Microsoft Business Applications Partner

Confidential. Not for Use with customers.

Purpose of this deck

Title Activate Digital Selling Partner Opportunity Deck

The purpose of this deck is to highlight the opportunity for partners to expand and grow their practice with the
Purpose Activate Digital Selling Sales Play.

This deck is intended for Microsoft Dynamics 365 partners use only, not to be externally published. The deck is meant
Description to be a library of slides that partners can use and tailor for their needs based on the audience they are presenting to.
The next slide contains a summary of the main sections of the deck and what audiences they are best presented to.

Safe Handling Always check the Partner Hub to ensure you have the most recent version of the deck as we make updates to it
Instructions regularly.

Audience Partner Business Decision Makers (BDM)

Version 1.0

Last Updated 8/9/2021

Contact Person Keith Overa ([email protected])

Information about this deck

Deck Guidance
Sections Slides Details

Introducing the Activate Digital Selling Sales Play and the set of FY22 Dynamics 365 Sales
Activate Digital Selling Sales Play 3-9
Plays.

Customer insights, market trends, key industries and key personas showing partners the
Business opportunity 10-18
opportunities in this market across segments and verticals.

Addressable market and partner services opportunity related to this Sales Play, with a
Partner opportunity 19-24
framework for growing partner practice, including partner and customer success stories.

Resources and readiness to help you go-to-market with this Sales Play, whether you are
Go-to-Market 25-31
getting started or looking to expand on an existing practice.

Resources 32-33 Resources to bookmark to assist throughout your practice development journey.

Information about
Information aboutthis
thisdeck
deck
Activate Digital Selling
Partner opportunity
Objectives
By the end of this Partner Opportunity
deck, you will:
• Know the FY22 Business Applications
Sales plays and be introduced the
Activate Digital Selling Sales Play
• Understand the Activate Digital
Selling business opportunity and
market trends
• Recognize the associated opportunity
for you as a Partner to build and
expand with this sales play
• Be equipped with the resources and
tactical next steps to activate this sales
play for your Practice

4
Why Microsoft
Industry clouds

Microsoft
Together, Microsoft 365 LinkedIn
Dynamics 365

it’s possible
Microsoft
GitHub
To accelerate revenue, improve customer Power Platform
loyalty and empower your sales teams to
achieve more.

Microsoft Azure

Identity, security, management, and compliance

Business Applications
Customer Commerce Fraud
Service Protection

Customer Connected
Voice Store

Customer Intelligent Order

Insights Management

Supply Chain
Marketing
Data & Management

Intelligence
Sales Guides

Field
Service Finance

Business Human Resources

Central
Remote Project
Assist Operations

Power Power Power Power

BI Apps Virtual Agents Automate
FY22 Sales Plays — Business Applications

Customers buy solutions, not products. By

grouping products into customer-centric
solutions that align to business outcomes, we Activate Digital Selling Enable Always On Personalize Customer
lead with addressing the customer's needs Service Experience
instead of leading with product features.

A customer conversation that paints a vision

Sales Play
on how the customer can achieve better
business outcomes through a set of scenarios. Build a Resilient Connected Commerce Optimize Financial and
Supply Chain Operating Models
An area of the core business process that
Use enables the customer to solve a specific
Cases pain point to achieve their desired business
outcome.

Microsoft Is the lead product that delivers capabilities

Product to enable a specific business outcome Automate Business Discover Business Rapidly Build Apps
Processes Insights
Activate Digital Selling

Activate Digital Selling is an insights-based

collaborative sales acceleration solution that
applies AI to customer interactions,
marketing and sales data to target
opportunities and recommend next best
actions, with seamless collaboration for a
faster close
Activate Digital Selling Sales Play Overview
Customer Commerce Fraud

Customer
Service Protection

Connected
Use cases
Voice Store

Customer Intelligent Order

Insights Management

Supply Chain
Marketing
Data & Management
Demand generation Opportunity
Intelligence and lead management management and
revenue acceleration
Sales Guides

Field
Service Finance

Business Human Resources

Central
Remote Project
Assist Operations Sales team Sales reporting and
management and forecasting
coaching

Power Power Power Power

BI Apps Virtual Agents Automate
Business opportunity
Partner opportunity
Go-to-Market
Resources
Customers are facing several selling challenges

Disconnected marketing and Disengaged and inefficient sales

customer experience tools teams

Difficult to measure ROI on marketing

Obstacles to effectively manage sales
campaigns and allocate marketing
teams
budget

Sellers don’t know which

Hard to capture, store, and effectively
opportunities to focus on and
leverage customer data
struggle with multiple sales tools
The buying journey has changed

Customers are shifting Marketing and

Customers want The B2B buying journey
how they buy… Customer Experience
personalization has changed
and that may last tools are disconnected

80% of customers say they are 65% of customers intend to B2B buyers report spending 43% of companies report having
more likely to do business with a continue their changed buying exceedingly little time with sales a fragmented approach with
company if it offers personalized behaviors after the pandemic2 reps. Only 17% of the total inconsistent integration between
experiences1 purchase journey is spent in such marketing and customer
interactions3 experience technologies4

1. Epsilon Research
2. McKinsey
3. Gartner
4. Forrester
Activate Digital Selling
Helps Solve Selling
Challenges
Co
m
me
rce
g
ti n
r ke

Sales
Ma

Activate Digital Selling provides organizations

with a holistic approach to accelerate
revenue outcomes by transforming selling
with an intelligent, comprehensive digital
sales collaboration platform.
Use cases

Modern Opportunity
Demand generation
Manufacturing and management and
Asset Productivity and lead
Operations revenue acceleration
management
Management
Focus industries

Financial
Retail & CPG
Services

Digital Selling
Professional
Manufacturing
Services
Key Decision Makers
Key performance indicators

Sales leader • Sales quota for goods and

services rendered
•
•
Training effectiveness

Establishes the strategy and organizational Forecast vs actual revenue

structure for the sales team • Sales process effectiveness
• Seller quotas/KPIs

• Sales tools performance • Administrative and operational

Sales Operations leader • Activation of the Sales Leader
effectiveness
Ensures every team is getting the most value plans
out of data

Key influencers

Customer
Marketing Leader eCommerce Leader IT Leader
Experience Leader
 Looks good – no changes to
content.
Conversation starters

How are you using customer interactions to

identify new opportunities?

How do remote sellers stay focused and

productive while working on multiple deals? ​

How do remote sellers build strong relationships

with customers throughout the sales cycle?​

What would it take for you to close deals faster?​

Proposing the right solution
When your Communicate these Achieved through
customer says business outcomes these capabilities

I need help sourcing timely, high-quality, • Increase quantity and quality of leads • Measure campaign ROI to surface effectiveness (Dynamics 365 Commerce, Customer
scored, prioritized leads. • Improve ROI of campaigns/events Voice, Customer Insights)
• Improve seller productivity • Leverage existing relationships to create new relationships (Dynamics 365 Commerce,
Marketing, Customer Insights)

How do I improve opportunity management • Increase closure rates • Focus on the highest priority with the best propensity to close​(Dynamics 365
and revenue acceleration? • Strengthen sales pipeline Commerce, Customer Insights
• Reduce time to revenue

Our sellers and sales leaders rely on their gut • Improve CRM adoption • Deeply understand customers to personalize sales (Dynamics 365 Customer Insights,
more than data and analytics. • Improve customer data Customer Voice)
• Improve opportunity to customer rate • Enable digital/remote selling through a single platform​(Dynamics 365 Sales,
Commerce)

I need to improve my sales team management • Improve close rate • Alert managers about deals that are stalled or at risk (Dynamics 365 Sales, Customer
and coaching. • Improve number of deals created Insights)
• Reduce average time to close​ • Provide insight about customer sentiment and priorities in phone calls for coaching​
(Dynamics 365 Customer Voice)

How do we improve sales reporting and • Improve lead generation • Analyze individual and collective pipeline for accurate forecasts and revenue guidance​
forecasting? • Increase seller productivity (Dynamics 365 Sales, Commerce)
• Clarify sales goals • Predict positive or negative revenue fluctuations (Dynamics 365 Commerce)
Business opportunity
Partner opportunity
Go-to-Market
Resources
 Microsoft Business Applications Partner
Confidential. Not for External Use.

Activate Digital Selling partner opportunity

Cloud Market Opportunity Services Opportunity

$104 $Digital
31B $194 $55B $582 $116B $7-to-$1
2
Billion1 Selling Billion1 Billion Digital
Digital
Selling
Service Revenue to Licensing
Selling Margin ratio

2020 2023 projected 2023 projected

1: Microsoft internal research, 2020
2: Forrester TEI, 2019 and Microsoft
internal research, 2020
Activate Digital Selling
Connect use cases to grow opportunity +421%

+149% Expand across sales plays

Use Cases: Demand generation and

lead management, create holistic view
Regular Sale of customer and build solutions at
scale to support every line of business.
Enhance through the sales play
• Dynamics 365 Sales Premium
• LinkedIn Sales Navigator
• Dynamics 365 Marketing
Use Case: Leads and Demand • Dynamics 365 Customer Insights
Single product foundation
Generation • Dynamics 365 Customer Voice
• Dynamics 365 Sales Premium • Power Apps
• Dynamics 365 Marketing • Power Automate
D365 Sales Premium • Dynamics 365 Customer Insights • Power Virtual Agent
• LinkedIn Sales Navigator

Microsoft internal Research. Percentage increases based on Average Deal Size based on FY22 Pipeline. It’s an approximation for example purpose.
Scale your practice with Microsoft Business Applications
3

Expand 1 Strong foundation

Establish your practice foundation with
2
core technical capabilities that address
Enhance customer needs
1

Foundation
2 Enhance and enrich
Enhance your foundation with new
capabilities within your existing practice

3 Expand and scale

Expand and scale your practice with new
workloads to provide end-to-end offerings
or explore Partner-to-Partner relationships.
Building an Activate Digital 3

Power

Selling practice Virtual Agents

Power Power
Apps BI
1 Sales and marketing process 1

unification
Power Customer Sales
Customer Microsoft
Automate Marketing
2 Customer Insights Insights
Commerce
Voice Teams

Modernization
LinkedIn
3 Remote collaboration Sales
Navigator
enhancement & automation
Mixed
Reality
 Activate Digital Selling Stories

The Dynamics 365 solution Avtex Data Addiction enabled the Sunrise technologies wanted a Investec salespeople can meet
developed will provide Leatherman YMCA of New South Wales to solution to transition their legacy their customers’ expectations of
with a 360-degree view of their see the source of an opportunity, on-premises customers to cloud a fully personalized experience
customers. By combining data from when the customer was solutions to boost their and win new business by really
disparate sources to create contacted and by whom, which customer acquisition efforts. listening to what potential
comprehensive customer profiles, the sales playbooks were applied, customers are saying. And after
company will be able to target and leverage machine learning listening, they put that data into
potential customers with exactly the (ML) models to send action, using those valuable
right offer at the right time through personalized offers and insights to improve their
the right channel. As a result, recommendations to members. conversations.
Leatherman projects its direct-to-
consumer sales will double.

Click below for the complete list:

Partner Success Stories Customer Stories

Business opportunity
Partner opportunity
Go-to-Market
Resources
Get started building your
Activate Digital Selling practice
Help your customers realize the full value of the Activate Digital Selling Sales Play.
Here are recommended steps to build and expand your practice with resources
5 Use Microsoft Offers
Learn more about how you can
take advantage of pre-sales
and Post-sales offers.
available along each step of the journey.
Learn more about Offers >

1 Build your Practice and

Prepare your Pitch
3 Publish Your Offer
Publish your offer on AppSource for
visibility with customer prospects and
Explore all Partner ready sales play GTM assets to to co-sell with Microsoft Sellers.
execute the Activate Digital Selling Sales Play. Visit AppSource >
Visit the Sales Play Page >

4 Hone Your Competency

Measure your Cloud Business Applications competency
with the new Partner Contribution Indicators
Learn more>

2 Skill your Team

Get you technical team trained and certified.
Explore certifications >
Build Your Practice and Prepare your Pitch
Partner Opportunity Pitch Decks

For each Sales Play, we provide assets to enable you

to activate this opportunity with your customers.

 To-Partner Assets: Resources to help you and

your team understand the practice opportunity
and skill your sales team

 Thru-Partner Assets: Resources to accelerate your

time to market, including BDM and TDM pitch Sales Play Card Partner Evidence
decks and prospecting resources

Visit the Sales Play pages on the Dynamics 365 Partn

er Hub
Skill Your Team These certifications will get you ready for Activate Digital Selling

Dynamics 365 Sales Functional Consulta

Do you have the skills for Activate nt Associate
Digital Selling?  Try these role-based
certifications Exams MB-210 and PL-200

Are you technical and ready to get trained and

certified? Microsoft Certification gives individuals
and organizations a professional advantage by
Dynamics 365 Marketing Functional Co
providing globally recognized, industry-endorsed
nsultant Associate
evidence of skills mastery, demonstrating technical Exams MB-220 and PL-200
abilities and willingness to embrace new
technologies. 

Dynamics 365 Commerce Functional Co

nsultant Associate
Exams MB-340 and MB-300
Publish Your Offer on Visit Microsoft AppSource: aka.ms/AppSource

Microsoft AppSource
Publish consulting services or applications on the
Microsoft Commercial Marketplace to connect with
4 million+ users monthly, discover partner-to-
partner opportunities, and access go-to-market
benefits.

 Increase awareness and promotion

Reach millions of customers looking for apps
and services in 140+ geographies

 Monetize and unlock growth opportunities

Access 15,000+ Microsoft sellers and partner-to-
partner opportunities

 Reduce cost and time to market

Onboard your offer in Partner Center where you
will get insights on performance and manage
your interactions with Microsoft.
Hone your competency
Measure your Cloud Business Applications (CBA) competency with the new Partner Contribution Indicators (PCI)*

Measures your company's Performance Capability Customer success

prior-year performance across
10 Net new revenue 15 Functional consultants 20 New large deployments
seven key indicators that fall
into three categories: 10 Net customer adds 15 Functional consultant growth 25 Monthly active user growth
performance, capability, and
customer success 5 Developers

Partners are awarded gold or

1-59 PCI score 60-79 PCI score 80-100 PCI score silver competency based on their
Not eligible for Meets requirements Meets requirements
total points, which provide
competency for silver competency for gold competency additional benefits

Learn more
*PCI scores will be used for determining gold and silver status in the Cloud Business Applications competency starting April 1, 2021.
** If your anniversary date for the Cloud Business Applications competency is between July 1 and December 31, 2021, you will be granted the 15 points for the Functional Consultant Growth
metric for this renewal cycle. Learn more on the recent blog post: An update for partners with Microsoft Partner Network competencies.
 Presales Activities
Business Applications Continuing from last FY, funding for Pre-Sales activities are designed to help

FY22 Partner Offers

generate and convert pipeline.
 
 Catalyst Accelerator activities
Identify and extend the customer’s desired KPI changes through
envisioning workshops and business value assessments. These activities
The FY22 Business Applications Partner are aligned to the Catalyst framework that helps the partner co-sell with
Offers investments will expand to Microsoft Field Sellers. Learn more about the framework and access
include both Pre-sales and Post-sales readiness at: dynamicspartners.transform.microsoft.com/catalyst
activities aligned with each sales play.
Funding is provided to eligible  Proof of value activities
partners and customers to support Demonstrate the value of specific Business Applications products and
scenarios through activities including pilots and in-a-day workshops.
these activities which help accelerate
sales conversations, generate leads for
key technologies, and drive customer New!
Post sales Activities
adoption.
New in FY22, the Partner Offers program will now include post-sales
activities to help customers realize value of implementation through usage
For details on the Partner Offers, visit: and change management. Specifics about the program will be announced
dynamicspartners.transform.microsoft. in August 2021.
com/offers  
Additional details will be able in August 2021, visit the Partner Offers page
on the Dynamics 365 Partner Hub.
Business opportunity
Partner opportunity
Go-to-Market
Resources
Key Resources
Bookmark these key resources to re-visit throughout your practice development journey.

Dynamics 365 Microsoft Partner Microsoft Partner Microsoft Learn

Partner Hub Center Community Access skilling and
readiness resources that
Access go-to-market Access your tools you Get partner news and
can help your team learn
resources, partner stories need to manage your foster connections with
across various lengths,
and readiness resources relationship with experts at Microsoft as
skill levels and role-
for Sales Plays and by Microsoft and with your well as peer-to-peer
specific needs.
product. customers. connections.

➤ Visit the Partner Hub ➤ Visit Partner Center ➤ Join the Community ➤ Visit Microsoft Learn
There is no better time to be a
Microsoft Business Applications
partner
Appendix
Market Trends

80%
of customers
49%
of sales leaders
list “accelerating early pipeline and
lead generation/management
efforts” as critical to the success of
their sales organization. Gartner
65%
of customers intent to
continue their changed
buying behaviors
after the pandemic.
McKinsey and Co.
say they are more likely to do business
with a company if it offers personalized

73% 43%
experiences. Epsilon Research

of companies understand of companies report having

the business value of data a fragmented approach
and aspire to be data-driven, but with inconsistent integration
just 29% confirm that they are between marketing and customer
turning data into action. Forrester experience technologies. Forrester
Microsoft Catalyst
Microsoft Catalyst is a customer engagement journey to help businesses conceive and realize business transformation by
taking customers through a series of curated phases: Inspire, Design, Empower, and Achieve

Business transformation starts with an I.D.E.A.

Inspire Design Empower Achieve

Imagine a future state for Discover what’s possible by Empower others in your Achieve business outcomes
your business aligning technology organization to see the value and improved customer
investments to business experiences
goals
➤ Example: ➤ Example: ➤ Example: ➤ Example:
Envisioning workshop Business Value Solution demonstration Deal crafting /
Assessment and Transformation plan
Solution Assessment

Learn more