welcome to this broadcast out of fellow mine Copenhagen number two out of four broadcast in every Wednesday January today we are addressing co-pilot in sales my name is Michael Smith and my name is j Oscar and we have been looking forward to uh show you envision you stuff that is quite easy to capture and leverage in your daily life with customers members Etc we do think that this is uh totally readymade cooked for use and yesper will take us through a very nice agenda but very shortly last time we were addressing realtime assistance customer service today as I said customer experience in sales and how to engage your customers leveraging data much more and on next Wednesday the 24th we will address the cool stuff in business Central and wrapping up the last Wednesday in January we will address with the espa oscore by my side marketing efficiency in other words the cool copil stuff in custom insights Dam 365 marketing sure and as you can see on my screen here the uh examples we're going to take you through today is about data quality and improving productivity and efficiency basically the co-pilot is a system that can help you in sales at least uh help you um grab capture data and also kind of automate some of the more mundane tasks in the system so you can be uh able to spend more time on selling and we will cover like the three co-pilots uh under the umbrella sales there's one in Outlook and there's one in teams and there is one in the sales hop uh the sales app and then we'll do a little recap yes but is this important yes it is numbers speak so every day in in average Microsoft's huge survey in 21 showed that 25 times sellers or people who serve customers or members they switch apps hold on 10 times a day 70% of the time is spent outside the uis in CRM where you can capture all this data so you have to do these switches and customer data in productivity tools they are simply not captured in the CRM a lot of it still runs outside it's ready made for you to have what you need at your so-called fingertips we'll show you today and um it's going to be a lot of showing and take notice you can capture this recording on our YouTube channel felline business applications um you see on this next slide this kind of generates what we could call the Vicious Cycle because yes since data is not captured into the CRM system uh the AI that's sitting in the CRM system is is unable to do its magic uh and that will in turn uh lower the adoption because who would want to use a system that's not able to support you the way you are used to or the way you are expecting yes but this is the truth around one of the major root courses why CRM has not been that popular in sales organizations to put it in other words you sellers or people who serve members Etc you not necessarily love your CRM because you always have to put things in but you don't get anything out the vicious circles as as you call it yes so let's see why we can break exactly so so on this slide you will see that there's also surveys uh talking to the fact what what what sellers do expect from the technology they do expect automatic entry between systems uh which is one of the things that co-pilot solves they want to be able to work in the app of their choice uh in in very many scenarios that's Outlook and they want a seamless int intelligent selling experience so they want support from the AI and and speaking of uh intelligent support 74% of sellers who won a deal actually said that AI played a critical role in closing that deal so there is uh there is support for for a better selling experience closing more deals faster if you take advantage of all uh the AI stuff in the system uh on a on on uh the assumption that the data in the system is is is uh valid right yes so we have this blueprint for Cross organization impact it's the Microsoft platform with all the security and compliance at the at the bottom and all the the apps uh from productivity to business data to low code there is this platform that enables us to tie everything together and in the center of all of this is co-pilot or Ai and the focus of these four uh broadcast is obviously the customer experience uh from the start uh where you do some reaching out in marketing to doing the sales uh and then followup sales with customer service and yesper uh to be frank um the interest from across industries that we are facing from felm mind uh is are we missing something not re leveraging the ready cooked baked co-al in Dynamics and the answer is yes you are and as you said yes but you get even more out of it the better quality of your data you do have um exactly but it's running on your tenant so you uh it's a co-pilot it is uh and actually from from the many presentations we do we all we all always see people nodding smiling even saying I'm in love when they see what can be accomplished uh so without further Ado the sales co-pilot is as I said uh surfacing in three apps basically the Outlook app the teams app and the sales app and we'll go through them one by one and as we said they will help you increase adoption they will help you be more productive and in the end obviously customer satisfaction win rates uh increase bottom line so there's no reason not to take on this uh capability so in Outlook it's an addin right so it's sitting there on Outlook so the ability to work in the app of your choice is there uh since it's seamless integrated with the sales app and in in um encompasses a bunch of AI powered experiences and and uh the first one is actually interacting with sales data it's the ability to capture data from emails uh I.E the uh email signature so you don't have to punch in a bunch of letters into your system when you receive an email from a new contact you will readily be available to see all the related data uh when you receive an email from an existing contact you can update the system so basically being able to work in the app of your choice that's the first thing we'll cover in in a minute or two there's also AI capabilities in the addin which is mainly the ability to summarize uh emails so we all know the situation we have 10 emails sitting in the inbox from a customer or several customers and you have two minutes to prepare so why why not help ourselves just uh Consulting the summarization instead of having to scroll through all these emails and read the with the content and you will see it does save your time and I tried it out several times and we are using it at fellow mind as well the co-pilot sales it gives you a very very most of the time a better email than you it is craft yourself it is one of the most popular uh capabilities in the system there's also one maybe a slightly overlooked one the ability to create collaborative spaces so in the case that you are working with a customer you identify identify a a an option to save a lot of time by creating a collaborative space or a teams Channel an external teams channel in which you can collaborate on documents or other informations even uh an internal teams channel so you can collaborate with your um colleagues uh which is possible with one click only from the app so let's go uh into the the um now let's look look at the this presentation slide first so the first one the ability to capture data from emails signatures and Outlook it will look at the email signature in the email and extract all the information it can and then it's up to you to maybe modify little bit or Simply Save the information back to uh Outlook in other words get your contacts in your CRM correct so um here's an example of me receiving an email from uh John who is a marketing manager uh at fabri ham what have you so I want to get this guy into my system I click the co-pilot and the co-pilot loads and says hey do you want to add John to your system in the case that there were other um senders on the email or recipients that isn't present in my system I could also save them into the system really really easy uh so I could say hey okay let's do it um add the contact to CRM and lo and behold it has has extracted the information it's abil able to maybe I also want to add that he's in Fabric and maybe not uh and then I can go back and save this contact as you can see and I'll I'll come back to that later we are able to add additional felds to this uh add in pain uh maybe credit hold uh so maybe you don't want to spend too much time on John because at the moment he's on credit or maybe not so let's put that in and then save it back and that helps us build up a reliable source of Truth uh and in the in the end uh increase adoption maybe this is just taking a little time on the internet today maybe moft Tri Microsoft trials so this is what we can do with uh capturing data existing data would also hydrate this add-in window so we could when we receive an email from an existing customer customer and we noticed that maybe the title is updated we can update the data back to the C system right from within Outlook next up is the ability to summarize uh email data so I have a ton of Email exchange between me and uh Pia and as a preparation for my next meeting or just uh to get my job done I want to know exactly what took place and I can see from the key info that she requested a quote for 20 products um I suggested we make M on a a certain date and she suggested the day after and uh all of a sudden she listed all kinds of concerns about the product and what have you so I don't have to read through the email at all so in real life here is all the the emails uh from her yeah I can go through the co-pilot yeah and also not actually that the system is able to extract which products he wants to ask a price about and look into the system and generate a viable answer regarding products and prices uh but she requested a quote I suggest at this St she come back with this and so on and so forth I can even see that I can create a collaborative space with her so we couldn't collaborate on getting this done uh she's connected to a few records including an account and a collaborative app and as I said maybe I do want to uh update the information for her what I have so I can just click uh yeah you there's my private notes these are also available for you and I could say hey uh she's she's not even she's not a senior researcher now she's a principal what have you yeah and that way you can you can make sure that the data in your system is always updated sted and uh uh to be trusted as a single source of truth yes but this here uh really really um is awesome we all experience that we have a bunch of emails or some emails and what are my next actions Etc it really helps you get it sorted out it suggests you the answers and hereby you save a lot of time and you actually also get the answers across to your customer in due time and you can even collaborate with your customer in a team space that you just showed us in the end yeah what's not to like what's not to like that's very very true um moving on to the next feature uh in this slide so it's I I did call it efficient communication so should I want to reply to PI from from an email thread or simply draft an email it can be done with uh the co-pilot features so I've drafted this is actually the response to her request about a quote for uh several products and and the U co-pilot is able to extract product as well as relate the answer to the price list we have for here so we can simply generate a paragraph saying the total price is this and so on and so forth it can even you know when you reply to a customer it will look into your calendar and uh grab the next available time slot uh and and put it in as a suggestion for the next meeting with this customer does this save time yes it does uh myself uh I think I'm okay at at looking my calendar but this here really helped me um so you really get things done you really get things done so coming back uh on the demo so this is still the demo uh with the mail to Pia I can say hey I want to draft an email now I want to make a proposal or address a concern or reply to an inquiry so I go with draft a proposal and it will look at products and prices and what have you and I can change uh the length of the reply the tone of the reply or I did I did pick the wrong one concern but no no worries can even change the tone the the airport is priced at blah blah blah 20 will cost you this much I can say hey I want to copy this to an email I want to change the tone I want to make it shorter or lighter or what have you so that will save uh sellers uh bunch of time a lot of time uh when doing what we could call maintenance work hygiene work uh administrative work in in the sales app so um we could also as as I said earlier we can bring other pieces of information into the task pane so uh maybe I want to look at which orders uh do we have with this customer already so I could add the order field uh the modification of this task pan is is done actually in teams in a uh in an app in teams uh you can add fields or remove fields or reorder Fields so you can get this addin Paine uh to look more like you would want it to to look like it uh yeah the move on and as I said basically we can easily create collaborative spaces we can see which spaces we do have with this customer already so should we want to upload a um a a quote in PDF or what have you or word so we can collaborate on on the quote before we um made it public uh it's certainly doable using uh the teams channels and there's a little uh extra thing in the system something called the people card so if you hover over a name in the email you will be presented with the uh people card uh and that one is actually expandable I didn't expand it here but it will show you a bunch of relevant information about tax this is obviously a high lifetime value customer and I did track whatever we exchanged in teams sorry Dynamics I can see what emails we ex exchanged uh what document we exchanged I can see her LinkedIn profile and whatever you wow it's going to save you a bunch of time also um and last but not least uh if you set up an appointment with a customer you can invite co-pilot as a participant in the customer and you can then uh hydrate the um the uh meeting with all the related information from the account and the contact you are about to have a meeting with uh which is very very helpful uh in terms of being relevant during the meeting what opportunities do we have do we have more than one which one uh so on and so forth It's is really it's really a giant step it is a giant step so we uh we are 12 minutes away from deadline so we will move on quickly so sales calot in teams uh is basically conversation intelligence helping you to realize what followup actions is uh do on a on the basis of a transcription of the meeting call and it's available in several languages it will generate followups it will highlight keywords products mentioned and a bunch of other things uh from the meeting so here's an example from uh a uh meeting we had SO meetings uh we had will be um sent to you transcriptions will be sent to you from the sales Cod copilot bot in teams and if you open the meeting you will see the transcription you'll see highlights you'll see followups wow uh and I know a lot of sellers uh spend a lot of time of of of abstracting information from a meeting and sending it to customers this is uh something that co-pilot will help you do uh with this functionality it will even surface the timeline in the in the bottom of the screen you can see a sentiment from the from the timeline between you and the customer actually if there was more par participant there would be a lane for each participant so uh you can realize what took place with certain participants but red is a negative sentiment and green is positive so you can also uh utilize this for training purposes so why is it red after 14 minutes maybe you push too hard on a customer maybe he shouldn't do that next time so as a seller coach you can also extract a bunch of information from this thing and uh yeah so highlights and actions so if the customer did mention something about today the the the blue uh dot here you can just simply click today and it will highlight in the transcription to the right uh where this took place and what was said about today maybe the customer will ask you you can you make sure this is sent to me today uh so you won't miss it right yeah and uh yeah uh if you want to collaborate with your um with your colleagues you about a contact or a an opportunity or an account you can simply uh during the chat attach the record from sales to the chat uh and and uh be be able to uh both see what's what's taking place with the um with the um recording question yeah and we uh you and I and the customers we talk to you often are in a longer session where you actually need to uh get help or get some facts from from one of your colleagues or they can join um it's it's very powerful it is so while I will move on to the next slide maybe you could check Michael if there's questions in the chat yeah uh so uh last topic but not the least one is how co-pilot surfaces in the sales app uh and the sales app is more or less an AI system sitting inside uh sales uh it's um it's what we used to know as a virtual agent uh so you'll be able to chat uh with your sales data using that uh AI assistant in sales and you can also as we saw in Outlook uh draft emails summarize important info adjust email texts uh so if you are drafting an email uh maybe manually you can you can ask co-pilot to adjust it in terms of tone and length I know that's a very popular feature with with customers um so um so here we have the uh co-pilot sitting in a sales app uh and it's generating a uh resume or summarization of an opportunity so let me see if I can find the correct uh system here so maybe soon out a bit so this is a um this is an opportunity uh in which um a lot of things took place in terms of appointments and task and what have you so if I ask the copilot and right pain here to uh maybe summarize uh I did click the wrong one I could ask for the uh promps I can I can hand over maybe summarize opportunity and then go and then hey about this let let's get this one and uh let's see what's happened here or something summarized there you go so I can even pick between uh related opportunities or this one and then it will generate the opportunity info and it looks like this uh so see the the estimated revenue is this um the contacts job title is that uh and uh we exchange this and that and maybe the next meeting has is is going to take place in at a certain date so there is like six uh prompts you can handle prepare prepare for upcoming meetings show recent changes summarize get latest news and uh more will will come uh soon right yes one of the nicer on is to prepare for today's meeting um one of the prompts you saw on the previous slide so it will look uh into your calendar see what meetings do you have in the next 24 hours and then extract relevant information and uh present them to you in the task pan yes but this is um this is really something that once you try it out you cannot help yourself getting back to it and leverage even more yeah it's but you really need to try out what me meting have tomorrow heads up Etc um it's just a huge help um it really is if you want to do good so if we come back to the demo pane uh the opportunity has loaded uh while we were speaking to the slides and uh there's a lot of information estimated Revenue Associated account has a revenue um two more opportunities open two more closed stakeholder name is and I can then ask for um uh prepare for uh my next meeting uh prepare for upcoming meeting it's called yeah uh so I pick the prompt and go um I go and I see I don't have any meetings today so disregard this but it would look like this if I did had any meetings so very nice I can spend a lot of time of nothing today uh but here's an example here are some points to consider for your upcoming meeting to know the uh uh account M ask for introduction to Alex B and what have you yeah so um another thing you can ask for is a uh the the the assistant from co-pilot to draft an email regarding a lead or an opportunity so if you go into the timeline of a lead or an opportunity and click the little plus and say hey I want to write an email uh the system will offer you to draft an email on the basis of What description you you put in so I asked it to write an intro mail to bot and offer to set up a meeting Monday 9:00 a.m. and uh it took you know the tone and and and built or drafted a uh an email I hope this finds you well all the you know hospitalities in the end I want to reach out to offer you a meeting uh Monday 9:00 a.m. and so on and so forth so also a Helper and and again you can adjust the tone and the length of the email maybe not personal maybe make it more businesslike or what have you I love this compos functionality where you prompt and you get things done it's really nice without spelling errors it's really it's really nice and also if you uh are on a timeline on an opportunity and uh you uh uh are using what we call sequences uh there's an up next widget if you look very close to the center of the screen there's an upnex widget so there's a thing called sequences so those in in charge of sales uh Excellence can create sequences for Sellers and if you want to write an email here uh you can ask uh co-pilot so if one of the next step is an email like in this example and you click email it will bring up the email editor and you can ask co-pilot to adjust the text that you put in W and basically uh that's not for today so recap co-pilot helps you get the job done right it is a um an assistant it will help you bring in data and it will Kickstart some of the more administrative task you have like writing emails uh updating uh data and maybe create team workor spaces to collaborate in all in all it's there to help you sell more sell more faster and we are nearing the end of this presentation and yes but um great stuff and and and strengthen the Loyalty because what you're doing is better in quality and it is at the right time and uh as you also showed us um it lies in the word Co MH you are still in control you're still in control you're still in control yeah do do I like the the proposed email when I prompt this way or do I want to Al alter so you are very much and all the time in control but um we want you to try it out we want you to um tell your colleagues uh license wise uh you need to step up from the sales professionals to sales Enterprise or premium and you are it's right there for you to try out and use in your daily life grab hold on us uh to get the heads up dos and don'ts but um it runs on your data thank you for listening uh next time we will be uh uh deep diving on the co-pilot in business Central that will be the 24th of January and finishing up our three series four series uh we will finish up with you yesper on the custom insights Dynamic 365 marketing and all the awesome stuff that will be the 21st of January as usual sign up on our social media and I hope to see you again slide deck will be uh put forward to you and capture this recording on our YouTube channel fellow mind business applications thank you for watching great stuff great stuff Michael