Cross-sell from Office 365 to CRM Online CLM SELL GUIDE FOR CRM ONLINE

Customer profile Did you Know? Upselling opportunities Customer bought Office 365 and is trusting the cloud. Look for customers that • Gartner, a leading independent research firm, recognized Dynamics CRM as • Shared Microsoft development teams means native look and feel between Office are still using Excel or Business Contact Manager (Office) for tracking customer a Leader in its “Magic Quadrant for Sales Force Automation.* and CRM Dynamics relationships. Also look for customers that do not have an integrated CRM • 73% of marketers view customer centricity as critical to the success of their business. • Sales force automation, marketing automation, case management, social solution or using competitor solutions (Salesforce.com). - Forbes integration and rich BI (Business Intelligence) capabilities. Business Anywhere Connect with Customers Connect to Information Remotely Enable Mobile Workforce Track all customer interactions Understand customers/the business Respond quickly to customers needs CUSTOMER UPGRADE CONVERSATIONS

• How do you build on Office 365 to • Does Office 365 meet all your needs for your • How can you build on your Office 365 • What improvements would you like to see to • Can you spend more time with customers and empower remote sales, marketing and case sales people to be fully productive in the platform to gain greater insight on your your current methods of tracking and less time on routine tasks and deepen and management remote workers to connect field? customers? reporting on customer critical data? personalize customer relationships? better with customers?

TOP BUSINESS NEEDS

• Connecting with your customers and • Modern meeting capabilities empowering • Greater understanding of customer needs • Find and capitalize on the best opportunities. • Boost your sales and service staff productivity teams and being able to work anywhere sales people to stay connected and requirements • Engage customers win sales and build loyalty • Spend less time tracking business process and • Take your sales office anywhere across • Sales people to get access to customer • Gather relevant information about customers • Track data from multiple sources, internal and more face-to-face selling time Windows, Android, and IOS devices intelligence across devices when mobile to personalize interactions external

WHY CROSS-SELL FROM OFFICE 365 TO CRM ONLINE

• You can get IM, screen share, file sharing • Combine audio, video and web meetings • You can combine Office 365 and CRM Online • You can analyze sales performance, drive • Improve customer service. Shorten the sales and talk or video chat to your customers through Office 365 with ability to discuss to give sales teams the Office tools they pipeline goals, prepare forecasts and manage cycle and automate repetitive processes by right in your documents. pipeline opportunities and contacts in real already prefer. View information about your team activities (Power BI and CRM Online having forms such as accounts, contacts, leads • Help you prepare for your customer time ( embedded in CRM Online) customers regarding sales activities, cases • You can use Excel Online to do quick opportunities and cases at your finger tips meetings, review sales proposals, take • Stay connected to customers from and opportunities in Outlook. customer analysis right from CRM Online wherever your are. notes and get proactive insight about anywhere using • Take notes, photos, voice notes and free- • Drive insights and better decision making • Get content that’s most relevant regarding your customers. • With the new CRM for form drawings during a customer meeting in with rich dashboards. Easily retrieve data from your customers and what's trending around • Be productive wherever. You can access phones app, enjoy the same great mobile OneNote and embed it directly in your CRM CRM Online for self-service business you customer information on your phone, experience on your phone as you do on your record intelligence (Office 365, BI and CRM Online) • Personalize Interactions. Information based on Microsoft Surface, or on your iPad tablet customer history to inform interactions

COMMON QUESTIONS AND OBJECTIONS

• How can CRM Online help build our • How can I build social communities to help • How can I leverage integrated cloud • How can CRM online and Office 365 help me • What are accounts, contacts, leads, customer relationships? communicate and collaborate effectively? technologies to improve online get better insight on my customers and opportunities and cases used for?  CRM Online provides secure, reliable access  Yammer gives you a central place to have collaboration with my customers? business?  Account and contact records store information to detailed account information, conversations, create and edit documents,  A CRM Online subscription does not include  You can share data and insights with your about customers. Leads are for potential sales. If streamlined business processes, rich and share information. Office 365 and Office 365 applications such as Exchange team by publishing data and reports in the all goes well, after you nurture a lead, you’ll be collaboration tools, and more, all within an Yammer helps build a community with your Online or SharePoint Online. You can cloud with Power BI sites. You can create able to promote it to an opportunity. You store affordable, easy-to-use cloud solution. customers and partners with private significantly enhance your company’s online, visualizations to better understand your all the data about customer issues or questions CRM Online is designed to meet the needs community sites. Employees will see posts in collaborative experience by integrating Office business and your customers and drive better in a case. Cases can originate from phone calls, of small and midsize businesses and helps a newsfeed and be able to join in 365 applications with your CRM Online decision making with rich dashboards (Office email, inquiries on your website, or even from companies deliver amazing customer conversations. subscription. 365, Power BI, CRM Online) posts on Facebook or Twitter experiences.

RESOURCES

Learn about Microsoft Dynamics solutions for Connect Microsoft Dynamics CRM to Yammer Office 365 and CRM Online Use Power BI with Microsoft Dynamics CRM Gartner Magic Quadrant for Sales Force small and midsized businesses Online Automation* Cross-sell from Office 365 to CRM Online 365 CLM SELL GUIDE FOR CRM ONLINE Customer profile • Upselling opportunities Customer bought Office 365 and is trusting the cloud. Look for customers that Did you Know? • Shared Microsoft development teams means native look and feel between Office are still using Excel or Business Contact Manager (Office) for tracking customer • Gartner, a leading independent research firm, recognized Microsoft Dynamics and CRM Dynamics relationships. Also look for customers that do not have an integrated CRM CRM as a Leader in its “Magic Quadrant for Sales Force Automation.* • Sales force automation, marketing automation, case management, social solution or using competitor solutions (Salesforce.com). integration and rich BI (Business Intelligence) capabilities.

Grow Efficiently Safeguard your business

Scalable on demand Affordable Use Based Technology Update to Latest Technology Provide Security Provide Customer Privacy

CUSTOMER CROSS-SELL CONVERSATIONS

• Is your business and sales team growing • Now that you’ve improved efficiency and • Are you still on older versions of line of • What concerns do you have around mobile • How do you keep pace with changing fast and do you need affordable reduced costs with Office 365, what if there business applications such as CRM system data security. compliance demands and ensure you comply technology solutions as you grow? was an affordable compliment to Office 365 or do you not have a CRM system? • How do you know your customer data is with organizational procedures? • Can other cloud services help you reduce with a wide range of productivity tools for • What if a complimentary solution to the protected? • Do you work in a regulated industry where costs and increase productivity? improving customer engagement? key features of what you use today could • What concerns do you have in this era of data compliance policy and stipulations govern make your workers more productive? hacking and information breaches? your business?

TOP BUSINESS NEEDS

• Scale your business quickly as you add • Reduce your capex with monthly opex • Be always up-to-date • Role-based security for advanced protection • Reduce risk with easier compliance across your customers • Increased productivity through • Only license what you need • Records-based security to control access systems and documents built into the • Add new sales and service employees and improving customer relationships • Increased productivity with adaptable rights to specific records applications that you use every day. apps efficiently and easily and can reduce Get end-to-end view of your features using the latest technology aligned • Field-level security to restrict access to high • Adherence to policy required for regulated costs associated with on-premise customers interactions so that you can to business needs business impact fields for specified users or industries for compliance deployments effectively anticipate their needs teams. WHY CROSS-SELL FROM OFFICE 365 TO CRM ONLINE

• No burden of traditional software • CRM Online is purchased as a low-cost • Never buy CRM Online again, as CRM • Enhanced levels of security so that users • Have full peace of mind on compliance issues. deployment when you grow your business subscription, rather than a large upfront Online is always up to date. Microsoft will only access information they are authorised There are industry specific compliance and bring on new users payment unobtrusively provide updates to view requirements with CRM Online, which are • Feels and functions like Office. Powerful • You can access CRM Online on 5 PCs and • Have control over when updates are • Ability to categorize users by role and independently verified to maintain experience across devices reduces training Macs (work and home), and all your mobile provided and maintain continuity in features support data sharing for a specified compliance with a broad range of standards costs and increases productivity devices, with just 1 license per year collaborative effort

COMMON QUESTIONS AND OBJECTIONS

• Why is CRM Online better than • I don’t want to subscribe to CRM Online • I want to control my upgrade process. • We are concerned about security of our • How does Microsoft help with me with Salesforce.com?  Subscribing to Office 365 extends the benefits  Continuous deployment and update customer data. regulatory requirements for CRM Online?  Native Outlook and Office of the cloud providing an affordable always up management features are designed to deliver • Microsoft Dynamics provides a security model  Microsoft offers customers a comprehensive set  40-50% cheaper to-date access to data anywhere from any the best experience with minimal effort, that protects data integrity and privacy, and of security and privacy safeguards incorporated  Affordable storage device flexible update management and simplified supports efficient data access and in the Online Services Terms that addresses  Work offline-online • I’ve already got tools for sales force administration. You have control over when collaboration. This provides users with access privacy, security, and handling of customer  Social Analytics automation the updates are applied so that you can plan only to appropriate levels of information that is data. This provides the peace of mind for  Email marketing  You will want a unified experience to your upgrades effectively at a time that suits required for their jobs and categorizes users by compliance and privacy issues  Contextual Office 365 productivity maximize adoption and productivity. the needs of the business. role and prevents access to specific records.

RESOURCES

Salesforce.com vs Microsoft Dynamics CRM Microsoft Dynamics CRM Pricing and licensing Plan for Microsoft Dynamics CRM Online Security Model of Microsoft Dynamics CRM Microsoft Dynamics CRM Trust Center deployment