Break Out from a Sales Slump with Microsoft Dynamics CRM
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What’s On The Agenda Today
• Today’s Sales Challenges
• New Choices for Managing Customer Relationships
• Microsoft CRM Momentum
• Managing Sales with Microsoft CRM
• Demonstration
Key Challenges in Managing Sales
•Increased competition
•Ineffective lead tracking & follow-up
•Limited Cross-sell/Up-sell
•Lack of visibility into pipeline
•Lack of historical sales data
•Lack of forecasting process
•Manual or lack of proper sales process
•Lack of sales productivity
•Too much time spent in administrative/non-revenue activities
Decreasing Revenue Ineffective ForecastingIncreasing Sales Costs
Includes an end-to-end process that allows you to collect actionable information about each
customer
How to Manage Sales Challenges?
Creates a customer-
focused culture
Helps your employees analyze
customer information
Makes it easier for employees to
collaborate with internally and externally
A Winning
CRM Strategy
How is CRM Different from Contact Management?
Customer Facing• Sales, service, and marketing activities
Process-focused• Workflow drives consistent execution
Team-oriented• Collaborate with others inside and outside of the organization
A 2004 AMR Research study found that• 28 percent of CRM projects• 33 percent had
» Two-thirds of respondents were with the ease of use of their CRM system
» More than half of respondents were
with their CRM system's return on investment (ROI)
“First-Generation” CRM Problems
A 2005 Forrester Research study found that
What Do Businesses Need From CRM Systems?
• Reliable user adoption
• Great business fit
• Fast, flexible, and affordable technology
New Choices For CRM Systems Today!
Yesterday’s ChoiceYesterday’s ChoiceComplicated CRM Complicated CRM Systems That You Systems That You
OwnOwn
Generic Hosted Generic Hosted CRM That You CRM That You
RentRent
Microsoft Dynamics CRMMicrosoft Dynamics CRM
Customize to Your Business NeedsCustomize to Your Business Needs Easy to Get, Easy to Use – Easy to Get, Easy to Use – On-premise and/or On-premise and/or
HostedHosted
Today’s ChoiceToday’s Choice
Heavy, Heavy, complex, and complex, and
expensiveexpensive
Basic butBasic but““easy to easy to
get”get”
Microsoft Dynamics CRM At A Glance
• Over 7,500 customers
• Over 250,000 users
• Full suite of marketing,sales, and service
• Native Office experience
• Web services architecture
• Fast, flexible,and affordable
• Available in22 languages
Microsoft CRMMicrosoft CRM
Customer Growth WorldwideCustomer Growth Worldwide
FY03 FY04 FY05 FY06
100%100%
100%100%
100%100%
Small Businesses Large EnterprisesMidsized Companies
Strong Growth Around The WorldStrong Growth Around The World
The Power Of An Integrated Solution
SalesSales ServiceService
MarketingMarketing
Service-orientedService-orientedarchitecture builtarchitecture built
on industry standardson industry standards
Easy for users to Easy for users to adoptadopt
Easy for IT to manageEasy for IT to manage
Deploys on-premiseDeploys on-premiseor hostedor hosted
A complete CRM suiteA complete CRM suitethat utilizes thethat utilizes the
power and power and productivityproductivity
of the Microsoft of the Microsoft platformplatform
Customers Speak Out
““Quiznos successfully implemented Microsoft Dynamics Quiznos successfully implemented Microsoft Dynamics CRMCRMjust over a year ago for approximately 550 users. We are just over a year ago for approximately 550 users. We are planning on upgrading to version 3.0 to take advantage of planning on upgrading to version 3.0 to take advantage of several new features, including the addition of entities several new features, including the addition of entities along with advanced querying and exporting capabilities.”along with advanced querying and exporting capabilities.”
–– Kristie Reid, IT project manager, Quiznos Kristie Reid, IT project manager, Quiznos
““I was sold on Microsoft CRM the first time I saw it,”I was sold on Microsoft CRM the first time I saw it,”– John Walker, Sr. VP, Bus Dev, Phoenix – John Walker, Sr. VP, Bus Dev, Phoenix
SunsSuns
““Microsoft CRM is getting more powerful in the Microsoft CRM is getting more powerful in the marketplace.marketplace.It’s more accessible, the price is right, it’s easier to adopt. It’s more accessible, the price is right, it’s easier to adopt. Greater flexibility to automate existing business processesGreater flexibility to automate existing business processesis a critical win,”is a critical win,”
– Berhard McMahan, Chairman, JustGoodBusiness– Berhard McMahan, Chairman, JustGoodBusiness
Key Benefits Of Microsoft CRM
• Works the Way You Do– It’s an easy and natural way
for your people to use CRM
• Works the Way Technology Should– It’s fast, flexible, and affordable
• Works the Way Your Business Does– It can be tailored to fit each business
Microsoft CRM | Works the Way You Do
• Native
Microsoft
Outlook
Folders &
Command Bar
• Automatic
calendar,
contact, task
and email
synchronizatio
n
• Quick views
of relevant
information
Drivesales,
service, and marketing right from Outlook.
Track activities
with a single click. Share views
across your team.
Microsoft CRM | Works the Way Your Business Does
• Powerful reporting via SQL Reporting Services
• Take data into Excel while maintaining a live data link
• Secure, roles-based access at the database level
• Create workflow based on standard and custom entities
• Evaluate conditions and actions across systems
New LeadReceived
ExistingAccount?
CreateNew Acct
CreateNew Oppty
Assign toTelesales
AlertSales Rep
Y
N
Microsoft CRM | Works the Way Technology Should
Roles-BasedUser Experience
Roles-BasedUser Experience
Business Workflowand Visibility
Business Workflowand Visibility
Integration andExtensibility
Integration andExtensibility
• Use Outlook, browser, or mobile device
• Get just the right tasks to each user
• Intelligent links to Microsoft Office
• Drive more consistent process execution
• Tailor the system to fit your business
• Get instant visibility and alerts
• Web services architecture
• Connect multiple systems in real-time
• Easily import & export data
Microsoft CRM Delivers Customer Choice
On-PremiseOn-PremiseMicrosoft CRMMicrosoft CRM
Partner-HostedPartner-HostedMicrosoft CRMMicrosoft CRM
On-PremiseOn-PremiseMicrosoft CRMMicrosoft CRM
Partner-HostedPartner-HostedMicrosoft CRMMicrosoft CRM
Start hosted orStart hosted oron-premise,on-premise,
and migrate easilyand migrate easilyif your needs changeif your needs change
Managing Sales with Microsoft CRM
Business Intelligence
•Out-of-the-box & ad-hoc reports
•Refreshable Excel reports
•Predictive analytics
Manage Leads•Automatic contact synchronization
•Single customer list•Automatic Email tracking
ManageOpportunities
•Process specific tasks & reminders
•Streamlined sales process
•Quick campaigns
Manage Orders•Built-in product catalog
•Built-in invoice management
•Automated Sales order processing
Sales Demo
Microsoft CRM | Sales Key Benefits
• Manage work more easily by managing customer email, appointments, tasks and contacts from a single business application, Microsoft Outlook
• Improve sales qualification by spending time with the right leads and prospects, establishing consistent follow-up processes and automated sales activities with workflow tools
• Increase sales success and shorten the sales cycle with lead and opportunity management, sales process management and competitor tracking
• Grow your pipeline by using wizard-driven sales and marketing tools to cultivate new prospects and keep customers informed of new product and service offerings
• Analyze sales performance with comprehensive reporting tools that enable you to forecast sales, measure business activity and performance, and identify trends
• Increased sales productivity
• 50 percent reduction in marketing expenditures
• Closer relationships with customers
• Deployed Microsoft® CRM
• Integrated with Microsoft Business Solutions–Great Plains®
• Deployed Microsoft SQL Server™ 2000 to store data
• Needed something other than accounting system to manage leads
• Needed full-fledged customer relationship management (CRM) system to expand marketing channels and speed growth
Music education company boosts sales productivity, reduces marketing costs by 50%
“Whereas our staff of 5 were able to contact 10 leads a day before, they’re able to contact 20
today.”
Brian Healy, Vice President of Sales and Marketing, Kindermusik International
Customer BusinessChallenge Solution Customer
Results/Benefits
Customer BusinessChallenge Solution Customer
Results/Benefits
• Improved efficiency by 25 percent
• Increased sales opportunities
• Reduced administrative costs by 15 percent
• Saved U.S.$30,000 per year coordinating sales pipelines
• Improved services
• Implemented Microsoft® Business Solutions CRM as a centralized repository for all customer information
• Deployed Microsoft SQL ServerTM 2000 for its database solution
• Connected disparate systems with Microsoft BizTalk® Server 2004
• Needed to improve cross-departmental sales opportunities
• Wanted to take advantage of existing IT systems and custom applications
• Needed better sales forecasting
Construction company implements CRM solution, increases efficiency by 25%
“Our company isn’t big enough for a full-blown ERP system, but we’re sophisticated enough to want that
kind of detailed view of data. Microsoft CRM is the perfect balance.”
Bob Frey, Vice President of Service Sales, McKinstry Company
Microsoft CRM | Next Steps
• Choose Microsoft CRM for the technology and platform to manage sales in your business
– Outstanding user experience and user adoption
– Great business fit and visibility into results
– Scalable and secure platform with great extensibility
• Define a complete CRM solution and plan that includes people, process, and technology
– Microsoft and its global network of partners are committed to your success
© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.