Business Applications keynote | Microsoft Ignite 2018
We. Live in a time of relentless, business, transformation. We're. Connecting customers products. People. And data wins. We're, smarter, winds. A time. Where microsoft technology. Can, help transform, organizations. Bringing. Together company. And customer. Patient. And provider. Factory and field service. People. In government. Storefront. And, supply, chain. Without silos, without. Limits, just. Customers. Products. People, and data connected. And ready. Is Dynamics, 365. Microsoft. Business applications. Unlock. Next. Please. Welcome. CVP, business. Applications, group James. Phillips, and. CVP. Business, applications, and global industry, Alissa Taylor. Good. Morning welcome to Orlando and ignite I'm James Philips I run engineering. For Dynamics 365, and our power platform, my, name is Alissa Taylor and I run our global, product marketing team responsible, for a go-to market for dynamics and the power platform as well thank. You so much for being here with us this morning the. Goal of today's session is really, to showcase how organizations. Of all shapes and sizes across. All industries. Are leveraging. Technology, to not only disrupt, but to innovate, and to, meet the needs of the constant, changing, expectations, of customers and so. This is important, because industries. Across are, in transition so if I just think of a couple retail. Is one that comes to mind that industry. Has seen more disruption, in the past decade, if you, think about it customers, now expect a. Seamless, experience between, what they what, they get in store and then, what they experience, digitally, and. Another great example is the financial institutions. Think, about it we used to have bankers, hours we would actually go in and meet with the teller to access our financial, portfolio, yeah I can remember when Tech was the vacuum tube things when you went through the drive-through with your mom absolutely. You put your cash and your checks in there and make that sucking sound but, now we. Have to have technology that allows. Organized. To, their financial portfolio, 24, hours a day from, any device across, the globe yeah and, I think you know the tech is cool but, I think the thing that has to happen is sort of a coming together of IT and, business absolutely, it's tech is is sort of the enabler but ultimately, if it doesn't move the needle for the business it's sort of like trees falling in the force that no one's there to hear yes absolutely, and it's very much a cultural shift and I think it's one that we are embodying, at Microsoft, as well and we're, looking at not only from the technology, enablement, but, also how do we know how do we get organizations.
And Individuals, to work together to have a new mindset a growth mindset. Absolutely. And so that, that's what we're gonna talk about so for the next hour I'm. Gonna spend time sort of going through with one of our my, favorite customer actually if I can pick favorites, digital. Transformation, talking about some of the technologies, that we're bringing to bear and. Then I'm gonna come back and I'll talk further about some of the industry trends that we're seeing and we hope between the two of us and our sessions today that. We are going to leave you here with lots and lots of good information and, to think about transformation, and how to leverage it that's right so I'll see you in an hour okay. So, as. I said I'm gonna try and spend most of the time looking, at product looking, at technology, we've we've got a what, I think is a pretty, unique and special session today we've got one customer I'll, save that for a minute who it is that's. Going to come out and sort of stay with us through the entire hour, but. This session is of course about business applications, and, if, you think about business. Apps I mean we for, 40 years business. Applications. Have been used to to. Allow us to engage. Our customers, transform. Our operations, engage, our people and. They've been relatively, unchanged, right, you think about, you. Know back in 1978. Sitting, in front of a vt100, terminal. Talking to a VAX on the back end a business, application, at that point in time look, like forms, that you fill out update. Lead records, update call records it stores data in a relational database and you get information back out in the form of reports you fast forward to nineteen, collé at 92, you're, sitting in front of the same application, it just happens to be running in a windows fat client talking to a Sun system on the backend you fast, forward to last year and you open a browser same. Forms. Over, data running. Reports right so unchanged. Pretty, much for all time but we, are, we're. On the doorstep, of fundamental. Change literally, for I would argue for the first time in the history of business applications, where. Change, fundamentally. Both. In what's possible, for the business and sort of what's possible in the business applications, that run the business is. Beginning to happen we talk a lot about digital, transformation as, sort, of the buzzword, if you will that, wraps all that up into the opportunity. And I want to talk today about our, point of view on digital, transformation, what, does it mean how do you do it and try to get a little bit more pointy, than just simply throwing the buzzword around and, so. If. You if you peel, back everything, if you if you just sort of get down to what's really happening, in the world that's different, that's allowing, this change to occur the. Thing that's changing, more than anything else is that data is coming out of everything, everything. Every. Time someone, has a mention on social media every time they update a LinkedIn profile every time I use a connected, product, every, time a jet lands, with a GE. Or rolls-royce engine, and a terabyte, of data uploads, on the performance. Profile, over the course that everything, is, sending. Data and that. Data if you use it to. Gain intelligence, to gain insight, allows. You to fundamentally. Reimagine. What's, possible for, your business but, it requires, a different kind of business. Application, it's not some. Human fills out a form to create data and then that leads to the business applications, value the, data comes first in many, cases and an. Analysis of that data that's coming from everything leads to this transformation, so this. This. Sort, of script flipped if you will you know turning turning, the data upside, down having a that's what's really making all of this possible and, as we go through today, you'll. See how, we've leveraged, that reality, to. Go change the nature of customer. Engagement operations. How you engage your talent etc now. The. Microsoft, cloud, three. Broad, components office. 365, dynamics, 365, and Azure all come, together, and. As a company, we've really started to rotate around this digital feedback loop concept, it's a great grounding, and framework, for, us to think about how, we bring all of our products, to bear on behalf of our customers who are trying to navigate these changes, and so, when I talk about Dynamics, 365, I never ever talk. About it in a vacuum it does live in the context, of all of these other capabilities. That, when. Used together I, think bring unique value, to our customer. But it centers on data so let me just talk. A little bit about something sot you said this morning and highlight, how important, that center, part of the cloud is data and intelligence, so.
One Of the things that we believe is critically. Important, is, the. Ability, to sort of bring. Data together in a structural, and semantic, form that allows relationships. To be drawn, and in sort of insights to be gained that, span, across all. Of your applications, you need to understand, which, customer, is using which product, that, was serviced by which employee that, was created. By which supply, chain member. Right and so tying together all. Of your business applications in, a way that allows the interrelationships. To, be understood, and therefore value, to be created as super important in with Dynamics 365, we've, built on top of something called the common data service it makes that possible but it's not just Dynamics, it's office 365, so, it's important to understand the communications. Collaboration. The creativity, and all those interactions that are occurring also. Related, to those structured business processes, and it's not just office LinkedIn, so, bringing external. Signal and understanding. Not just the relationships, inside your company but how they extend, beyond your four walls and this, morning. Satya, announced with Adobe NSA P that we're making this unified. Data initiative, this open data initiative, available. To the industry and we, as three companies are all, sort of supporting, this ability to bring data together out of our business applications, in this common, form to. Allow reasoning. To occur in value to be extracted. From what is ultimately, the most important, and valuable resource, of any company going, forward and that is your data and so, very excited. For, the open data initiative, to, to sort of come in to market today we've been working on this as you can imagine for, a long time and. It's a big opportunity for you our customers and for our partners to, go get more value out of your data and. Ultimately. That's. Sort of the, key point getting, value out of your data it's one thing to collect a bunch of data and to store it it's, another thing to be able to turn that data into ends and ultimately into action into transform, processes, and so one, of the things that we'll see a lot of today, is, the application of artificial intelligence the. The, use of cognitive services, to, take data and turn it into insights, and, we believe with Azure we, have the broadest collection, of services and capabilities to, take data and turn it into insight. And action whether streaming, data big data relational. Data on-premises. Data or in the cloud our, collection. Of tools to harness data and make value, out of it we believe is. Unmatched, and. So. That. Sort of, encapsulate. The opportunity, digital transformation, via the digital feedback, loop data, intelligence. The Microsoft, cloud we're going to start to focus now on Dynamics. 365. And, the power platform, again, never, forget it's part of the bigger picture and as we go through today you'll see LinkedIn. You'll see office 365, you'll see a sure you'll see power bi coming, together but. For a moment let's just focus on Dynamics. 365. And the power platform. So. The, if, you look across Dynamics. We, talk about sort of what's the essence of Dynamics what makes it unique and, we. We have four characteristics, that we highlight modern, unified, intelligent. Adaptable, I've, talked a lot about unified. And intelligent, the ability to unify, your data and to, unify across. Applications. And processes and. To bring intelligence, to bear against. That data there, are two other characteristics. Modern, and adaptable, as I'll spend a couple of minutes talking about so from a modern perspective, if. You think about. The. Data side you. Think about what's powering business applications, data coming out of everything intelligence. Being applied if, you, go all the way to the other side of the, value chain there. Are the experiences. That are being delivered to take that data, and that intelligence, and to actually render, it to the users of business applications or your customers, you're, gonna see hololens, today being, used to deliver a completely. Transformed. Experience, that, goes far beyond, simply forms, over data reporting, and transforms. The world sitting in front of a field serviceworker. And so this ability not just to change the, input side but, to change the delivery of experiences. And applications, is what we mean when, we talk about modern, and it's sort of a core part of what dynamics, is and then from an adaptability, perspective. We'll. Spend some time with the power platform, so, power bi power apps Microsoft, flow allow. You to, tailor. These applications. And by the way not just Dynamics, 365, but also Office 365 so both dynamics, in office today have. As a common. Core the, power platform, which permits, understanding. Your data building, applications, orchestrating.
Workflows, And sort, of tailoring these applications. And making them your own or building standalone, applications, atop that same data that's beneath those, application. Families, and. So as we, go through the day two things number one the, digital, feedback loop and how we make that possible and the, characteristics. That make Dynamics. Unique in the industry as part of the Microsoft cloud. And. And we'll sort, of showcase, the, the features and the capabilities, that fit each of those categories. Okay. So I talked, about one. Customer, and the. Sort, of how we're going to go through the day and and demonstrate, the the capabilities. That we're bringing to market. And. We're gonna do it again in the context, of this digital feedback loop so I'm gonna I'm gonna sort of walk through each one of these blades as we it kind of looks like a propeller in some ways and so each of these blades customer, product, people operations, will. Talk about how the, transformation, of these processes, is, made possible, the, the thing that I want to land and that. I think is important, is that, these. Blades do not operate, in isolation. You. Know how I interact, with my customers, are engaged my customers, has a lot to do with what they're doing with my products, if I can observe that through IOT, and in connected, products and services how. I empower. My employees train them develop, them has a lot to do with their. Experience. Or my experience, and and data about how they're operating right, in the intelligence. I get from observing, them, executing. Our business processing so these are all interrelated you know bringing these blades together top, a common, data core is important. And so in the past we. Would sort of bring out one customer, to talk about one thing and another customer talk about another but I thought it'd be super powerful to. Bring one customer, out and talk, about how they're transforming. Their entire operation across. Customer, product people operations, and. I was super, fortunate to. Develop a relationship with Scott wine who's the CEO of Polaris, we've. Spent a lot of time together it's an amazingly, cool company, they've got great products, and. So to talk about what they're doing across. The digital feedback loop on each blade I'd like to welcome Scott wine out on stage. Thanks. James thank you Scott so. We've, spent a lot of time together we talked about your business and you. Know this this digital. Feedback loop conne concept. We, had you out in Seattle I think a couple of weeks ago I've been out twice in the last six months. And so. As we. Roll this sort, of digital feedback, loop concept, out and you and I have talked a lot about what you're doing or across each play I thought it'd be fun to just talk about sort. Of customers, operations. Product, and how Polaris, is transforming. And why don't we start, with customers, well, we everything, we do is about our customers in fact our our, strategic. Purpose is to be customer, a highly efficient, customer centric enterprise and what. We've done through the Microsoft partnership. Is use all of the tools you make available to us to get closer to our customers from taking. Their information in, our CRM system to figure out how they're riding, to, helping our engineers.
Design, The product so really it's been a pretty. Remarkable journey, with the company as we've been you, know started as a transactional. Customer, of Microsoft, and now really embracing, is you all have transfer form embracing, all of your tools as building, blocks to make players a better company for our customers you got it so, what's you know as you think about your customer, base, changing. Needs changing. Sort of viewpoint so how are your customers, changing, with you well you know we're the world's largest power sports company we've got about four, million customers. In the United States and obviously. Wanted to challenges, we have is to reach a younger demographic and, so one way we do that is through technology, and understanding, how, they're riding where they're riding making sure we reach them digitally, not, just with the same you, know television, ads that we used to run got it so there I mean there are custom to have an apps for everything and and, you guys are engaging I think in that way well and we'll talk more about the product stuff later on yeah really it's also about, creating. The, database so, we know what that customer, wants mean they, they expect, us when they walk into a dealership to, understand, what, they're riding history has been how they're gonna ride in you know with the huge, data Lake capability, that we've built with, Azure we, have that information for our dealers, ready when a customer walks in got it and you guys have. Both b2c, and b2b right, you sell to fleets and you also sell to individual, consumers the largest, portion of our business is certainly the consumer side we've got a fast-growing government. And defense, business where we sell to a lot of consumer. Meaning, business. Like customers, and they're really important, to us because their needs are somewhat specific yeah, good, good so, let's let's, flip over to operations and, so if you think about your manufacturing, operations, if you think about supply, chain distribution talk about how that's changing, for you well, you know we've been a dynamics, customer, for a long time and I think, I remember when my CTO. Finally, told me that it was owned by Microsoft he, thought I was going to kill him. No. Because I don't like ERP systems yeah but what we does know, it but what we've been able to do with. Dynamics. Is in all parts of our businesses, whether it's an acquisition, or our manufacturing, plants we, look at lean manufacturing as, a competitive, advantage and with, the IOT, capability. That we've. Been able to build in our factories your partnership, with PTC, we, get data after, all, parts, of our operational, system and you know in, the future we're very soon future we're, gonna have that digital twin, to have that Product. Lifecycle. Knowledge. All the way through the customer, journey got it yeah it's I think it's important and you mentioned PDC one of our one, of our great partners and it's. That common, data model that sits beneath everything, that we're doing that allows both Microsoft, and our partners to connect your data and create more values well and we we, with, that partnership, you know we're able to pokeo core prevent, mistakes from happening in our factory which gives us ultimately a, competitive. Advantage and it only happens, because of the, way dynamics, has been embedded in all the things we do in our manufacturing. System and we're just building on that got it ok so we're gonna do something a little bit different here I like different yeah so, we're going to bring, a product out on stage so that people understand, what. It is that that, you guys build and so if we can just sort of fire up this. Arranger, 1000, I. Think. The fire marshal, needs to be here. Come. On out. Nice, job. Welcome. To Ranger 1000. Okay. So, this is, this. Is one of your products, tell me a bit about the ranking is our, work utility, vehicle we have you know, recreational. Vehicles but this is our true work utility, vehicle it is, the best, product, on the market by quite, some friend.
It's The we've been in this business since 1998. And this. Incorporates, all of the customer, learnings we've had along the way it truly, is the best vehicle, players has ever made fantastic they did hunt we built a new plant in Huntsville Alabama recently, again, we took all of the, dynamics. Capability, to build the system, the infrastructure, for it and I. Was just there last week with Brian Sullivan for CNBC interview we got to see these being made on the factory but one, of the things that you'll see is the ride command, technology, in the vehicle so not only do we use, the, tools to help build the vehicle we pre use to provide technology, into, the vehicles so we can actually see where our customers, are riding take, that feedback and make the vehicle better for the next customer fantasize so I bought 30 acres of farmland. Outside, of Seattle about two years ago and I'm. Getting one of these as, soon as I get home just one just one. Okay. So I'm going to talk more about the feedback, loop and product thank you so much enjoying you thank you very much. Okay. So this wasn't just a trick, to bring this out we're actually going to we're going to use this in, one of the scenarios, that we demo to you a little bit later but. Let me just talk a bit about the. Transformation. That's happening on this product blade, so. I mean you think about historically. When a product a physical product left a manufacturing, facility or a warehouse and sort of hit a distribution, chain it was gone as far as the manufacturer, was concerned you had to physically, go out or you had that engage in phone calls to, understand, what a customer was doing but as Scott just, articulated. Ride. Command, which is a part of this Polaris. Is, right, there with the writer there's a camera right on the front of this thing there's, GPS, there are applications, in the in the cockpit, of this vehicle, that allow you to connect. With your friends to send information back, to to automatically, post videos on YouTube, and so it's a super powerful, connected. Product, that, instead, of being a black hole once it leaves Polaris, is is a source of information about the, customer and their activities, and their interests, in what they're doing and it serves, in some ways as a social, fabric for, all the folks that are using these vehicles, together and so really really powerful and the, thing that you know one of the things I often hear, from, some of our customers they look we're not a product company what, does this have to do with us well service. Companies. Too are almost. Always at this point at least somewhat, digitally, intermediated. With apps I get, ride-sharing services. By pulling an app out I, schedule. A service call with my utility, company by pulling out and out and so, even service, organizations. Have, software, applications. That allow customers. And the business on the other side to connect, and. That connection, point provides information, about, service delivery it provides, information about customer, satisfaction and, so, products, and services, increasingly. Connected, and in some ways, that's. The tip of the spear as it relates to the overarching, digital, transformation, journey once you can really understand, your customers, because, you see them using your products, and services now. You can, go engage them with far more intelligence, now you can understand, what's working quality, wise in your operations, manufacturing and service delivery and so pulling all of this together I would, argue kind of starts right, there at the product, or, the service. Okay. So let's move to customer. Engagement. The, thing that I think characterizes. More than anything else. Digital. Transformation. Is a shift, from, reactivity. To proactivity moving, from someone. Has to call me and tell me something's, broken or I need, to wait until someone walks into my organization, before I can engage them to, a world where we can reach out and touch individuals. Customers, prospects, before. We even know them typically. My first encounter with a customer, is through an anonymous web, session, where all I see is a cookie profile on the other side of the exchange, or a, Twitter, handle talking, about my brand somewhere, on social media and so, engagement, starts now long before we.
Even Know who the customer, is typically, and the ability to begin to very proactively. Build, that relationship and, begin, to understand, our customers even. Before we know them is. Fundamentally. Different and again it starts because data is coming before the apps land, themselves and so, to talk a lot about how Polaris, is using, Dynamics 365, in the rest, of the Microsoft, cloud to engage their customers Ryan, Martin's gonna come out and do a demo for us come on out Ryan. Thank. You James thank. You hi. So. What, we're going to look at today is a journey a journey of, one of Polaris customer, they, actually start as an anonymous IP address, and they go all the way through to becoming a lifelong fan of Polaris. And, then we're gonna flip it we're, actually going to see how Dynamics 365, empowers. The employees, of Polaris through, each step of the way of that entire process so I'll jump over here and start as I. Mentioned I'm an anonymous IP address, actually, I've been tasked with purchasing a fleet of these vehicles and I start that process by browsing the Polaris website so. What we see here is that I get a really good overview of the features I can look at the gallery but, I'm having exceptionally, busy day and I need to move on so, what I actually decide, to do is follow them on Twitter and once. I do that I go about my day the. Next day I return and I actually see a tweet that talks about a new product that's launching that really looks fit for our purpose, and they, asked me to go to community, portal to actually engage with them so. What I do here is I go to the community. Portal I can read blogs I can see forums, all kinds of ideas sharing I'm really starting to become excited and an, agent reaches out to me as I'm browsing the portal and I, could actually have a dialogue with that agent, they first ask how, they can assist me and I mentioned that I'm interested in this new product that's launching so. At that moment they, actually can detect my location, and they, can say hey guess what an event, is taking place near.
You And if, you ever have the possibility, here to an attender Polaris event highly, recommended, they're super entertaining you have a great time and you'll learn a lot about the products, furthermore. I actually, accept, that and, ask me for compliance reasons if it's okay that they passed my details, on to the marketing organization that, can invite me out to that event I agree. I consent, to that and they asked if there's anything else that they can help with and I do I have a very detailed question, because, it's about me getting the details I need for, our acquisition, about. The cargo bed capacity of this Ranger and actually, replied to me and tell, me that it has a cargo bed capacity of just over 680 kilos, so, I found the information I need, I actually, attend the event and during. That event Polaris, sales representative, talks to me and asked, him to come visit me so we can actually explain the details behind our needs further and the, sales. Representative, visits me and using. The product configurator, we actually look at this beautiful Ranger. Here and we go through the features and options to actually work out the spec that we need right. As they start to leave my premises, I'm really happy and I say hey can you provide me with the quotation, and as, they leave the door in my mailbox I immediately. Receive the exact, quotation, that I was looking for from them and using. Adobe sign I actually have the ability here to present. This to my board of course but, then digitally signed this quotation. And I become a customer, and at, the moment I become a customer of Polaris I also, receive, an additional, email welcomed. Me to the family and, what they're also able to do here is allow, me to, register for, warranty so, I've acquired, the fleet I was an anonymous prospect, I went through this very nice journey of attending event I'm now, a customer, and a member of their family so. What did that actually look like for, all of the Polaris employees, that were supporting, this process, well, we're gonna start with the marketing department we're. Actually going to be looking here at Adobe. Campaign and a, journey that was defined in Adobe campaign to support the browsing, of the website that we saw earlier but they do a lot more with than that they, define a lot of marketing activities for example Polaris. L through independent dealers, these dealers needs to be trained they need to have certification. We need to shirt insure how what the showroom set up is going to be all of, that being designed in customer, journeys one, thing you may not have noticed but when we were talking to the Polaris agent on that portal, that, was actually a bot a bot. That's available 24/7. In a multitude of languages and was able to detect my location, pass. On my details to marketing organization, and answer. A very detailed question, about, the particular Ranger that we were looking at what.
Marketing Also did was qualified this lead and pass, it on to the sales organization, the, sales organization, was, using dynamics, 365, for sales and all. Of this information was actually passed from Adobe, through, the common data service, into, Dynamics, 365, and once. That sales representative, picked up the lead they, had a reason, to act on it and that, reason was actually, managed through predictive, lead scoring this. Was qualified as a grade-a, lead, and assigned, to the sales representative, to take action, quickly because. It has a high probability to, close based, on a top 10 scoring reason, that the system computed. Furthermore. As the. Lead was picked up they, immediately, had sales navigator controls. Embedded. In Dynamics 365, on the main form the first thing they saw was able, to expand the network they, had icebreakers, when they started to talk to that lead they could even go further into that account and find new leads that they could begin to work with or connections. That they could use to utilize within that deal and taking. It a step further as they, began to follow the business process, they, obviously exchanged, phone calls tasks, email, appointments. Using, the power of dynamics, 365, office, 365, and Azure, the, system will calculate the, relationship, health it, will look at all of the emails I set all of the appointments we have it'll, even go as far to say how much time have we spent, on this deal how, much time has the customer, spent on this deal what, our response, time is what their response time is giving, me a true idea of the relationship health, and obviously, a quality, of pipeline, within the organization, there. Was also one thing the customer never, saw within, this process and that was the fact that they had specific. Customization. Requirements, for the vehicle they were purchasing, so. Using Microsoft teams and Dynamics 365. I was, actually able as a sales representative, to. Interact, with product, engineering, in the context, of the opportunity, in most, organizations product. Engineering, typically don't have direct access to a sales application so. They actually can do this through teams based. On conversations. And file sharing so, in this case they actually provided me with the PowerPoint, presentation, that I could then pitch to the customer about, this specific, customization, for the vehicle so. As I mentioned at this, moment they signed that quotation based, on the perfect quotation, we provided them and we, transitioned, into customer, service we, saw that the register, for warranty email went out the, customer service manager starts, to monitor all incoming cases, from an omni-channel environment. And a, customer, service representative. Actually. Receives that case and through. Knowledgebase, articles, which we see here on the right-hand side was, going to make a phone call because, the size of the fleet that was purchased, it was, warranty, for I was sorry I was able to offer a free, first service, for, that particular fleet so, making that phone call they obviously use the knowledgebase article, to walk the customer through each one of those steps and that's, the end-to-end process, so, let's zoom one, step out here and I'm actually quite proud to, stand here and announce Dynamics. 365, AI for sales, during. This process we did see infused, intelligence, within the Dynamics 365, app that, guides the sales representative, through what they're looking at but, this tool, here that we're looking at is insights.
For A sales manager to, manage the health of the organization and to coach the sales team so first, of all we start to see insights, like there's 11 days left in this quarter where 87k, below target, okay, so, let's view a report that actually supports, that particular, data this is embedded power bi but, we like to take it a step further and through. Statistical. Modeling and machine, learning, we're actually receiving here insights, for example, we've been selling, more in Australia than we were last year by 10 percent if we, drill even further through, that particular process, and we, go back to the home page here we'll, see the health of our pipeline 3, deals are worth. 180, K they're closing soon but they have a poor relationship health we're, actually in our inside, sales team using. Cognitive services able. To track the sentiment, analysis, on all the calls that are taking place are the customers happy are the conversations, going the way we want our, we listening, to the customer enough during that conversation, then. Here as a sales manager I have highlights, of what's going on in the day for, example Ryan just won a deal and it's pretty cool because it was a 5k deal that was at risk of being lost but, it managed to turn it around, additionally. I've got an upcoming one-on-one. With Erik and remember, we had that 87 K gap. That we were looking to close so, if I look at the Sales Leader board in our organization, Erik's also you know struggling to meet his quota for the quarter, so this is a pretty important, one-on-one for both Eric and us as an organization, so, it's like actually, drill into Eric's, scorecard. Here we. Get an overview of the, opportunities, that are at risk for Eric at this particular moment and we really need to talk about them and, one, thing that the insights provide is on one of those particular deals I personally. Have a connection, at that account and, I can introduce, Eric, to a stakeholder at that account which is going to help him most, likely turn the deal around and help, on that quarter and furthermore. Back, to the sentiment, analysis, because Eric is working in inside sales we, see that he's also been lacking, or trending, in a negative sense on the. Sentiment, analysis, of the calls that are taking place so perhaps offering him additional coaching and training would be able to turn that around as well so. With all of that being said we've, looked at a customer, journey and we've looked at how a i-4 sales can improve a company's health, so with that being said back, to you James and thank you very much. Thank, you Ryan. So. I think the. You. Know the thing I want to highlight on this one I'll do this as we we sort of roll through these is for. This one I think it really shows. Unified, and intelligent, in some ways you know the opportunity, to bring data together we saw office 365, data coming in LinkedIn, data coming in Dynamics, 365, data coming in and. Really transforming. The experience, for. Everyone involved the customer, the people that engage the customer, I mean imagine we. Talked about not liking ERP, early or I'll go pick on CRM, for a minute I mean as a. Sales person who has to use CRM, in a prior life. I didn't enjoy it you know it's all about entering, call records and having someone else look to see if you're doing your job here. This business, application, allowed me to get help it connected, me with someone in my network that could help me move this deal forward, and so the ability to bring data bring.
Intelligence. And to transform, that business process ultimately, to. Deliver better service, to the customer, was, really made possible, by this unified. And intelligent, approach to. Business applications, starting. With data. So. Let's move now to. Operations. Critically. Important part Scott talked a lot about the the lean manufacturing and. How they are assembling. Vehicles, and delivering, those through. Their distribution chain. Transforming. Their supply chain kind, of a dry subject. Traditionally. You think about the business applications. Again in that domain, where. You know you're keeping track of inventory items and, you. Know planning manufacturing. Schedules, we're, gonna look now at a demo, that, completely. Changes. What's possible, and what it means to run a modern, optimized. Operation. And to, do that I'm gonna have Kevin Horlick. Come out and then Chris and Madison will join him later on in the demo but we'll start with Kevin Kevin come on out. Thank. You thank, you James yeah. So. I'm. Gonna pick up this journey from, a sales order, I got Peter Sione up from a sales order in finance and operations now. Within finance and operations I need to find the sales order that we were hearing about from Ryan earlier now, when Ryan was talking about it he was talking about it from the perspective of a sales quotation, and. We went through the journey of that earlier, with the sales pitch which. Was supported by a product, engineer. Now. What's significant, to us in this instance, is that because that, quotation, is now being converted into a sales order within finance and operations as, a, product, engineer I need, to respond, to a change, request, that, was made by the customer, in that pitch. I'm. Confirmed, on-screen that I've got the right vehicle, the one we can see on stage today and during. That page the customer wanted us to change out a particular, component. They wanted us to change out the, air intake, they're, going to use these vehicles in a very hot extreme environment, all the time and they, want to make sure that the engines, will run in a cooler more, efficient, perspective, so. As. A product engineer how do I deal with that I need to be due diligent in there I need to make sure that the change, is appropriate, and I can go out to the sources of data that we have that you were hearing about earlier across, a multitude of repositories, so for instance I could, come across to, my. Release products and. Within, my release products dashboard, I can, see I've, got, a particular power. Bi dashboard associated. With it and, this. Is actually now taking advantage of the common data service, and, the, common data service is it's actually drawing data from my production, data it's, looking out to Polaris, its own write command app and I'm also taking information from the azure IOT data, and I'm bringing that all together so I could start to take some insight, so, I can start to see immediately where those vehicles are being used, when, they're being used how we got so many going through production and what this sort of average tech engine temperatures, may well be. But. I can also delve deeper, into perhaps one, of those vehicles so. For instance I could come across to, the azure, IOT central, dashboard and I. Can see I've got a particular vehicle on on, display now I'm looking at all the metrics that are available to me I can even sense and. I suspect you all know this Death, Valley is a rather warm location. Because. I could see that also from the metric that's telling me that it's running at about one hundred and ninety eight point, five degrees Fahrenheit so it is running at a good temperature there and I can also see other metrics, in terms of engine performance when those vehicles are being used, so. The, customers concern I'm starting, to feel totally, valid now how would I go about making, that change within finance. And operations so. What. I could do I can. Come back to the sales order and I, can go into the individual, item I need to get to in effect in the Bill of Materials, and, from, the Bill of Materials perspective, I will.
Be Able to. Evaluate. The. Design. Now, building materials, in effect we can have many versions of a bill of material and it might be appropriate to have one version for that particular customer in, my case I want to go directly into the designer itself, and as, I go into the designer I can start to see a number of pertinent, information so, I could start to see the operations, that it's going to go through where we have all the IOT data kind of being, accumulated to date which I'll touch on a little bit but, I can also see I've got the four inch air intake going on as well now, as the product engineer, I, need. To model I can model different scenarios, before I make a change and this is where I can take advantage, of embedding, some power apps to go out and look at my data that I have in the field so, you can see on screen I've got one for air intake for exhaust for suspension so, I can click into the air intake into the configurator, and it is going to go out to my azure IOT data, represent. The data that appropriately. For me to help make my decision. So. I'm working at data that is in context, to my role so, here the default position is the four inch air. Intake module I could start to see the bottom graph which is where I want to draw your attention to which is running around 210. To 228. M, per ature but. If, I was to actually switch. That to the largest available and, click that across to configure it's going to go back out it's going to grab the right data for, that air intake module now I should just highlight I'm not redesigning, the, whole new vehicle all I'm doing is a customization. Against a number of variant, components, that are approved against, this design. When, that comes back we, can see here that the engine temperature has dropped down to around 175. 285. Range so that's a good sign that the, end that making the change is going to have the right impact that the customer is looking for. So. We're. Going to adjust the Bill of Materials we're going to send a new bomb, to production, off the flow we'll go and once, that is occurring that, we might move our clock forward a little bit at. Some point the customers likely to get in touch and ask us how, is our order coming along are we going to meet the delivery date and so, from a role perhaps of an internal sales associate, I may, well ask we, asked that question and traditionally, what would we do we, dive into the sales order we'd locate, a delivery, date and we confirm that back as as to what the best is yesterday tis but.
If We wanted to be more transparent. Take advantage of the data that we have on the go we, can come across to our production status, and we have an embedded power up here that, is going out and it's looking at the position of all the operations. Referring. Back to what is actually occurring in relation to our order so, I could start to see aha I've got 15 completed, I've got, 10 in work in progress and, I can see a fairly even flow across the operations, nothing. Is showing in red everything is in the blue so, I can give that extra kind of comfort back to our customer, and let them know that we are actually in a really good position to deliver on time. Now. Let's wind that clock forward a little bit further we. Have now a very happy customer with, a fleet of these vehicles out, in the field and I actually think that probably a lot of people out there having a great time of those in the desert. We. Have an Account Manager to consider now that account manager is going to be making sure everything, is as it should be with their account but they're also going to be looking for opportunity, to upsell something. To the customer, and, that's perhaps where, the dashboard. That we touched on earlier where, we can take insights, from a different role perspective, and look at when the vehicles are being used so, for instance where my cursor is I'm over in the mid to then evening night time there's a lot of activity, a lot. Of activity, with this particular fleet perhaps that, could lead us to a discussion with the customer to indicate, perhaps. Need some light bars to add on to the standard light fitting that we have so. An upsell, order could result which, is brilliant news so, we've got our 25, new light bars we, can ship those light bars directly, to the customer, from our factory. But. The cut vehicles are already with that customer, so we also need to sell some service, time as well so we need to provide a field technician who, may need some, remote assistance. How. We would go about approaching that, is by, organizing. For a work order so we can take advantage of c.d.s and. We. Can generate a work order across into Field Service and. From, a field service perspective, we could be looking at it from a sales, manager perspective, now. That field, service, manager could be looking at it from a work order, scheduling. Board and they could be thinking well I can manually allocate, this or I, can, take advantage of the auto scheduling, either way there's, going to be a notification, send. It to a field technician in the field onto their mobile device and. It could be a field technician such, as Chris. Hey. Thanks Kevin. Today. I'm, also joined on stage by Luke, was, a special camera that will allow you to see what I see on hololens, as, a. Subcontracted. Field technician, I receive. A notification of, a new work order on my field service app it's, got everything I need the, details the job where. To go as well, as any other necessary information. When. I arrive on-site I find, that the light bar delivery is already here and I can get started on the first one right away. This. Order included remote assistance, from a Polaris specialist, and. This. Model is a little new to me and the electrical is a little bit different, calling.
Remote Expert, will help make sure that the install is smooth like, it was right out of the factory. By. Connecting with remote expert it. Gives them a window into my work and. Not, only is a real expert able, to see what I see but, they're also able to mark up my world with 3d annotations, allowing. Us to connect, and collaborate more, effectively. What's. Great here is. That dynamics 365. Has. Provided the work order to remote assist and I, can see all the relevant information from, the work order on hololens. Dynamics. 365, has. Even recommended an expert based, on skill set and scheduling. All. Right let's. Give Madison a call. Hi. Chris hey Madison how can I help, well, I'm, here to install the new lights under my fleet and, I haven't worked in the electrical, with these models yet so it's hoping you could help me get this first one right yeah. I can definitely help, I've, got your work order here and it says you're working on the Ranger XP 1000, EPS correct, that's, right and. It says you've got the SR series LED light right yeah. And I already went ahead installed into the bracket cool, can I take a look at your install before we get started sure. All. Right how'd, I do looks. Great and. Dynamic. Shows on Mayon that the Park Service ordered, the Rangers with an auxilary switch already installed that's. Right ok, let's begin on the electrical. Okay. I was thinking I should install. The harness into the main line here. You. Could but, let's do it just like the factory using the 12-volt bus okay sounds good first. Let's install the wiring harness into this bus go. Ahead and remove the cover now okay. All. Right got it next, snap the relay here, Oh. Looks. Like it's even pre-drilled. Okay. Got it great, now, grab the wire adapter. Okay. We'll, replace these leaves with the adapter this, lets us natively connect to the 12-volt bus which you'll see in the wiring diagram take, a look. Okay. Now, combine, the ignition lead and positive, lead and crimp them together like, it shows here, to here. Okay. And connect. It to this red lead exactly, and be sure to remove that yellow ignition lead from the harness you won't need it anymore, okay. All right here we go. All. Right. Okay. Almost. Got it. Here. We go, all. Right what do you think how did you looks, good go, ahead and plug it into the bus okay, and. Done. Now. You're ready to connect the switch heads, up you don't have to pull the whole dash off just, remove that Center Bay by removing, these two clips oh. Okay. Well that's easy. All. Right. Go. Here. All. Right switch is connected nice, work Chris you are all done reconnect, the battery and light it up. All. Right batteries. Connected here, we go. Whoa. Hassan. Hey. That's. Great hey. Thanks for help well, only 24. More to go no, problem, you've got it from here give me a coffee anything else all right will do bye Madison see Chris. Now. That the call is ended and I, finish upgrading the UTV with the new light I can, close out the work order. This. Automatically, updates dynamics, to reflect that the job is complete what. Time I finish and it also gives me opportunity, to record anything else that I feels pertinent. The. Customer can also see this change whose. Power bi is connected, to a shared system and they can see that their fleet details have been updated, in real time. This. Completed upgrade, shows, to the power of Dynamics 365. Combined. With mixed reality, can. Integrate traditionally, isolated systems. Physical. Work share. Data and remote, expertise, come together to, get the job done right the first time, thank. You. Thank. You what that was that was crazy, I think you know if you think about the the, other two characteristics. Of dynamics 365, so modern, and. The ability to adapt, we saw both of those happening, here I mean this is unbelievable if, you think about the, traditional. Field service, business application, support, the technician, would normally come out maybe.
With An email maybe, with some printed, out report, about what needed to be done and now the the technician, can literally, be with the, expert, back at the factory hands, on sort, of heads free or, heads. Up hands-free, repairing. The vehicle. Through. Hololens I mean it's it's a completely, transformed. Business process, made possible, by this this, modern approach to business applications, on. The adaptability, side, I thought, it was super powerful to see in the context, of dynamics 365. Power. Apps that, sort, of tune the experience, specifically. For the needs of Polaris, so, looking, at operations. In a fundamentally. Different way powered, by data. Intelligence. Modern. Experiences. And, adaptability. So. We're going to shift to the to, the last blade in the propeller and talk about empowering, employees and I think you know as we look across the business process, spectrum, this is arguably. The most important, one our. Employees, are ultimately. In, our people what makes our business what, it is and finding. The best people winning. The war for talent in. In developing, your people as they come into the organization is. What, gives. Us all our competitive. Advantage, and we. Have been very fortunate to to. Partner with LinkedIn, who, joined Microsoft, almost. A year ago to, sort of sit at the front end of that talent lifecycle. LinkedIn. Is the world's, professional, network it is the place where connections. Are made and where people are sort. Of highlighting, their skills and capabilities, and by leverage, LinkedIn. And then, sort of moving, forward with dynamic, 365. On the back of something like LinkedIn recruiter we've got the ability to connect you with candidates, to, identify the best people to onboard those, candidates, into your organization, to make them successful very quickly and to develop them over the life of their career and. If you think about how that's done again it comes back to data and it comes back to intelligence, and transformed, experiences, it's one thing to keep a list of people who've, contacted you, and sent resumes, and indicating, they want to join your organization it's another to be able to go out and proactively, find.
The Best candidates, and then engage, them in a modern process. Bringing. Them into your organization. And, having them join you and become, productive. Very quickly and to develop them over the course of their career so to take a look at LinkedIn. Recruiter joined, with Dynamics, 365, for talent I'm gonna ask Lydia Williams to come out and do our last demo Lydia. Thank. You. Great. News we've, actually received so many new sales orders from customers recently, that we're going to need to go ahead and hire some new engineers, into the organization. To be able to deliver those sales orders, for our customers, I'm. A hiring manager I manage, a team of field engineer's, and I've, received the go-ahead to bring some new candidates, in to, find someone to join my team let's. Take a look at how using, dynamic c-65 battalions, and LinkedIn, recruiter I, can, find, some potential candidates, bring, them in for interviews, identify. Who is the best match make. Their compelling. Offer and ultimately. On board them for success within, my organization. So. As I said I've been given the go-ahead to start to identify some candidates, and the first thing I want to do is make sure that my job, Evert actually. Represents, my team from, both a skill level but also make, sure those individuals. That come in for interviews, are going to be a good cultural, fit for my team I can. Jump straight into dynamic suits it's five-four talents and start, to personalize the, job to make sure that I'm happy with it personalize, the skills that were identifying, and the, job description. The. Next thing I'm going to do is ident by my hiring team and it's, typically a challenge, as a member of a hiring team you might feel disconnected you don't have the information that you need about candidates. And, you'd be lucky to receive a resume, the night before an interview but, what I can do is I can identify those. Key members, straightaway, on day, one so. That as we start to interact with candidates, the, hiring team has one place to go to get a really clear understanding of, the different candidates, that were interacting with. The. Next thing I'm gonna do is personalize my, process, this, is really simple drag and drop the key stages. Of my process which. Might be an assessment and, interview. And I've actually included in mine including. Skype details. If, I want to interview any candidates, remotely, I'm. Then going to post my job out to LinkedIn and it's, at this point that, I would hand over to my recruiter, and my recruiter can use LinkedIn recruiter to. Source candidates, from across their professional, network now. They've started taking, a look at Mattie's profile, and she looks like a good match for the role they, can see her full profile, but, what's more they could actually see any interactions. We've had with Mattie previously. We. Can see any jobs that she's applied for and the stages, that she achieved, we, can see notes against, her record and we, can even see interview, feedback, about why she may or may not have been successful, in a role previously, so. This means that my recruiter has full. Visibility of, our relationship, with Mattie and they can then go ahead find, the job that she's related to and easily. Push her out to, that job directly, within Dynamics, 3-6-5 for talent. Now. If I come back to being the hiring manager, or a member of the hiring team I can, now see every, applicant, who is applied for the job directly. Within Dynamics do six five four talents and as, we receive a really, high volume of applications I want, some help and support identifying. Candidates, who are a good match for the role and using. Machine learning dynamics. 3-6-5 Vitale is going to go ahead and identify the. Candidates, that have the greatest skill, match for the role by, looking at the skills that I've identified in, my job description and comparing, them the skill is in everyone's, application. And it, looks like Mattie is a match for the role so, I can now jump into her application and, the, first thing I can see is a LinkedIn, profile, I can, understand all of the information that she shared with her professional, network and I can also see any notes from my recruiter. The. Next thing I can see is her resume, which, means I don't need to jump out to Outlook to find that file that was shared with me via, the recruiter. So. I think Mattie is a match for the role so I'm going to go ahead and bring her in for an interview. Interview. Scheduling, is a very manual process, literally. A case of going into different outlet calendars, and trying, to find a time that works for maybe three or four members, of an interview team but.
Using Dynamic suits it's fine for talent I can automate, that process I. Can, choose whether it's a panel interview or one to one whether. To include Skype details, and in, real time the solution is going to go away look, at their outlet calendars, and tell me the best time for everybody, to meet with, Mattie and I can simply push that out to the hiring team and they can accept or reject it from directly within office 365. Now. On the day of the interview we, all come in and meet with Mattie and we decide that she's a match for the role I want. To be able to come in and record my feedback but. I don't want to have to do that on my laptop I don't want to have to do that connected to corporate network so, we've made it really simple with dynamo it's it's five four talents I can, pick up my mobile on my way out to the interview as I'm commuting home record. The feedback, while it's fresh in my mind and in, this case I'm gonna say that we recommend, her for the role now. What's great is once I've recorded, my feedback I can then see the feedback of the rest of my team and the, reason we do it that way is because we want it give everybody the opportunity to, share, their honest feedback in an unbiased, format, but, then get to see whether we agree on whether Mattie should be brought into our team, now. We've decided she's a great match for the role she's a really good cultural, fit and she has the skills that we need so, we want to go ahead and make her an offer and using, offer management, within Dynamics, ooh six five four talents I could automate, this process pull. In all of the key information into. A contract, ensure, that it's complied, by using templates, and then really easily send this off to Matty to, sign electronically. Matty's. Received the offer she likes to look at the package and she's going to sign it electronically. This. Is the point in lots of organizations. Where they decide okay the hiring process is over we found a candidate they've signed an offer, brilliant but. Actually we're seeing it slightly differently, and seeing, this is really the start of our hiring process. Because. There could be between a few weeks and a few months before Matty actually, joins the team on day, one so, we want to bridge that gap between accepting. The offer and turning up on her first day at work by, sharing an onboarding, guides that, starts off with a welcome message welcoming. Her into our organization. And then. Starts, to allocate out activities, some. Tamati so that she's all set up for her first day at work but, also some for other members of the team and I've, included for example a video, tip so she can learn more about our vehicles, but. One of the great benefits of working for Polaris is that, every new employee has, the opportunity to, use a UTV, for, 12 months so that they can understand, and be part of the riding culture within Polaris, and also, importantly, share feedback about the, vehicles, directly, to the organization, so I've, embedded a powerup she can come in look, at the specs for every different option and then ultimately order. Her UTV, so that it's ready for when she joins the organization on her first day and. The, final thing I've done is started, to introduce her to some key contacts, dynamics. 365, for talent is gonna look the, individuals, that I network, with regularly, who, are important. For Mattie to me when she joins her organization. It's, gonna suggest them I can add them in his contacts, so that I know when, Marty joins on day one she's already built out a strong network within my organization. So. Using dynamic c-65, for talent and LinkedIn recruiter I've, been able to find great candidates, bring, them in for an interview, identify. Who is a great fit for our team get. An office signed by them and ultimately, set them up for success onboarding. Them into Polaris thank, you very much. Thank. You Lydia so. You. Know once again it just it's it, all comes back to data. Intelligence. The, ability to pull all of these systems together it's sort of the whole is much greater than the sum of the parts and. In this case the ability to find the right candidate, engage. Them convince. Them to join and then the, thing that I thought was such. A Google, demo is this power app that's embedded and managed can you imagine working for Polaris and getting a device. As part of your, onboarding. It's it's it's, pretty amazing and and all of that made possible because, we've.
Got This power platform. That. Sits beneath dynamic. 365. And allows for this built-in extensibility. Integration. And, the ability to engage with data via power bi and so we've we've kind of covered I said it was our last demo its last mo of Dynamics, 365, and we've we've spanned. Customer. Product people operations, we've looked across marketing, sales service, operations, finance and talent now. I want to talk a bit about that power platform. Layer, because. Ultimately, you. Know no business, application, is ever exactly, what, you need it to be every. Company has their own unique processes. Selecting. A Polaris, as, an employee is certainly unique to Polaris, and the ability to create, these unique, experiences. To tune these applications. To make them just what you need them to be is, part of what makes Microsoft. Business applications, special, and it spans power, bi power, apps Microsoft, flow I think about it in some ways as measure act automate. Power. Bi allows you to understand, and measure business, outcomes, power, apps allows, you to create experiences to, act on those measurements, and you can automate business processes. With Microsoft, flow and as I said before this. Is a connected, platform, that is now all you know sort of part of and built into both office, 365, and Dynamics, 365, on top but, connect it down to Azure beneath, and so, you've got this low code no code you know highly effective. Platform. For customization, and extensibility, but, with no cliffs you can always drop down into as your functions as your app service logic apps and pull all of that technology back up into the power platform, to then inject into these. Business applications, and so, to take. A little, bit deeper, look at power apps I'm going to have Ryan Cunningham, come, out and show how that particular, polaris, power app was created inside, of Dynamics 365, welcome. Right Cheers. One. Everybody. So. I want to zoom in on power apps here and we've been seeing it all morning we saw it talent we saw it in finance and operations it is throughout Dynamics, 365, the platform, we're using to customize and extend business apps I want to look at this through the lens of this awesome program we've been talking about the Polaris, owned unit, program pou I don't, know what your experience, was showing up at your company on day one I I came to Microsoft they handed me a t-shirt and a water bottle I. Mean. I was excited to be here but come on you walk into Polaris, tomorrow its first day employee they said well you take on one of these bad boys that's, pretty awesome right but fulfilling, that, program, it's. Non-trivial, I mean you're talkin