overview presentation and screen shots (with notes)SmartCatalog 2010 for Microsoft Dynamics CRM

1. Guided Selling Overview & Demonstration

2. An Introduction to Endeavor Commerce Product SmartCatalog History: Microsoft ISV since 2000 DCRM ISV Partner since 2006 Show & Launch Tour Sponsor Mission: Helping customers be highly successful selling complex products and services Focus: Higher quality leads and fast, accurate quotes and orders across all selling channels Partnerships: Premiere and Alliance Partners

3. Before SmartCatalog: Quote to Order Nightmare 37-39 36 35 10,11 Admins 9 14,15 Regional Manager Service 26 31-34 16,17 18,19 29 Sales Engineer Unit Staff 22 25 30 5 Business Unit Mgr. 28 Warehouse 20,21 12 27 23 4 8 24 Real Example 13 6 7 3 2 Dealer End User Engineering Staff 1

4. Before SmartCatalog: Real Financial Consequences Revenue Costs Customer Sat Margin

6. From 39 to 15 steps

7. From 29 to 5 touch points1,2 3 Sales/Dealer End User Engineering Staff

8. SmartCatalog and Dynamics CRM Core functionality includes account, contact and opportunity management; sales solution functionality (such as sales configuration, quote management and content management); and sales operations support. In many cases, an SFA application will combine several functional components, some that will require third-party vendors. Gartner, Magic Quadrant for SFA, SmartCatalog™ is a best-of-breed quoting, guided selling and sales configuration solution which extends fast, accurate quotes and orders directly from Dynamics CRM to all revenue channels.

9. A Breakthrough Opportunity with SmartCatalog

10. Integration with Dynamics CRM Sales Channel Web Channel Dynamics CRM Client SmartCatalog Sales Edition SmartCatalog Portal Edition Workflow Dynamics CRM Database SQL Server Dynamics CRM API Web/Application Server(s) SmartCatalog Admin Application

11. Business Impact of Stream-lined Quote-to-Order Process Reduce Costs Eliminate re-quotes and reduce returns with accurate quotes and orders. Reduce cycle time with streamlined and automated quote-to-order process. Reduce FTE required to support quote-to-order process. Reduce sales support costs with web self-service.

13. Get it right the first time.

14. Increase quoting efficiency = more time to add value to customers.

15. Reduce goodwill margin loss due to re-quotes.

16. Allows partners/customers to quote/order 24/7 when they need it via the web.

17. Service new, untapped markets/geographies via the web.

19. Diverse Customer Success

20. Why SmartCatalog vs Other Solutions? Guided Selling: Simplifying the buying process Publish a dynamic Virtual Advisor to all selling channels that make the CPQ (Configure, Price, Quote) process fast, easy and accurate. Publish different Advisors for different audiences that incorporate profile elements and conditional branching along with abilities to call on external systems for data an intelligence. Virtual Advisors for all selling channels including direct sales agents through CRM and indirect sales agents through integrated b2b and b2c portals. Superior functionality and usability. Quote basket provides the ability to have multiple configurations per quote/order/opportunity which is a critical requirement for many customers. Work-flow within DCRM allows a user to create a quote/opportunity/order by clicking on SmartCatalog button without having to first create a quote/opportunity/order record. Admin Tool is highly intuitive (critical success factor is ability for customer to own solution). Extended to the web. SmartCatalog Portal Edition extends the same capabilities to the web for partners and customers enabling an integrated front office strategy. Superior technology and seamless integration with Dynamics CRM. Thin web apps with a light technical footprint vs. yet another platform/database to integrate and maintain. All data (including catalog, guided selling and rule definitions) is stored in DCRM database reducing the number of databases and integration points. .NetWeb app architecture utilizing web services for integration and extensions

21. Demonstration

22. Scenario 1:Sales Person Generates Quote

24. You can add a stand-alone quote, an opportunity or a stand alone order.

26. Select the appropriate price list.

27. Create either a Quote, Opportunity or Order

29. All catalogs are displayed under “build a solution” on the home page by catalog series. In addition, all guided selling trees are listed under “solution advisor” putting everything just one click away.Catalog Series Catalogs Guided Selling Trees

31. Catalogs have flexibility to be structured to handle a variety of verticals. Current SmartCatalog customer verticals include manufacturing, telecommunications, services (on-line yellow pages, Monster.com, education), technology and healthcare.

32. Catalog is where rules (simple includes/excludes to very complex calculations) and sales/rule messaging (green dialogue box below on mouse over) can be enforced.Categories Recommendation Alert Description field pulled in from DCRM.

34. From here they can go back into another catalog and continue adding products and services or manage discounts and add custom products.

35. Once they click on the save button, everything is saved to CRM.Discount by configuration level or by item level Discount by dollar amount or by percentage Save the quote to CRM

37. All products from the SmartCatalog session are loaded into the quote, opportunity and/or order under “products”. Custom products are written into “Write-In Products”.

38. The SmartQuote button generates a physical output which can be in Word, PDF or Excel.

39. To edit the quote simply hit the SmartCatalog icon and it will take you back into the basket page with your existing products and any discounts applied.The quote/opportunity/order is created for you with all the appropriate information SmartCatalog updated all the products selected in SmartCatalog SmartCatalog updated the total

42. Content is added to the home page to drive partners to log in and process quotes and orders.

45. Quotes, opportunities and orders are then created in Dynamics CRM using the same catalog, rule and guided selling capabilities seen on the previous slides.

46. The SmartCatalog rules are enforced to ensure the partner and customers are creating quick and valid quotes and orders.The Portal Edition gives you access to your Profile, Quote and Order History

48. Catalogs have flexibility to be structured to handle a variety of verticals. Current SmartCatalog customer verticals include manufacturing, telecommunications, services (on-line yellow pages, Monster.com, education), technology and healthcare.

49. Catalog is where rules (simple includes/excludes to very complex calculations) and sales/rule messaging (green dialogue box below on mouse over) can be enforced.Categories Recommendation Alert Description field pulled in from DCRM.

51. View all contents of the configuration(s)

53. Include Notes for your sales rep.

57. The Quote Name typed in on the web is saved to CRM.

58. At this point the sales rep can use SmartCatalog to edit/update the quote for the dealer/distributor.The quote that was created by the distributor is saved into CRM along with all appropriate information. SmartCatalog updated all the products selected by the distributor on the Portal SmartCatalog updated the total

60. He or she can update the configuration and save it back to CRM.

70. Catalogs are built using products that exist in the DCRM product entities.

71. Easy-to-use interface to create catalogs, guided selling trees and rules. You can create a rule in just 4 easy steps.The SmartCatalog Explorer is where you create your various catalog series, catalogs, categories, guided selling and rules. The product explorer is directly connected to Dynamics CRM and allows you to access all products in DCRM to set up your catalogs, guided selling and rules.

72. Thank You!