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Coaching Clinic Schedule
2-16: Social Selling With Dynamics 365 : Leverage LinkedIn Sales Navigator (Susana Landeira, Social Selling Lead, USCMO)
2-21: Social Selling With Dynamics 365 : Leverage LinkedIn Sales Navigator (Susana Landeira)
2-22: Selling the Value of Dynamics 365 (Mike Ehrenberg, Technical Fellow)
2-23 Social Selling With Dynamics 365 Session 2, Social Selling Tools: Sociabble & Folloze (Susana Landeira)
2-24: The Power of the MS Platform in Dynamics 365 with PowerApps, Azure IoT & Cortana Intelligence (Ivan Labra, Sr PMM)
2-27: Dynamics 365 Compete Scenarios against SalesForce (Vince Bryden, D365 Sales/Strategy & Arjun Mehra, Sr PMM)
2-28: Microsoft’s Industry Strategy (Todd Bergeson, WW C&E Industry Marketing)
2-28 Dynamics Business Value Management Program (Jose Manuel Gomez, Director EPG Sales, D365)
3-1: Customer Insights & Social Selling tools included in Dynamics 365 (Alexandra Rijnoveanu, Business Solutions Architect)
3-1: How to Showcase Intelligent Customer Engagement Scenarios Within the CIE Experience (Jennifer Martin, CMO + Brainstorm)
3-2: Microsoft & Adobe Partnership (Gordon Smillie, WW Marketing Solutions Sales; Patric Timmermans, PMM; Bruce Swann, Sr PMM, Adobe)
3-2: How to Showcase Intelligent Customer Engagement Scenarios Within the CIE Experience (Jennifer Martin, CMO + Brainstorm)
3-3: Dynamics 365 Intelligent Customer Engagement in Action (Jujhar Singh, Corporate Vice President, D365)
On-Demand Links HERE
Name General DefinitionExamples
Manufacturing Retail Healthcare
Micro Vertical A subsection of a sub vertical focused on
specialized products or services
Dealerships and
maintenance
Boutique Oncology
Sub Vertical A subsection of a vertical market, focused on
providing goods or services to a particular
customer
Automotive Fashion Hospital
Vertical A market that meets the needs of a particular
industry by producing goods and services
Discrete
Manufacturing
Specialty
Retail
Healthcare provider
Industry/ Sector The aggregate of production in a given field Manufacturing Retail Health
•
•
•
•
•
•
•
✓ Turnkey solution for a business user
✓ 1st or 3rd Party delivered & supported
✓ Requires configuration not customization
✓ Targeted at Functional (e.g. Finance, Marketing)
or Vertical use case
✓ Good for quick POCs and accelerates
implementations
✓ No commitment to update or support
✓ Based on common tech and biz patterns
✓ Application around a specific business use case
✓ Maintained, supported and updated
✓ Extensible
✓ Microsoft application platform for
building business apps
✓ Fully supported as products
Business Application Platform
Cortana Analytics, IoT, Power BI, AD, XRM, Power Apps
WWCB motions to drive adoption• Vertically aligned sellers
• Partner recruit roles (PPD, PPR)
• ISV co-sell (PSE, ATU, STU)
• Early seeding by MCS, Engineering & One
Commercial Team
• Partner driven over long-term
Built by Microsoft
e.g. Anti Money Laundering
Business Application Platform
Cortana Intelligence, IoT, Power BI, AAD, Dynamics 365, PowerApps, Microsoft Flow, Common Data Services
Preconfigured Solutions
e.g. Remote Monitoring, Asset Management, Fraud Detection, Customer Service, Sales Productivity
Templates e.g. Vehicle Telemetry Analysis
No support planned
Support planned
Legend
Industry SaaS Solutions Delivery Strategy
Finished Solutions
e.g. Connected Field Service
Built by Partner
e.g. Patient Care CoordinationRetail ExecutionNext Best Offer/Action
Solution governance model
Build Vertical Based
Solution Momentum (~FY17)
• Initiate: Recruit, hire, onboard, ready,
and enable world-class
industry/vertical centric sales and
delivery resources
• Land: Vertical-based solution
opportunities/wins with Industry
relevant customers/partners in
priority markets
• Build: Strong multi-year pipeline
(FY17-19)
• Deliver: Customer approved delivery
and consumption plans
• Support: Customer commitment for
joint PR with signed release
agreement
Demonstrated Industry
Market Impact (~FY18)
• Ramp: Increased volume of vertical-
based solution opportunity/wins with
larger set of key customers/partners
in extended markets
• Grow: Increased “sold-in” and
delivered solution consumption on
Azure
• Evangelize: Published customer
evidence, demonstrated AR/PR
traction & momentum
• Expand: Vertical based solution
portfolio, geo coverage, &
sales/partner capacity expanded
Globally Recognized Industry
Solution Provider (~FY19)
• Scale: Selling industry solutions to
business leaders via pattern based
vertical-based solution
opportunity/wins
• Comprehensive: Vertical-based
solution portfolio with global
availability and supporting
sales/partner capacity
• Recognized: Industry leadership as
leading vertical-based provider
• Profit: Cost recovery and revenue
acceleration via demonstrated Azure
consumption revenue (over 3 years)
Retail Management (Retail)
Remote Monitoring (Manufacturing)
Predictive Maintenance (Manufacturing)
Connected Field Service (Manufacturing)
Retail Execution (Retail)(AFS)
Next Best Action (Banking)(Veripark)
Citizen Services (Government)(Avepoint)
Retail Personalization (Retail)(Plexure)
Customer Insight(Banking)
Patient Care Coordination (Healthcare) (Tribridge)
Connected Field Service (Government)
1. Inventory Optimization (Retail) (Neal Analytics)
2. Banking Screen (Banking) (Temenos)
3. Quote to Cash (Manufacturing)(Apttus)
4. ProperPay (Healthcare) (CGI Federal)
1. Trade Promotion Management (Retail) (Flintfox)
2. Asset Performance Management (Manufacturing) (Cognizant)
3. Risk Management (Banking) (VectorRisk)
4. Urban Mobility (Government)
5. Clinical Analytics (Healthcare) (KenSci)
6. Case Management (Government) (Grantvantage)
Solution
Microsoft Confidential
Steps
Bars + ++
C+E Industry Solutions – Live 17
Delivery Solutions + ISV Naming Notes Industry
Engage your
Customers &
Citizens
Empower your
Employees
Optimize your
Operations
Transform
Your Products
Delivered as 3rd
Party SaaS app
on AppSource
(customer can
deploy directly)
Banking Next Best Action (Veripark) Unchanged Banking
Government Citizen Services (AvePoint) Unchanged Government
Retail Personalization (Plexure) Addition of “Retail” to final name Retail
POP Retail Execution (AFS) POP in name as POP (Point of
Purchase) is/was existing AFS solution
Retail (CPG)
Health360 Care Coordination (Tribridge) Health360 in name as Health360
is/was existing Tribridge solution Healthcare
Delivered as
First Party
Solution
(needs an
SI/MCS
to deploy)
Manufacturing Connected Field Service Descriptive naming
remains constant in first party
Manufacturing
Banking Customer Insight Banking
Government Connected Field ServiceGovernment
Manufacturing Predictive MaintenanceManufacturing
Manufacturing Remote MonitoringManufacturing
Retail Management System Retail
C+E Industry Solutions – Upcoming 18
Delivery Solutions + ISV Naming Notes Industry
Engage your
Customers
& Citizens
Empower your
Employees
Optimize your
Operations
Transform
Your Products
Delivered as
SaaS app on
AppSource
by March 1
Manufacturing Quote to Cash (Apptus) Net new - replaces Connected Product
Innovation as unable to SaaS-ify in FY17Manufacturing
Healthcare ProperPay Claims Analytics
(CGI Federal) Previously Operational Analytics
Healthcare
Retail Inventory Optimization
(Neal Analytics)
Unchanged
Retail
Banking Screen (Temenos) Previously Fraud Management.
Screen is existing Temenos solution;
MS proposed name alteration would
represent extensive engineering and
content changes for partner
Banking
Delivered as
SaaS app on
AppSource
in Q4
Government Agency Case Management Names not final Government
Healthcare Clinical AnalyticsHealthcare
Manufacturing Asset ManagementManufacturing
Banking Risk Management Banking
Retail New Product IntroductionRetail
Government Urban Mobility Government
Goals & Objectives
Assumptions
• DT Landing page
• Existing gated content
• Nurture Stream
• Digital Transformation Forrester Webinar (Feb)
• PGA Golf Tour Webinars (Feb/Mar)
Content Pack 3
Hannover
Messe
Industry:
Manufact
uring
Transfor-
m
Products
Content Pack 1
NRF
Industry:
Retail
Pillar:
Engage
Customer
US Go-Live: March 20
Global Go-Live: April 21
Content Pack 2
HIMMs
Industry:
Health
Engage
Customer,
Empower
Employee
US Go-Live: February 15
Global Go-Live: March 29
US Go-Live: January 17
Global Go-Live: February 22
Content Pack 0
DT All-
Up
Content
Top-level
pillar
coverage
DT
Landing
Page
US Go-Live: December 14
Global Go-Live: February 1
• Retail eBook
• Engaging Customers eBook
• 1x infographics
• 2x blog posts
• 6 Nurture emails
• CPG webinar:POI/AFS 12/14
• Healthcare eBook
• Empowering Employees eBook
• Other non-gated content
• 6 Nurture emails
• Webinars with Health ISVs
By Industry View
By Role View
US Japan GCR France UK Australia WE Corp Total
Discrete Manufacturing 12 4 4 4 4 0 8 3 43
Retail and Consumer Goods 12 4 4 4 4 4 8 3 43
Banking & Capital Markets 12 4 4 0 4 4 8 3 39
Government 12 0 0 0 4 4 8 3 31
Health 12 0 0 0 4 4 8 3 31
Education 0 0 0 0 0 0 0 3 3
Managers 3 1 1 0 1 1 2 0 9
Total 63 13 13 8 21 17 42 18 199
US Japan GCR France UK Australia WE Germany Corp TotalIndustry PSS* 15 3 3 2 5 4 10 1 0 43Industry CSA/DSA* 30 6 6 4 10 8 20 2 3 89ISE* 15 3 3 2 5 4 10 1 0 43WW ISM 0 0 0 0 0 0 0 0 15 15Manager 3 1 1 0 1 1 2 0 0 9
Total 63 13 13 8 21 17 42 4 18 199
Industry POD
ATU/STU
ISV
GBB
MCS / SI
* : MCS WW Industry Team
GBB = Global Black Belt (L400 expertise)
Dev & Data BizApps Cloud Platform One Microsoft
Industry Solution Partner
Cortana Intelligence
SuiteSQL Dynamics 365 Power BI Azure Azure ML IoT Suite
Office 365, Office, Devices, HoloLens,
Yammer, Skype
Retail Retail Execution AFS ✓ ✓ ✓ ✓ ✓ ✓ ●
Retail Personalization Plexure ✓ ✓ ✓ ●
Retail Management N/A ✓ ✓ ✓ ●
Inventory Optimization Neal Analytics ●
Healthcare Operational Analytics CGI ✓ ✓ ✓ ✓ ✓ ●
Clinical Analytics KenSci ●
Care Coordination Tribridge ✓ ✓ ✓ ●
Manufacturing Connected Field Service N/A ✓ ✓ ✓ ✓ ●
Predictive Maintenance N/A ✓ ✓ ✓ ✓ ✓ ●
Remote Monitoring N/A ✓ ✓ ✓ ✓ ✓ ●
Quote-to-Cash Apttus ✓ ✓ ✓ ✓ ●
Banking Customer Insights VeriPark ✓ ●
Transaction Screen Temenos ✓ ✓ ●
Next Best Action VeriPark ✓ ✓ ✓ ✓ ●
Government CFS for Government N/A ✓ ✓ ✓ ✓ ●
Citizen Services AvePoint ✓ ✓ ✓ ✓ ●
Case Management GrantVantage ✓ ✓ ●
Key Built in
Coming soon
Works with
✓
●+
• BDM Decks for 5 Industries
• Solution deck for each solution
• How to Sell Academy Live presentations with ISV
• Blogs
• Demos - http://msindustrydemos.cloudguides.com
http://aka.ms/IndustryBDM
• Verticals: Retail, Manufacturing, Government, Banking• Video & Demo package:
• This package arms the field to demo and sell industry. This package includes:
• 1 overview video (5 minutes)
• 1 overview click-through demo (5 – 10 minutes)
• 5 persona videos (each 2 minutes in length) (ie – “sales manager” view; “COO” view etc.)
• 1 offline click-through persona demo with navigation (10 minutes) which puts the 5 persona demos into an asset that the field can use to present on the road.
• Collateral:
• D365 slides for Core Industry Decks
• We’ll use the BDM customer decks here as a starting point to select the solution(s) within that light up D365 most.
• D365 in xIndustry Fact Sheet
• 2 pager summarizing technical value/attributes which will be done after the core deck – this is net new/specific to the solution.
• D365 in xIndustry Brochure
• 3 pager meant to be a customer leave behind at the BDM level – this is net new/specific to the solution.
• Blog series on D365 in xIndustry
• This is 6 blogs, 3 photos, 3 graphics + Social Media posts (boiling the key point(s) down into post-able form)
• The Industry Content Team can give granular guidance on how to approach.
Work starting now, completion expected by end of April
US DT Days – Dynamics 365 DaysDay 1 March 7th, Partners & Industry Alignment
# Location Region Industry Play Partner
1 Seattle, Bellevue, WA West Retail UXC Eclipse
2 Silicon Valley, Mountain View, CA West Manufacturing Armanino
3 Irvine, CA West Professional Services Hitachi
4 Minneapolis, MN Central Manufacturing / Retail / Healthcare (P & P) FullScope (Mfg) / PowerObjects
5 Chicago, IL Central Retail Avanade
6 Detroit, MI Central Manufacturing MCA Connect
7 Dallas, TX Central Retail Avanade
8 Houston, TX Central Oil & gas (Field Services) Power Objects
9 Boston, MA East Manufacturing elogic
10 New York FSI East FSI Hitachi
11 NY Metro, NY East Retail Power Objects
12 Philadelphia, PA East Health Care (Payer / provider) Avanade
13 Atlanta, Alpharretta, GA East Professional Services AEC360
• Industry deep dives in district on March 7th; ; schedule subject to change.
• Varies by Geo based on market’s industry opportunity.
• Featuring “Go to” partners successful leading with Dynamics 365.
US DT Days – Dynamics 365 DaysDay 1 March 7th, Partners & Industry Alignment
• For questions on local agendas, contact your District Landing Lead
• or email
District/Region/Vertical GMs Dynamics 365 Landing Lead
EPG PacWest Jennifer Chason (SMITH) Jennifer Kim
EPG NorCal Kathleen Brown Rasam Tooloee
EPG SoCal Cathy Bender Leo Loro
EPG Desert Mountain JP Westwood Paige O'Brien
EPG Great Lakes Tracy Galloway Kaul Lefief
EPG Gulf Coast Craig Hodges Shonda Anderson-Williams
EPG Midwest Sherlaender Phillips Stephanie Howard (sthowar)
EPG Middle America Ervin Flores
Juliane Carlson, Dana McEachen, Chris
Ridolphi , Paula Meidel
EPG North Central Joyce Gottbetter Juliane Carlson, Molly Kuehl , Jay Lendl
EPG South Central Lane Sorgen Karen Downard
EPG Northeast Robert Davy Rick Wesley
EPG Greater Southeast Mary Carol Alexander Mark Storm
EPG New York Metro Laura Clayton McDonnell Ranjit Pabla
EPG New York FSI Edward Fandrey Robert Contreras
EPG Mid Atlantic D.P. Brightful Jay Curry
CA West Region Michael Clark Chris Perry (PHOENIX)
CA Central Region Stacy Trackey Meagher Mark Everix
CA East Region Karen Del Vescovo Heather Hall King
PubSec Federal Greg Myers Kevin Briggs
PubSec SLG Michael Donlan Dan Jones
PubSec Education Margo Day Rebecca Crowe
PubSec HLS Laura Wallace Rebecca Crowe
SMB Cindy Bates Alexis Mecca
