What's New With Microsoft Dynamics 365

Editor's Notes

• #7: What makes Dynamics 365 unique is that it harnesses the power of One Microsoft. Deep integration between Dynamics 365 and Office 365 brings together the two worlds of business process and personal productivity. We surface familiar tools like Excel and Word within the context of business processes, significantly increasing productivity and decreasing context switching. Power BI and Cortana Intelligence are natively embedded into Dynamics 365 business applications for predictive insights, prescriptive advice and actionable next steps. Additionally, Azure IoT brings device data to enable preemptive action in business functions like field service.   Businesses can also adapt and innovate in real-time with a common data model and an extensible business application platform, including PowerApps, Flow and Power BI Embedded. Microsoft AppSource has also been introduced, allowing business users to easily find and evaluate line of business SaaS applications from Microsoft and our partners, across Dynamics 365, Office 365, Cortana Intelligence and the Azure platform.  EXAMPLES TO ROMANCE ON THE VALUE OF DYNAMICS 365- Data has become the new currency, and organizations create and have access to more of it, and faster than ever before. The challenge is how to transform it into intelligence that generates action and drive outcomes. Dynamics 365 will allow organizations to adopt individual business apps such as Marketing, Sales, Service and Operations, but as organizations adopt more of the apps, synergies will be unleashed in the form ‘Intelligent Business Processes’.  This will help proactively guide employees & customers to generate optimal outcomes.   As an example – you can adopt Sales for Salesforce Automation, create quotes with standard prices and so on…. But if you have both the Sales and Operations Apps the pricing that will show up when you quote customers will consider tax rules, pricing & discount calculations from the Operations App, and it will automatically impact the inventory and manufacturing forecasts in the Operations App for more accurate and cost effective planning.   Another example could be derived from Project Service Automation. Project teams can use it as standalone app in close alignment with Office 365, but when combined with Operations, the time and expense reports that project members submit, will automatically go to account, HR and Payroll systems, and Project Accounts will be automatically updated for Finance in the Operations App.   It sounds basic… but the fact is that the classic delineation between CRM and ERP has created a separation in data and processes. Dynamics 365 breaks down this separation, and our business platform strategy together with CIT and IOT is centered on enabling this to new levels.  
• #8: Know exactly which leads to go after with lead scoring and prioritization that show a lead’s likelihood to convert and likelihood to contact, based predictive intelligence. Sell smarter with signals from Office 365 and Dynamics 365 that reveal relationship health, risk, and next best action, allowing your sales team to focus on the most important prospects and customers. Live, pre-built dashboards and reports have drill-through, interactive, and visual capabilities ensure that actionable insights are easily accessible so sales teams can make better, faster decisions. Increase opportunity size while building trust with cross-sell recommendations tailored to your customer’s needs.
• #9: Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged.   Find more high-quality leads by using social to identify and act on buying signals and create leads based on social posts. See a snapshot of social activities through embedded buzz volume, trends, and sentiment analysis. Reach out to new contacts through mutual connections and see response rates soar. The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications.   Reduce the time your sales team spends searching for and creating personalized sales documents with real-time co-authoring. Work together to co-author documents, such as sales proposals, in real-time. Provide access to the sales documents directly from the opportunities you are working on and enable simultaneous collaboration and editing of those documents. Real-time presence shows where the co-authors are working in the document. Additionally, see changes to content as they happen.   Tap into the collective wisdom of the organization, whether it’s sharing meeting notes with the sales team or finding answers from experts across geographies and functions. Easily share conversations, events, notes, and documents with colleagues, even if they aren’t users of Dynamics 365 for Sales. Embedded OneNote facilitates note taking and sharing directly from within the sales application. Easily capture pictures and hand-written notes for sharing with the sales team.   Relevant content comes to you based on what you are working on and who you’re are working with. No need to waste time searching for or requesting and waiting for that presentation your colleague presented recently.
• #10: To enable organizations to digitally transform, to grow, evolve and transform to meet the changing needs of customers and capture new business opportunities we’re delivering Microsoft Dynamics 365 – the next generation of intelligent business applications in the cloud. Designed to be personalized, enable greater productivity, deliver deeper insights and adapt to business needs, these applications break down the silos between CRM and ERP and bring together the full power of Microsoft across productivity, advanced analytics, Power BI and IoT, with the strength of Azure and a new application platform and common data model, to help organizations accelerate their digital transformation.   Dynamics 365 completes Microsoft’s intelligent business cloud. It brings together their industry leading CRM and ERP cloud offerings into one cloud service with specific, purpose built, applications that are designed for roles, industries and key business functions, including: Sales, Customer Service, Finance, Field Service, Operations, Marketing and Project Service Automation. These applications can be deployed independently, so organizations can start with and pay only for what they need and grow at their pace to run their entire business in the cloud.    It enables greater productivity by bringing together the two worlds of business process and personal productivity. Dynamics 365 deeply integrates with the familiar Office 365 applications enabling them to use their productivity applications in the context of their business processes, roles and jobs. It delivers deeper business intelligence by natively embedding Power BI and Cortana Intelligence to help companies achieve their business goals with predictive insights, that proactively guide employees and customers to optimal outcomes. It introduces an adaptable platform with the new common data model and extensible business application platform to enable organizations to transform at the speed of business to meet to market demands and innovate in real-time. Role based solutions built to deliver customer engagement
• #11: Today, the process of engaging customers can't be one-size-fits-all. It needs to be adaptive across all touch points and within the context of who your customer is and what they are doing. Microsoft Dynamics enables your company to build customer trust, loyalty, and insight, while also enabling your sales, service, and marketing professionals to be as productive as possible. With Dynamics 365, we help your company deliver exceptional customer experiences.
• #12: Sales leaders want technologies that directly enable reps to sell more. The more directly a digital technology enables sales rep performance, the greater value sales leaders assign it. The sales function is about building personal relationships with customers. These relationships provide insights and new opportunities. With the new Relationship Insights capabilities, sellers will be able to define customer engagement and use insights to deliver the next best engagement. Relationship analytics: Using rich signals from Exchange and Microsoft Dynamics CRM you are able to automatically determine relationship health, risk and next best action, allowing your sales team to focus on selling to the right account at the right time. Email engagement: Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged. Auto capture: Automatically capturing data from email eliminates manual entry and ensures that relationship data is kept up-to-date. Relationship assistant: The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications. If you have a distributed sales organization, Partner Hub allows you to manage your partner lifecycle gaining visibility into partner opportunities, providing deal management and exposing field and project service functionality to your partners to improve partner loyalty and increase channel sales. Partners can include resellers, distributors, VARs, agents, dealers, OEMs, ISVs, systems integrators, franchisees, brokers, influencers, analysts, manufacturers’ reps, customers, or retailers.  Partner lifecycle management: Recruit, onboard and strengthen your partner channel through deeper enablement and activation. Accelerate your partnership’s time to revenue and work to reach the strategic goals of your channel strategy. Dashboard: The partner dashboard gives partners a quick view of their interactions across opportunities, cases and other relevant information that their vendor has provided access. Deal registration: Allow vendors to gain early pipeline visibility through deal registration which provides deal protection and authorization for additional discounts, rebates, and benefits to help win the deal. Multi-partner collaboration: Allow multiple partners to collaborate on the same opportunity to maximize selling and implementation experiences. Layout and manage any business process with easy-to-use interface. Achieve sales goals by creating approval processes for discounts, rebates and more. Kick off workflow in operations when a prospect completes the sales process. And send notifications to manager when a prospect transitions from one stage to another. Configure actionable, rule-based recommendations that help sellers offer the best product bundles. Turn work into play by letting sales reps team up to collaborate and compete in fun, engaging competitions. And with highly visible contest results, sales reps are motivated to perform their best for themselves and their teams, leading to increased sales performance, productivity, and adoption of business applications.    
• #13: Sales leaders want technologies that directly enable reps to sell more. The more directly a digital technology enables sales rep performance, the greater value sales leaders assign it. The sales function is about building personal relationships with customers. These relationships provide insights and new opportunities. With new Relationship Insights capabilities, sellers will be able to define customer engagement and use insights to deliver the next best engagement. Relationship analytics: Using rich signals from Exchange and Microsoft Dynamics CRM you are able to automatically determine relationship health, risk and next best action, allowing your sales team to focus on selling to the right account at the right time. Email engagement: Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged. Auto capture: Automatically capturing data from email eliminates manual entry and ensures that relationship data is kept up-to-date. Relationship assistant: The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications. If you have a distributed sales organization, Partner Hub allows you to manage your partner lifecycle gaining visibility into partner opportunities, providing deal management and exposing field and project service functionality to your partners to improve partner loyalty and increase channel sales. Partners can include resellers, distributors, VARs, agents, dealers, OEMs, ISVs, systems integrators, franchisees, brokers, influencers, analysts, manufacturers’ reps, customers, or retailers.  Partner lifecycle management: Recruit, onboard and strengthen your partner channel through deeper enablement and activation. Accelerate your partnership’s time to revenue and work to reach the strategic goals of your channel strategy. Dashboard: The partner dashboard gives partners a quick view of their interactions across opportunities, cases and other relevant information that their vendor has provided access. Deal registration: Allow vendors to gain early pipeline visibility through deal registration which provides deal protection and authorization for additional discounts, rebates, and benefits to help win the deal. Multi-partner collaboration: Allow multiple partners to collaborate on the same opportunity to maximize selling and implementation experiences. Layout and manage any business process with easy-to-use interface. Achieve sales goals by creating approval processes for discounts, rebates and more. Kick off workflow in operations when a prospect completes the sales process. And send notifications to manager when a prospect transitions from one stage to another. Configure actionable, rule-based recommendations that help sellers offer the best product bundles. Turn work into play by letting sales reps team up to collaborate and compete in fun, engaging competitions. And with highly visible contest results, sales reps are motivated to perform their best for themselves and their teams, leading to increased sales performance, productivity, and adoption of business applications.    
• #14: This Fall, there are updates to the Insights feature. The new reimaged user experience is more intuitive and faster to navigate, so salespeople can get the customer insight they need to stay informed and walk into meetings prepared (updated narrow mashup, new icons for quick and easy sync or adding to Watchlist; easy access to Insights, Research or Contacts; expanded view leverages 3 column format that is more consistent with Dynamics 365) The new Discovery center lets sellers search for new prospects and add them to CRM. In addition, they’ve improved some of the administrative tasks for Insights. The user and organizational preferences for Insights is now part of the Dynamics 365 experience. Sales organizations can determine how Insights data syncs to available fields within Dynamics CRM Online using customized field mapping. Suppression of social feeds can be controlled at the admin level so companies can decide if and when they want their sellers to view social data. Additionally, salespeople can view contacts in a familiar grid view that allows for sorting and filtering. They can preview contact information before adding it to Dynamics CRM Online, and they can add multiple contacts at once as well by leveraging multi-sync functionality. Users can also personalize how they want to consume the social media information brought to them by Insights. They can simply drag & drop a column to the desired location on the form.
• #15: Microsoft Social Engagement is available to Dynamics 365 application and plan subscribers at no additional cost. With social being such a key piece of digital transformation, our customers are using this across multiple teams and departments. With over 4,500 active customers, it’s among the top social engagement and analytics tools worldwide for its number of active users and customers. Microsoft Social Engagement provides industry-leading social intelligence capabilities, backed by a simple and intuitive interface to boost productivity and ensure everyone in your organization has access to these key social insights. [CTA suggestion for sellers] If your organization has subscriptions to Dynamics 365 for Sales, Customer Service, Field Service, Project Service Automation, or Plan 1 or 2, all you need to do is have your administrator enable Microsoft Social Engagement. If you’re not yet a Dynamics 365 customer, Microsoft Social Engagement is a great reason to choose Dynamics. Contact your account manager for more information on how to get started, and learn more about Dynamics at microsoft.com/Dynamics365!
• #16: Let’s take a look at what’s new in Microsoft Social Engagement over the last few months. As a reminder, Microsoft Social Engagement helps you harness the power of social to achieve real business results in marketing and PR, customer service, sales and across the organization through listening, analytics, and engagement capabilities. Social Selling Assistant: Social Selling Assistant uses smart, actionable, personalized recommendations to help sellers build a credible social presence and keep them up to date on what’s going on with key brands, customers, and competitors. Engagement reporting: Newly released, this PowerBI content pack allows social engagement teams (whether that be customer care teams or community managers) and their managers to track key engagement KPIs from Microsoft Social Engagement. It is available for both free and paid users of PowerBI so everyone in your team can take advantage of these insights. Author tags: Easily create author-specific workflows to ensure influential or important customers’ comments never get passed over by mistake with new author tags. We’re always adding new markets and new languages to ensure Microsoft Social Engagement meets the needs of our global customers. Today, Microsoft Social Engagement is available in 124 markets and 25 languages, with native sentiment analysis in 19 languages. In today’s social world, it’s important to keep up with the new social media channels your customers are using to converse. We recently added Instagram, Reddit, Disqus, and additional news sources to our list of data sources, so you can ensure your team knows what customers are saying, and where they’re saying it. We’ve also added the ability to share content to LinkedIn. In the fall, Microsoft Social Engagement joined the Dynamics 365 family: we’ve built, and are continuing to improve, the deep integrations with purpose-built applications for Sales, Customer Service, and beyond so your organization can access the functionality they need without losing time switching back and forth between different platforms. [NOTE FOR SELLERS USING THIS DECK: there may be some networks customers ask about that MSE does not yet include in its list of sources. Some you may hear about are: Snapchat (they don’t offer any external APIs), WeChat, Sina Weibo, and other popular APAC-based social networks. We don’t offer newsfeed data from LinkedIn (they don’t share that content through their APIs)]
• #17: SOCIAL SELLING Great customer engagement allows your customers to engage with you on their terms while empowering your sellers with customer behavior, trends and potential value to build and develop customer relationships. Make connections Source high-quality leads by using social to identify and act on buying signals, then create new leads based on social posts. Sell wherever customers are—the modern customer journey crosses multiple platforms and channels, and Dynamics 365 enables a true omni-channel selling experience. Gather intelligence Stay in touch with what your customers, competitors, and industry are saying through social analytics around buzz volume, trends, sentiment analysis, and more. Build credibility Sellers can build their social presence and credibility by sharing knowledge about your company, products, and industry, then participate in relevant social conversations to be recognized as a thought leader, all without leaving Dynamics 365.   Improve response rates  Automatically route posts containing purchase intent to your sales team, then engage contacts with relevant content. Reference: https://business.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/pdfs/linkedin-state-of-sales-2016-report.pdf
• #22: Thanks for joining me today – happy selling!