Guided Selling Overview & Demonstration

An Introduction to Endeavor Commerce

• Product SmartCatalog

• History: Microsoft ISV since 2000 DCRM ISV Partner since 2006Show & 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

Before SmartCatalog: Quote to Order Nightmare

End User Dealer

SalesEngineer

RegionalManager

Admins

Unit Staff

Engineering Staff123

4

5

67

8

9

10,11

12

13

14,15

Warehouse

Service

BusinessUnit Mgr.

16,17

18,19

22

20,2123

24

25

26

27

28

29

30

31-34

35

3637-39

Real Example

Before SmartCatalog: Real Financial Consequences

Issue Impact ↓ ↑ ↓ ↓

Current quote-to-order process includes 39 steps & touches 10 different people.

• Long quote time turn around and order fulfillment process.

X X X

• Heavy FTE requirement to support process. X

• Large # of potential failure points with higher probability for order errors.

X X

• Poor reporting/forecasting for sales management. X X X X

Thousands of machine-to-product combinations.

• 20% of orders have to be re-quoted and 5% of orders result in return.

X X X

• Requires heavy Sales Engineer and BUM involvement in large % of quotes (slow and not scalable).

X X X

• Decentralized product knowledge (slow and not scalable).

X

Dealers have to rely on Company personnel for majority of quotes.

• Company only supports dealers during normal business hours (#1 competitor provides 24/7 self-service via the web).

X X X X

• Missed market opportunities not being online. X

• Manual quote process requires higher sales support costs.

X

Revenue

CostsCustomer S

at

Margin

Quote to Order Process with SmartCatalog: Real ROI

End User Sales/Dealer

SalesEngineer

RegionalManager

Admins

Unit Staff

1,23

Warehouse

Service

BusinessUnit Mgr.

4-6

9-12

13-15

6-8

• From 10 to 6 roles

• From 39 to 15 steps

• From 29 to 5 touch points

Engineering Staff

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.

Gartner, Magic Quadrant for SFA,

In many cases, an SFA application will combine several functional

components, some that will require third-party vendors.

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.

A Breakthrough Opportunity with SmartCatalog

Integration with Dynamics CRM

SmartCatalog Admin Application

Dynamics CRM Client SmartCatalog Sales Edition SmartCatalog Portal Edition

Workflow

Sales Channel Web Channel

Web/Application Server(s)

SQL Server

Dynamics CRMDatabase

Dynamics CRM API

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.

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.

Increase Customer Satisfaction, Revenue & Margin

• Quote it fast and fulfill it fast.

• Get it right the first time.

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

• Reduce goodwill margin loss due to re-quotes.

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

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

• Better visibility and business intelligence.

$$ Profit

It’s Not Just the Software!

• Install, configure and train• Fixed time-frame, cost and scope• Self-implementation for simple requirements

Fast Path

• Fast Path + Structured Mentoring Program• Self-implementation for complex requirements• Lower implementation costs and ensures customer ownership

Structured Enablement

• Endeavor owns complete project life-cycle• Faster time to market while maintaining customer ownership

Full-lifecycle Implementation - RDF

Diverse Customer Success

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.» .Net Web app architecture utilizing web services for integration and extensions

Demonstration

Scenario 1:Sales Person Generates Quote

Click the SmartCatalog icon to open the master launch displayed below

• Select the appropriate account from DCRM

• Select the appropriate price list.

• Create either a Quote, Opportunity or Order

• Name the Quote, Opp or Order how you want it to appear in DCRM

Adding a New Quote/Opportunity/Order with SmartCatalog• Click on the SmartCatalog toolbar within CRM.• You can add a stand-alone quote, an opportunity or a stand alone order.• No need to first create a quote/opp/order record (they will automatically be created for the user).

SmartCatalog Home Page (Launched from previous screen)• SmartCatalog uses the products located in the DCRM database and allows the customer to create “virtual catalogs” in SmartCatalog.• 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

Catalog View• Once the user clicks on a catalog from the home page, they go into our catalog view where they select products and services in a rich content UI.• 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.• 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.

Quote Basket• After completing the product selection process, the user is taken to the SmartCatalog quote basket.• From here they can go back into another catalog and continue adding products and services or manage discounts and add custom products.• Once they click on the save button, everything is saved to CRM.

Discount by dollar amount or by percentage

Discount by configuration level or by item level

Save the quote to CRM

Back In CRM• The quote, opportunity and/or order is created (every time the quote is updated, a new record is created for tracking revisions.• 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”.• The SmartQuote button generates a physical output which can be in Word, PDF or Excel.• 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 the total

SmartCatalog updated all the products selected in SmartCatalog

Generate a Quote or Proposal Output• Using SQL reporting Services a quote or proposal can quickly and easily be generated to send to a customer.

Scenario 2:Partner Quotes via the Web

Turn Website Into a Selling Site• Nordic Source use to be static, but by adding SmartCatalog to it, it can now transact quotes and orders for all sales channels.• Content is added to the home page to drive partners to log in and process quotes and orders.• In this example, the “New! Nordic Portal” is clicked on .

Login Page• Login credentials are stored in Dynamics CRM. User name will be the email address of the contact and a password can be unique or automatically setup by

SmartCatalog.• Enter in the user name and passwordl

Portal Edition (Web Channel)• SmartCatalog Portal Edition is designed to allow partners and customers to access SmartCatalog via the web. • Quotes, opportunities and orders are then created in Dynamics CRM using the same catalog, rule and guided selling capabilities seen on the previous slides.• 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

Catalog View• Once the user clicks on a catalog from the home page, they go into our catalog view where they select products and services in a rich content UI.• 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.• 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.

Basket Page• Edit, copy or remove 1 or all of the configurations.• View all contents of the configuration(s)• Discounts automatically populated.

Basket Page• Name the Quote• Include Notes for your sales rep.• Save the Quote or Process it to an Order.

Quote History• Upon saving the quote, an ID will be created. This identifies the quote inside Dynamics CRM as well as SmartCatalog.• View contents of the quote by clicking on the ID

Quote Contents• Contents of the Quote that are saved to Dynamics CRM

Back in CRM• By using the Workflow agent inside DCRM, the appropriate sales rep is notified by email that a new Quote has been generated by his Dealer.

Finding the Portal Quote• By changing his/her view, the new Portal Quote can be found easily.

New Quote in CRM• Portal Quote shows up in CRM as a Draft.• The sales rep opens up the New Quote in CRM to review its contents.

Portal Quote is in CRM• Just like using the Sales Edition, the Portal Edition saves the quote into CRM populating all of the needed fields.• The Quote Name typed in on the web is saved to CRM. • 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

Sales Rep Updates Quote for Distributor• Unlike the Distributor, the sales rep has rights inside SmartCatalog to apply discounts and edit the configuration.• He or she can update the configuration and save it back to CRM.• The dealer and distributor can log back in to edit or process the quote to an order inside CRM.

Scenario 3:New Lead through Guided Selling

Use Guided Selling to Generate a New Lead• Back on the home page any user can engage Guided Selling through the “Ski Resort Advisor”

Guided Selling Speaks for Itself• Anonymous user is presented with a series of questions and answers. • By answering each question, SmartCatalog is narrowing down the search and will apply product and pricing rules to the catalog.

Numeric Inputs• Answers to questions can be static or dynamic.

Dynamic Content• Notice the questions and answers are displayed on the right.

Qualify for Budget• Use Guided Selling to qualify for budget and make determinations based answer.

Up-Sell Questions• Use Guided Selling to up-size the quote or order.

Configuration made Easy• Notice that every category is filled out and the quote total is populated. • By answering a few questions, a complete configuration can be done making the process simple for the users.

Save the Quote• Portal Edition gives the user the ability to review and save the quote in the Basket.

Who Are You?• Since you are an anonymous user, we need to get your infornation.• “Click Here To Register”

Time to get a Lead• After contact information is provided,…..

Thank You• The Lead is thanked and notified that the quote has been pass along to a sales consultant.• Back inside CRM……

Portal Lead• SmartCatalog creates a new view in CRM called Portal Leads.• Through workflow, a sales consultant is notified that a new lead has been generated in the system from SmartCatalog.

Navigate to the New Lead in CRM• The sales consultant finds the new lead and navigates to it.

Convert the Lead• The Sales Consultant can use SmartCatalog to edit the quote generated by the Lead and to convert the Lead into a Contact in CRM.• By using SmartCatalog to convert the lead, a quote will be created in CRM and tied to the Contact..

Scenario 3:Administering the SmartCatalog

SmartCatalog Administration Tool• Reads and writes directly to the DCRM database (we add custom entities as part of our install to store our catalog, rule and guided selling definitions), so

there is no extra database or integration point to manage.• Catalogs are built using products that exist in the DCRM product entities.• Easy-to-use interface to create catalogs, guided selling trees and rules. You can create a rule in just 4 easy steps.

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.

The SmartCatalog Explorer is where you create your various catalog series, catalogs, categories, guided selling and rules.

Thank You!