Search • Contract management

Sales Analytics Full spectrum of sales analysis capabilities ranging from basic reporting to OLAP/data mining and dashboards Microsoft Advantage • Broad capabilities from dashboards to OLAP analysis • New reports just “Next” button away • Easy report sharing and editing Lead Management Components • Forecast and pipeline reports • Trending and historical • Other OOB sales reports analysis • Report Wizard • OLAP and data mining

Improved Sales Productivity 360° View of the Customer Repeatable Sales Process Consistent Online/ Offline Experience Enables rapid and relevant response and tailored sales activities Drives greater efficiencies, lower cost of sale and better team selling Increases consistency, productivity and provides more time to sell Effortless Forecast and Pipeline Analysis Delivers better forecast information and financial planning Maximizing Customer Value Enables effective proactive cross-selling and up-selling

Powered By Microsoft Robust Workflow Tools – Designed for the business user Native Outlook Client – Familiar and intuitive interface Powerful Remote Capabilities – Consistent offline/mobile Point & Click Customization – Easily adapts to fit business Comprehensive Business Intelligence – Easy access and use

BENEFITS

Key Benefits of Microsoft Dynamics CRM True 360° Visibility Higher Productivity Greater Sales Efficiency Improved Close Rates Improve Spend more Shorten sales Increase decision-making time for selling cycles via revenue by with 360° with better enforceable optimizing sales visibility into collaboration workflows and resources and accounts, leads, and consistency more accurate processes via opportunities across the sale customer data repeatable best and cases across organization the organization practices

Key Benefits for Sales VP of Sales • Reach customer satisfaction goals • Drive new revenue opportunities • Achieve true business insight and visibility • Manage key sales KPIs • Increase sales staff empowerment and morale • Enforce a consistent sales process Sales Rep Sales Manager • Improve personal productivity • Achieve holistic view of customer needs • Seamlessly track customer comms. and interactions

Key Benefits for IT Chief Information Officer • Achieve rapid time to value • Realize low total cost of ownership (TCO) • Leverage consistent IT architecture & standards • Adapt to the company as it evolves and changes • Easily integrate existing applications and data • Extend the power of the Dynamics CRM Business Analyst IT Team Lead • Adapt to the ever-changing business requirements • Track key KPIs and cross-team workflows • Improve relevancy via point & click customization

EVIDENCE

Global Customer Base Small Businesses Mid-size Companies Large Enterprises

Customers in Action Raymond James Best Buy For Business Wealth Management Technology Retail 3, 300 users 225 users • Uses Microsoft Dynamics CRM for consultative selling • Uses Microsoft Dynamics CRM to empower B 2 B sales consultants • Helps them focus on building stronger relationships with financial advisors • Helps them focus on improving productivity of sales representatives CH 2 MHill Engineering Services 2, 500 users • Uses Microsoft Dynamics CRM as enterprise-wide CRM system • Helps them focus on back -end system integration and complex CRM

Customer Perspective “It’s given our advisors a daily “One of the things that really discipline for pursuing leads and attracted us to Microsoft CRM is more time for personal relationships that, combined with Microsoft with people. We can identify our Outlook, it’s just like one product. best sales people and leverage their In anything else, you’d be best practices” duplicating efforts in two separate Equinox products. ” Whistler Tourism “As the CEO of a global company, Microsoft Dynamics CRM allows me to log in to all of our remote sites to get a snapshot of what’s going on. I can get a real-time snapshot of what any of my business units are doing, any day of the week. ” Commtech Wireless

Customer ROI • 95% reduction in access time to customer data • 10% improvement in time-to-customer quote • 184% ROI achieved in 8 months • 8% increase in staff productivity, • 5% reduction in sales staff turnover • $2. 3 million ROI • 85% reduction in time for processing big certifications • 8% increase in 1 st year of number of largest gift donors • 27% growth and additional $1 million in Membership of Emerging Leaders Program

Partnering for Success Software and Services Partners for Sales

DISCUSSION

APPENDIX

Why Microsoft Dynamics CRM delivers: • An unparalleled user experience for sales professionals • Choice of user access and delivery method • Easy integration to legacy systems and data • Consistent, workflow-driven sales processes • A full spectrum of sales intelligence capabilities from basic queries to predictive analytics

Positioning Statement For sales staff that value productivity and empowerment and organizations that desire business agility, Microsoft Dynamics CRM provides the best mix of relevant functionality, unparalleled platform flexibility with the broadest choices of access and deployment.

Microsoft Dynamics CRM for Sales: Building a Sales Solution Core components of a sales application include: • Lead and Opportunity Management • Account and Contact Management • Territory Management • Products, Pricing and Quotes • Forecasting and Sales Analytics Key Benefit Areas • Workflow across Teams and Groups • Tight Microsoft Office Integration • Offline and Mobile Device Access Commonly integrated components include: • Sales Methodology Solutions • Product Configurators 30 Operational Analytical Collaborative

Microsoft Dynamics CRM for Customer Service: Increased Personal Productivity • Goal: Deliver a rich set of productivity features to allow sales reps to work more effectively – Reduce time spent on data input and routine daily tasks – Eliminate inaccurate/duplicated contact and account data – Use the latest Office enhancements to drive sales effectiveness • Key Capabilities in Microsoft Dynamics CRM 4. 0 – – – Auto-correct on data entry for accounts, opportunities, and more Office and Outlook personal productivity enhancements Batch and real-time data de-duplication Improved mail-merge functionality 360° activity management and visibility

Microsoft Dynamics CRM for Customer Service: Coordinated Sales Response Management • Goal: Easily manage the process of each stage in responding to RFPs and other sales requests – – Define and manage specific tasks and signoffs for responses Coordinate contributions from multiple groups Optimize resources to maximize productivity Ensure high-quality in every response delivered • Key Capabilities in Microsoft Dynamics CRM 4. 0 – Intra-team and cross-team workflow – Improved mail-merge – 360° activity management and visibility

Microsoft Dynamics CRM for Customer Service: Global Team Selling • Goal: Enable team-based opportunity management within or across regions – Coordinate effectively on more complex deals – Execute consistent processes across teams and roles – Coordinate and track communications across teams • Key Capabilities in Microsoft Dynamics CRM 4. 0 – Multi-language, multi-currency, and multi-time zone support – Presence integration for real-time communication – 360° activity management and visibility

Microsoft Dynamics CRM for Customer Service: Complex Relationship Management • Goal: Manage the complex real-world relationships between contacts, accounts, leads, territories, & more – Easily extend the sales system to reflect the complex relationships that exists within your customer base and your sales organization – Support complex business models and channels – Analyze relationships across multiple data objects to determine emerging trends and opportunities • Key Capabilities in Microsoft Dynamics CRM 4. 0 – Support for complex many-to-many relationships – Full reporting for custom entities and across multiple entities – 360° activity management and visibility

Microsoft Dynamics CRM for Customer Service: Consistent Experience for Mobile Sales • Goal: Deliver a productive sales environment for mobile field sales organizations – Keep sales synchronized in Outlook, ready for mobile use – Full access to from Outlook or other clients – Analyze sales data offline or online • Key Capabilities in Microsoft Dynamics CRM 4. 0 – – – Continuous background synchronization to Outlook Choice of mobile clients: Outlook, browser, or mobile devices Offline reporting and analysis Flexible options for email sending and routing Full remote access without a VPN

Strong Momentum in Sales Microsoft Dynamics CRM has emerged as a market leader in the sales management space, driven by its ease of use for sales professionals and by the flexibility of the underlying SOA platform. Source: Gartner Magic Quadrant for CRM Customer Service Contact Centers, 2007 [emphasis added]

SFA Customer Quotes “This is the first time we are able to look at clients in a broader way and we will know exactly what is happening with a client throughout our network. It will definitely enable us to serve our global clients better. ” ABN AMRO “We’ve embarked on building a world-class sales organization, and we couldn’t have done it without a world-class sales force automation tool. Microsoft CRM is playing a central role in achieving this goal. ” Best Buy “For the first time, we have handshaking between sales and operations. Microsoft gives us real-time intelligence from sales through fulfillment. Life is better for our sales people and for our customers. ” The Virginian Pilot

STYLE GUIDE

Style Guide Drop shadows • • Under FORMAT, then under EFFECTS, select SHADOW, then always choose the first ‘Outer’ shadow on the left Drop shadows should be used on blue boxes, screen grabs and photos They should NOT be used on images of people that have no background. (See example on left) >> Do NOT put drop shadows on logos, text or intricate tables or charts. Avoid putting drop shadows on group products as it will put a drop shadow on text. Box colors • Light Blue for Quote Box >> • Dark Blue box treatment >> Box treatments • • Blue boxes should have the above formatted drop shadow White boxes should have a grey border color >> and have a 3 pt line weight Animation should be very minimal and only to illustrate a point To choose a different title image go to HOME, select LAYOUT X

Style Guide Font Treatment • • Calibri is the only font that should be used Title Page requirements – – – • Box font treatments – – • Title (Calibri 44) Use single word (Sales, Service, Marketing) Sub-Title (Calibri 32) Use ‘Introduction’ Presenter info (Calibri 20) Text (Calibri 18), Spacing (Multiple 1. 3), Highlight (Bold) Attribution (Calibri 14), Right justified Italics Bullet Slides – – Text size will automatically populate if you go to HOME, and select RESET. If those sizes do not fit with the amount of text on your slide please adjust. For example if you have only 5 bullet points use 18 point Calibri with 1. 8 line spacing. When writing a bullet slide keep in mind the length of the text. Bullet information that is similar in length is easier to read. Use these slides as template for slides you create • • For example 2 quotes on a page should be laid out like slide 2. Three quotes should be laid out like slide 4. Try to match the specifics of this template as much as you can to the slides you create.