2. We answer your CRM CPQ questions
Eric Nies
Dynamics Channel Lead
Marc Hadley-Smith
CRM Practice Lead
CPQ experts in Dynamics CRM and AX
Offices 16 countries and 400 employees
Global leader in enterprise software since 1968
Top UK Microsoft Dynamics partner 2015
Distinguished Dynamics ERP and CRM solution
provider: with over 620 years of combined experience
Over 650 Dynamics implementations across multiple
industry sectors
5. sell
Customer 360
Gain visibility into past and planned
customer interactions and activities across
marketing, sales, and service
Guided sales process
Improve execution by guiding sales reps
toward desired outcomes with contextual
recommended next steps
Office 365 and Sales
Increase productivity with familiar, intuitive
solutions like CRM for Outlook, immersive Excel,
and embedded OneNote inside the Sales
solution
Accounts & opportunities
6. sell
Lead Oppty Quote Sale Invoice
Suspect
Prospect
Market lists
Qualification
Value
Probability
Sales Stage
Unstructured Value
Structured Value
Products
Price lists
Revisions
Submission
Delivery information
Order confirmation
Paid
Unpaid
9. Configure-Price-Quote (CPQ)
The tools to consistently align with the way clients want to buy:
Make the perfect fit for client needs by guiding sales people and customers through an
intuitive selection and configuration process
Help the client make an informed buying decision by producing content-rich quotes and
proposals
Speed delivery by automatically generating detail information to drive manufacturing/fulfillment
… across all channels, applications, devices
11. • Can you help me? • When can you deliver? • Will it be right?
Customers
Dealers
Sales reps
Engineering
Inside sales
Customer
Service
Manufacturing
Engineering
Installation
Delivery
Other back
office
• How much will it cost?
• What can we offer? • Can we do it? • Can we deliver? • Furnish to Order?
Dedicated
Specialist
headcount
Customer
dissatisfaction,
error recovery
Lost orders
average 20%
of sales
Transaction
Costs
High cost for
customization
Proposals
take weeks
14. Enterprise Scale Platforms
Configurators
• Single business Unit
• Single channel
• Single device
CPQ Platform
• Multiple business units
• Multiple product lines
• Multiple channels
• Multiple devices
ExtensibilityofSolution
Scope of Problems Solved
15. Value of an Integrated Platform
Better User Experience
• Simply, it looks like MS CRM
• Deeper functionality than standard “configurators” or “catalogs” found in native CRM/ERP solutions
Leverages MS CRM base platform capabilities
• Auditing
• Workflows
• Reporting
• Process Flows
• Forms
• Role based accessibility
No data replication: all data is managed in MS CRM database tables and user interface
Upgradable and managed: work along side other ISV solutions that are installed into your MS CRM
solution.
Further extend, using familiar tools
• Forms,
• Tables,
• Fields,
• Views,
• etc.
Less code and more business rules: write Configuration rules that seamlessly integrate with MS CRM
entity/data, without IT based plugins.
16. All within Microsoft Dynamics CRM
SPECIAL REQUESTS
Support for special product and
pricing requests
QUOTATIONS
Standard & Configured Items
and Bundles
PRODUCT CATALOG
Integrated Product Catalog and
Configuration Template Library
PROPOSAL DOCUMENTS
Generated Proposals automatically
attached to Quotation
EXTENDED QUOTE
ACTIONS
Copy, Revise, Send to ERP,
and more…
SOLUTION CONFIGURATOR
Integrated Quote and Item
configuration
17. Powerful, Flexible Rules
Engine
Enterprise Knowledge Base
o Decision Knowledge
o Constraint Knowledge
o Generative Knowledge
Intuitive Modeling Tools
Drag-and-Drop Application
Builder
Easy to Integrate Rules
Engine
CPQ Foundation
18. Increase Sales
Productivity &
Effectiveness
Reduce Sales
Support Costs
Streamline
Fulfillment
Enable
Growth
• Quote volumes
• Higher win rates
• Larger deal sizes
• Higher margins
• Self-sufficient
• Less need for
specialist support
• Eliminate error
checking
• Consolidate
legacy tools
• Ensured product
specification
accuracy
• Automate
generation of
information
• Drive production
and delivery
• Faster product
introduction
• Accelerated
sales rep training
• Greater dealer
preference
• Leverage more
sales channels
CPQ Foundation
30. Strategic sales planning
Maintain a strategic focus by tracking
industry trends, customers, and
competitors
Sales performance visibility
Monitor sales performance and provide
coaching, reinforcement, and rewards
Sales process management
Built-in best practices ease on-boarding of
new sales reps and standardize customer
engagement
Planning & management
31. Document collaboration
Create winning proposals and
presentations as a team with document
management and real-time co-authoring
and sharing
Enterprise social networking
Harness the collective wisdom of the entire
organization by discovering and sharing
ideas about customers via Yammer
Communication tools
Reach experts throughout the organization
with contextual presence, IM, voice, video,
and online meetings via Skype for Business
Collaborative selling
32. Tablet and phone apps
Make every second count and increase
productivity by enabling sales reps to work
seamlessly across tablets and phones,
guided by business process
Voice commands
Quickly manage data using intuitive natural
language voice commands to create new
records, schedule meetings, set reminders,
and find information
CRM for Outlook
Work anywhere anytime with an intuitive,
familiar solution that provides seamless
support across offline and online
Mobile sales
33. Live dashboards
Track data for the overall business in one
place and monitor progress against KPI’s
Interactive reports
Drill through to underlying reports to
explore and discover new insights
Simplified exploration
Ask questions and interact with data in
new ways with natural language query
Sales analytics
35. Thank you
For a free consultation contact us
+44 (0)20 7451 1200
info@quantiq.com
QuantiQ Technology
@QuantiQTech
Hinweis der Redaktion
First, let’s take a step back and look at our broader customer engagement solution. Our mission is to enable companies to deliver intelligent customer engagement – resulting in amazing customer experiences. We do that via end-to-end customer engagement that is personalized, proactive and predictive. We help companies:
Market Smarter – so they can build their brand, engage with customers 1 to 1, and demonstrate the impact of their marketing initiatives
Sell Effectively – so they can zero in and focus on what’s most important, win faster, and sell more.
Care Everywhere – so they can earn customer loyalty, empower their agents and stay agile and adaptive as a service organization
And we have an unique approach to social – Social for everyone – so companies can listen everywhere, analyze sentiment and drive customer engagement. And with Microsoft, it’s integrated, contextual social for marketing, sales and service people…not just social for a few designated people in marketing.
Now, let’s drill into Sales by Microsoft Dynamics.
Microsoft's Sales solution enables salespeople to manage accounts and opportunities in an intuitive and familiar environment. We saw earlier that when salespeople switch tasks, they lose productivity. Microsoft’s solution aligns with how salespeople want to work, which boosts satisfaction and productivity. When it’s easier and faster to manage accounts and opportunities, salespeople have more time and energy for customers. The immersive Excel experience enables salespeople to conduct what-if analysis, such as pipeline analysis, in Excel, directly from the Sales solution, so salespeople can work with their preferred tool without leaving the context of their work. Embedded OneNote facilitates note taking and sharing directly from the Sales solution. Now salespeople can easily capture pictures and hand-written notes for sharing with the sales team. CRM for Outlook is another great example of how salespeople achieve greater productivity by managing accounts and opportunities directly inside Outlook. Salespeople are already using Outlook daily to manage their interactions with customers. Rather than forcing them to leave Outlook to complete sales tasks, Microsoft has embedded a full sales experience inside Outlook, to optimize sale productivity.
Microsoft eases on-boarding and business process re-alignments with a user interface paradigm that has built-in process, which helps users ramp-up quickly. With our process-centric experience, salespeople get the help they need when they need it and aren’t required to memorize process steps. This type of contextual guidance is especially critical since it mitigates the low retention rate of information acquired in training that I mentioned earlier.
Something that is unique to Microsoft's Sales solution is the ability to keep sales reps informed about every interaction happening with their customers, from executive meetings to call logs and even marketing campaigns. Sellers and Account Managers even have the ability to control what campaigns are run against their customers – giving them ultimate control over their customer’s experience.
Cincom CPQ is designed to do just that. It provides all the tools a company needs to… (bullets)
And… it’s structured to enable a company to do that
across all direct and indirect channels
using any/all applications - from CRM to ERP to eCommerce platforms
Anywhere, any time using any mobile or desktop device.
That’s a lot of power and a lot of flexibility.
Now let’s look a little more closely at how Cincom CPQ extends MS Dynamics CRM with these capabilities…
And it’s all right there in Dynamics CRM. Everything we’ve talked about is embedded into Dynamics CRM for easy, seamless access. Your sales people would never know this isn’t just part of CRM.
Today, we are here to talk about Cincom CPQ for Dynamics AX.
Before we get into the details of our specific solution, let’s first talk in general terms about how Configure-Price-Quote (CPQ) tools help you achieve some of the principle goals you no doubt have today.
CPQ tools add value in some pretty clear ways… speak to slide content
QuantiQ exists to create a #connectedcompany.
We build a solid technology platform on Microsoft Dynamics that provides visibility of performance across all departments and disciplines in your organisation without you having to spending endless hours digging through data.
From the inception of your business idea where you are Sourcing resources to produce your product or service our technology allows you to track the origin of these components; build to spec or mass produce without losing track of the individual components, crucial in building a sustainable supply chain.
Our Market module allows you to identify, segment and personalise marketing messages to your business our consumer targets.
Building inventory, tracking the production process, buying in raw material and distributing your product or service is handled simply and intelligently giving you true line of sight across the Fulfil process.
Sell more faster is a noble aim, made possible through our CRM enabled Sell module which provides opportunity management, forecasting, pipeline management.
Making sure all your business fulfills on its regulatory accounting commitments is essential to any business exec, we deliver a fully auditable accounting function when we switch on the Account module.
Delivering a smooth pleasurable customer experience is becoming vital to building a sustainable business, handle your customer queries, incidents and cases via one cohesive business platform…QuantiQ powered by Microsoft Dynamics delivers a #connectedcompany.
Microsoft's Sales solution offers the full breadth of sales planning and management capabilities for sales managers. Sales leaders can easily maintain a strategic focus by tracking competitors and customers. For example, they can gain valuable insight about competitors’ market developments, such as delays or setbacks with new product launches. This insight gives sales managers an opportunity to gain a competitive advantage.
Analytic dashboards allow sales managers to easily track internal sales performance, drill in to find the root cause of problems, get the sales rep on IM, phone, or video conferencing, and come up with an action plan. With Microsoft’s guided sales process UI, sales managers can decrease ramp-up time of new salespeople and ensure that salespeople have the guidance they need to become A players. A recent CSO study determined that it takes most organizations 6 months to ramp up new salespeople. With Microsoft's Sales solution, salespeople ramp up more quickly, which means new salespeople are productive sooner.
Microsoft’s collaboration tools all work seamlessly in the context of the sales process, to help salespeople bring together colleagues to form a network that can address the needs and viewpoints of a wide range of stakeholders. Salespeople can collaborate on documents to create winning proposals and presentations as a team with document management and real-time co-authoring and sharing. Salespeople can reach beyond the sales organization to connect, discover, and share ideas about customers via Yammer. And finally, salespeople can find and communicate with co-workers across functions and geographies by utilizing embedded communications tools such as presence, IM, voice, video, and online meetings via Skype for Business.
We saw earlier that salespeople who don’t have mobile access to customer and business data suffer a loss in productivity. That’s not surprising given how often salespeople are on the go. Mobile Sales enables salespeople to tap into key information anywhere anytime by using popular devices such as Surface, Windows phones and tablets, iPad, iPhone, and Android tablets and phones. With access that is seamless across phone and tablet apps, sales reps can make every second count – whether it’s responding to customer questions or proactively engaging with customers, based on alerts received on the phone. Deploying mobile apps is easier for the organization since they don’t have to configure for every device. Their settings cascade across all devices and form factors. Microsoft does the heavy lifting by optimizing the layout based on the device.
Microsoft’s Sales solution also supports voice commands. Salespeople can use intuitive natural language commands to retrieve or create data on mobile devices. For example, salespeople just have to say “CRM: show me Contoso Pharmaceuticals” to pull up the account.
Additionally, Microsoft provides full offline support with CRM for Outlook, so salespeople can stay productive even without connectivity.
To monitor and coach sales teams and grow the business, managers need to be able to turn data into insights and then use these insights to make better, faster decisions. They can do all that with Microsoft Power BI’s live dashboards and reports that have drill-through, interactive, and visual capabilities. In addition, with Power BI, managers can get answers fast with natural language Q&A. And sales managers can conduct all the analysis on their own, without having to rely on any technical resources. Microsoft provides pre-built Power BI Sales Templates so that sales organizations can get up and running quickly.