>> HI, EVERYBODY. CAN YOU HEAR ME? 
CAN YOU HEAR ME WELL? THANK YOU 
VERY MUCH FOR BEING HERE TODAY. 
WE'RE VERY EXCITED TO PRESENT TO 
YOU OUR PRODUCT. I'M WITH MAURO 
MARINILLI, WE ARE FROM THE POWER 
GROUP, AND DID I SAY IT RIGHT? I'M 
SORRY, JUST I REHEARSED THIS, BUT, 
YOU KNOW, I GOT A MOMENT OF -- TODAY 
WE'RE GOING TO TALK ABOUT MARKETING, 
AND WE HAVE A LOT OF DEMOS FOR YOU 
THIS IS THIS IS THE FIRST OF MANY 
SESSIONS. >> YOU CAN PLAY WITH THE 
PRODUCT BECAUSE IT'S -- YOU GO THERE 
IN TWO MINUTES YOU GET THE TRIAL 
AND YOU AND AT THE SAME TIME ALSO, 
BECAUSE WE HAVE THIS KIND OF -- 
WE HAVE THE SALES AND THE MARKETING 
TEAM, SOMETIMES THE LEADS ARE NOT 
-- ARE POORLY ORGANIZED SO IT FEELS 
LIKE IT COULD BE BETTER. AND AT 
THE SAME TIME IT'S ALSO HARD TO 
REALLY FEEL IN CONTROL OF THE ENTIRE 
PIPELINE, RIGHT? EVEN IF YOU BUY 
THE LATEST TOOLS, EVEN IF YOU PUT 
IN ALL YOUR BEST EFFORTS, THERE'S 
STILL SOMETHING, YOU KNOW, YOU DON'T 
SEE THE INSIGHTS YOU WANT TO SEE, 
YOU CANNOT TAKE ACTION THE WAY YOU 
WANT IT, SO HOW MANY OF YOU FEEL 
SOMETHING LIKE THIS TODAY HERE? 
SO YOU'RE FACING THESE KIND OF PROBLEMS? 
CAN I ASK QUICKLY, HOW MANY OF YOU 
ARE MARKETERS OR CUSTOMERS, SO TO 
SPEAK? HOW MANY OF YOU ARE PARTNERS? 
YOU GUYS WANT TO COME, WE HAVE A 
THEATRE SESSION AS WELL. HOW ARE 
WE GOING TO GO ABOUT SOLVING THESE 
PROBLEMS? THE OBVIOUS THING, I WANT 
TO IN YOUR KNEW HER MORE NURTURE, 
SO I WANT TO HAVE A STREAMLINED 
PIPELINE, SO THAT MY EFFORTS, MY 
RESOURCES ARE WELL SPENT. AT THE 
SAME TIME ALIGNING SALES TO MARKETING 
HAS ALWAYS BEEN SOMETHING A LITTLE, 
YOU KNOW -- KIND OF AN OBJECTIVE. 
AND NOW THAT WE HAVE THIS WORLD 
OF AI AND THE BIG DATA, ALL THESE 
COOL TOOLS, CAN I USE THEM TO MARKET 
AND SELL OR SHOULD I KEEP DOING 
THE SAME THING I WAS DOING 10 OR 
20 YEARS AGO? AT THE SAME TIME, 
HAVING THE ABILITY OF HAVING A PLATFORM, 
WHICH IS THE DYNAMICS PLATFORM THAT 
CAN GROW WITH MY NEEDS, AND I CAN 
EXPAND IT, CUSTOMIZE, AND THIS IS 
A VERY IMPORTANT POINT FOR US BECAUSE 
WE'RE PROBABLY THE ONLY VENDOR WITH 
A CERTAIN LEVEL OF DEPTH AND CAPACITY 
AND EXTENSIBILITY AND SO ON THAT 
OFFERS ALL OF THESE THINGS AT ONCE. 
SO, AT THE SAME TIME, WHAT WE CALL 
THE CUSTOMER JOURNEY IN THE WORLD 
OF MARKETING, THE WAY CUSTOMERS 
ARE TOUCHED BY OUR EXPERIENCE OR 
BY OUR COMPETITORS OR HOW THEY FEEL 
THE PRODUCT WE ARE SELLING OR THE 
SERVICES AND SO ON, GETS MORE AND 
MORE COMPLEX, THERE ARE MORE CHANNELS, 
YOU KNOW, MORE REAL TIME CAPABILITIES 
MORE AND MORE. THIS IS JUST AN EXAMPLE. 
WE COULD TAKE FOR HOURS ABOUT THIS 
JOURNEY. THESE ARE THE KIND OF OF 
JOURNEYS OUR CUSTOMERS WANT TO IMPLEMENT 
BECAUSE THIS IS THE MODERN WAY TO 
ENGAGE WITH YOUR CUSTOMERS. YOU 
WANT TO DO THIS WITHOUT, YOU KNOW, 
SPENDING A FORTUNE OR WITHOUT GETTING 
VERY ENTERPRISE LEVEL, VERY COMPLEX 
SYSTEM. SIMPLICITY AND THE COST 
EFFECTIVENESS ARE VERY IMPORTANT 
AT THE END OF THE DAY. SO, HERE 
IT COMES. WHAT WE THINK IS OUR SOLUTION. 
A NEW ARCHITECTURE WE BUILD WITH 
DYNAMICS, AND WE ARE BUILDING IT, 
WE'RE NOT DONE, WE'RE JUST ACTUALLY 
STARTING, AND YOU HEARD JAMES ABOUT, 
YOU KNOW, THE DATA AT THE CENTER 
OF EVERYTHING. AND YOU'RE GOING 
TO SEE IN THE DEMO TODAY THAT -- 
THE DEMOS WE ARE BUILDING THAT WE 
WANT TO SHOW YOU, WE HAVE REALLY 
WENT THE EXTRA MILE. SO WHEN WE 
DECIDED TO BUILD THIS NEW MARKETING 
APPLICATION, THE MARKETING APP, 
WHICH IS BUILT IN THE SAME SYSTEM, 
IN THE SAME ARCHITECTURE AND TECHNOLOGY 
AS THE SALES AND SERVICE APPS, WE 
CALL THEM THE CUSTOMER ENGAGEMENT 
APPS, AS YOU CAN SEE, WE BUILD IT 
FROM THE GROUND UP WITH A NEW VISION. 
WE THOUGHT, WHAT IS GOING TO BE 
MARKETING IN 10 YEARS FROM NOW? 
DO WE REALLY WANT TO GO -- WE BUILD 
THESE LIKE A COUPLE OF YEARS AGO 
AND WE HAD ALREADY THE PLANS FOR 
THE BIG DATA, YOU KNOW, INFRASTRUCTURE 
THAT NOW YOU GUYS ARE SEEING, THE 
MACHINE LEARNING WE ARE DEPLOYING 
OVER TIME, SO WE WANTED TO BRING 
OUR CUSTOMERS IN A PLACE WHERE MARKETING 
WILL BE IN 10 YEARS FROM NOW BECAUSE 
THEN YOU WILL HAVE MADE THE RIGHT 
INVESTMENT. IT DOESN'T MAKE ANY 
SENSE TO BUILD ANOTHER PRODUCT WHICH 
ALL OUR COMPETITORS ARE, YOU KNOW, 
TECHNOLOGY IS BUILT LIKE 10 OR 20 
YEARS AGO, AND THEY WORK, YOU KNOW, 
YOU CAN DO EVERYTHING, BUT IS IT 
REALLY THE BEST WAY TO DO MODERN 
MARKETING THAT WE'VE SEEN BEFORE. 
SO THIS IS OUR BET, THE BET OF BUILDING 
KIND OF AN ARCHITECTURE COMPLETELY 
INTEGRATED WHERE NOT ONLY WE HAVE 
SERVICE, SALES AND MARKETING ALL 
ON THE SAME PLATFORM, SAME DATA, 
SAME ECOSYSTEM AND SAME EXTENSIBILITY 
MODEL BUT ALSO THE OTHER PIECES 
OF THE PUZZLE, LIKE BUSINESS CENTRAL, 
TALENT, AND SO ON. ALL OF THIS IS 
BUILT AROUND THE DATA. NOT ONLY 
DATA BUT AS YOU CAN SEE, THERE IS 
ALSO MACHINE LEARNING BUT WHAT'S 
THE POINT OF HAVING DATA IF I NEED 
TO GO AND BECOME A DATA SCIENTIST. 
I WANT TO HAVE OUT OF THE BOX TOOLS 
TO ENMAINLY TO ENABLE ME TO USE 
THE DATA. ZOOMING MORE INTO THE 
MARKETING STORY, TOGETHER WITH SALES, 
BECAUSE TODAY WE'RE GOING TO FOCUS, 
WE'VE SEEN THE BIGGER PICTURES SO 
ALL THE OTHER PIECES OF THE PUZZLE, 
AND NOW LET'S ZOOM INTO SALES AND 
MARKETING AND HOW ALL OF THIS WILL 
WORK TOGETHER. AND WE'RE JUST GOING 
TO GIVE YOU A GLIMPSE OF THE THINGS 
THAT ARE POSSIBLE TODAY. YOU CAN 
COME TO OUR OTHER SESSIONS TO SEE 
MORE. SO, FIRST DEMO OF THE DAY, 
GOOD TO GO? COOL. SO NOW, GHUFRAN 
IS GOING TO SHOW US A GLIMPSE OF 
SALES AND MARKETING TOGETHER. >> 
ALL RIGHTY. THANKS A LOT, GUYS. 
>> MICROPHONE. >> MY VOICE ISN'T 
QUITE LOUD ENOUGH. >> YOUR VOICE 
IS LOUD -- >> ALWAYS LOUD. >> THANKS 
A LOT FOR JOINING. THIS IS THE -- 
PLEASE PARDON ME, I HAVE TWO SYSTEMS 
TO DEMO AND THREE CONSECUTIVE SLOTS 
AND SO I MIGHT SCREW UP A LITTLE 
BIT. THIS IS RELATED TO SALES AND 
MARKETING INTEGRATION. WE TALK ABOUT 
ALIGNING SALES AND MARKETING. I'M 
GOING TO GIVE A GLIMPSE OF ALIGNMENT 
MEANT HOW THEY'RE STANDING ON THE 
SAME PLATFORM, ON THE SAME STACK, 
ON THE SAME DB, BUILT ON THE SAME, 
LET'S SAY, INFRASTRUCTURE, WORK 
TOGETHER. SO, FROM A SCENARIO USE 
CASE PERSPECTIVE, I'M GOING TO PLAY 
A ROLE OF LAMAR, WHO IS A MARKETING 
MANAGER FOR CONTOSO BANK AND SOME 
GUY CALLED SMITH WHO IS A SALES 
MANAGER FOR THE SAME BANK, CONTOSO 
BANK. SO LAMAR ONE FINE MORNING 
HE COMES INTO HIS OFFICE AND SAYS, 
I HAVE GOT THE MANDATE TO LAUNCH 
MY NEW PROGRAM BUT I'M GOING TO 
REACH OUT TO SOME REAL ESTATE BROKERAGES 
BECAUSE YOU WANT TO GENERATE AWARENESS. 
THAT'S MY NEW PROGRAM, MY MANDATE, 
THAT I ACTUALLY WANT TO KICK START. 
LAMAR COMES INTO THE SYSTEM AND 
HE OPENS THE DYNAMICS 365 MARKETING 
APPLICATION, SEES A GET NEWS OF 
THE GET STARTED, WHICH TELLS HIM 
THE BASIC STEPS THAT HE CAN DO CREATING 
THOSE, DEFINE HIS AUDIENCE AND BUILD 
A CAMPAIGN. THE FIRST THING THAT 
LAMAR DOES, BEFORE I DO ANYTHING, 
I NEED TO DEFINE WHICH AUDIENCES 
I'M GOING TO TARGET. IN ORDER TO 
SAY WHICH AUDIENCES HE'S GOING TO 
TARGET HE LOOKS AT -- LET'S SAY 
HE GOES INTO THE SYSTEM AND HE STARTS 
CREATING A SEGMENT. AS HE GOES INTO 
THE SEGMENT OVER HERE, HE DESIGNS 
A SEGMENT FOR A COPARTNERSHIP USING 
THE SEGMENTATION ENGINE AND DEFINES 
ALL THE PEOPLE WHO WILL BE REACHED 
WITH RESPECT TO, YES, FOR HIS MARKETING 
ENGAGEMENT PROGRAM FROM THE REAL 
ESTATE BROKERAGES. THIS IS WHERE 
HE DEFINES ALL THE CONTEXT HE'S 
GOING TO PUT INTO IT. NEXT HE WANTS 
TO DEFINE E-MAIL. HE GOES INTO THE 
SYSTEM AND HE SAYS, I'M GOING TO 
DEFINE AN E-MAIL AND CREATE EACH 
ASSET BECAUSE I HAVE TO GIVE TOO 
MANY DEMOS BUT I'LL SHOW YOU AN 
ALREADY CREATED ASSET, AN E-MAIL 
THAT IS DESIGNED, SO ON, SO FORTH. 
NOW HE GOES INTO THE E-MAIL AND 
CLICKS THE E-MAIL DESIGNER OVER 
THERE AND GOES INTO DESIGNING AN 
E-MAIL. IT DESIGNS AN E-MAIL WHICH 
LOOKS SOMETHING LIKE THIS THAT WILL 
BE SENT TO ALL THE BROKERAGES, SAYING, 
WE'RE LOOKING FOR YOUR PARTNERSHIP, 
CHECK OUTING THE PORTFOLIO, SO AND, 
SO FORTH. THAT'S WHAT LAMAR IS THINKING 
AS OF THE MOMENT. NEXT LAMAR HAS 
DEFINED THE SEGMENT HE WANTS TO 
TARGET. HE DEFINES IMAGES IN THE 
E-MAIL STEIN HER AND YOU'LL BE ABLE 
TO SEE A MORE IMAGE OF THE DESIGNER 
IF YOU COME TO THE SESSION TOMORROW 
OR THE WORKSHOP. NOW HE'S GOING 
TO DEFINE THE CAMPAIGN. THAT'S THE 
CUSTOMER INJURE INJURE NIP. I'M 
GOING TO SAY THESE PEOPLE ARE GOING 
TO BE TARGETED, SO I'M TARGETING 
THESE PEOPLE, THIS IS THE E-MAIL 
I'M GOING TO BE SENDING. THESE PEOPLE 
POTENTIALLY OPEN THEIR E-MAIL, I'M 
GOING TO CREATE A LEAD OUT OF THAT, 
OF COURSE, AND IF SOMEBODY ACTUALLY 
IS SHOWING INTEREST, I'M GOING TO 
AGAIN CREATE A LEAD. HE'S EXPECTING 
HIS CONS CONSUMERS TO TAKE. SINCE 
IT'S RELATED TO SPECIFIC ACCOUNTS, 
SPECIFIC BROKERAGES, HE SAYS, IF 
SOMEBODY FROM A BROKERAGE ACCOUNT, 
FOR EXAMPLE, COMES IN AND SHOWS 
INTEREST, I'M GOING TO SEND AN ALERT, 
FROM THE SALES ACCOUNT EXECUTIVE 
FOR THAT PARTICULAR ACCOUNT. I'M 
GOING TO NOTIFY HIM. AND THEN THE 
PROCESS IS GOING TO BE TAKEN OVER 
BY SALES. LET'S ASSUME THAT THIS 
PROCESS IS PUT IN PLACE. SEGMENT 
DEFINITION, AUDIENCE. CONTENT THAT 
HE'S GOING TO SEND. CAMPAIGN THAT 
IS GOING TO SHAPE IT TO WHICH PEOPLE, 
THEN WHAT ACTION THOSE USERS ARE 
GOT TAKE AFTER THEY CHOOSE TO ENGAGE 
THE SALES GUYS, AND THE LEAD IS 
GETTING GENERATED. SO, LET'S SAY 
THE CAMPAIGN IS NOW IN EXECUTION, 
AND TOPNOTCH -- WE SEE A VERY NICE 
E-MAIL OVER HERE SAYING SOMETHING 
LIKE, CONTOSO BANK IS INTERESTED 
IN MY PARTNERSHIP, REALLY HAPPY 
ABOUT IT, I'M HONORED TO RECEIVE 
THIS E-MAIL, OKAY, I CAN ACTUALLY 
LOOK AT THE VIDEO IF I WANT TO, 
BUT I JUST WANT TO CHECK OUT THIS 
FOR YOU. CHECK OUT THE PORTFOLIO, 
WHICH WILL AUTOMATICALLY LAND ME 
ON A MARKETING LANDING PAGE, WHICH 
CONTAINS -- THE WHY DON'T YOU TELL 
ME A LITTLE BIT ABOUT YOURSELF. 
HE PUTS IN HIS INFORMATION AND VARIOUS 
THINGS, I'M DAVID, CHANGE CHANGING 
MY NAME FORSAKE OF THE DEMO, THIS 
IS MY E-MAIL, TELL ME MORE ABOUT 
IT. AS WE PRESS THE BUTTON, TELL 
ME MORE ABOUT IT, THIS SYSTEM SHOULD 
CREATE CREATION OF A LEAD BEHIND 
THE SYSTEM. >> THIS IS A LEAD IN 
BOTH SALES AND MARKETING, RIGHT? 
>> IT'S GOING TO GET CREATION OF 
A LEAD BEHIND THE SCENES AUTOMATICALLY 
AND THAT LEAD IS NOW AVAILABLE FOR 
ME TO LOOK AT. AS A MARKETER, I 
GET TO SEE A SYSTEM, I LOOK AT ALL 
THE REST OF THE LEADS. I'VE CREATED 
AN OPEN SPECIFIC ONE OVER HERE, 
DAVID LEE, AND DAVID LEE SAYS, OKAY, 
HOW IS THIS LEAD LOOKING? THIS LEAD 
IS OVER HERE, THIS IS DAVID LEE. 
HE'S SHOWN AN INTEREST. HE'S COME 
FROM THE CAMPAIGN. HE'S GETTING 
-- THERE'S A LEAD SCORING CONTINUOUSLY 
PRIORITIZING THE PRIORITY OF THE 
LEADS AND THE HEARTBEATS OF THAT 
LEAD, IF I MAY SAY SO. AND UNDER 
LEAD SCORING, AUTOMATICALLY THE 
SYSTEM IS MOVING INTO THE MARKETING 
QUALIFICATION PROCESS THAT YOU SEE 
ON THE TOP. IT'S MOVING FROM INQUIRY, 
WHICH IS SOMEBODY INQUIRED, BUT 
BASED ON HOW HE'S ENGAGING, BASED 
ON HIS CLICKS, E-MAILS, ATTRIBUTES, 
WHAT-HAVE-YOU, AND HE'S MOVING INTO 
THE LEAD QUALIFICATION PROCESS ALL 
THE WAY TO SALES ACCEPTANCE STAGE. 
THIS IS THE MARKET POINT OF VIEW. 
THE MARKETER SEES, SOMEBODY ENGAGES, 
SYSTEM KICKS HIM, SCORES HIM, PRIORITIZES 
HIM, LEADS HIM TO THE LEAD PRIORITIZATION 
PROCESS TO THE SALES ACCEPTANCE 
STAGE. IF I WANT TO TAKE A LOOK 
AT THE MARKET I'M INTERESTED IN, 
WHAT DID HE ACTUALLY DO? HE'S MOVED 
TOO QUICKLY INTO THE SALES ACCEPTANCE 
STAGE, HE MUST HAVE DONE SOMETHING. 
IN THE SPIRIT OF THE FANTASY, LET'S 
ASSUME HE WAS CLICKING AND DOING 
A LOT OF THINGS, I CAN LOOK AT THE 
INSIGHTS OF THE PARTICULAR LEAD 
AND SAY, OH, THIS GUY ACTUALLY DID 
A LOT OF THINGS. HE WENT TO THE 
WEBSITE, HE CLICKED THE WEBSITE, 
HE VISITED. HE GOT THE E-MAIL. AND 
HE DID A BUNCH OF THINGS. THIS IS 
HOW HIS INTERACTIONS ARE LOOKING 
LIKE. THE BREAKDOWN. I SEE A LOT 
MORE INSIGHT ABOUT HIS ENGAGEMENT 
WITH CONTOSO BANK. BUT HERE THE 
MARKETER, I THINK I'VE DONE A GOOD 
JOB FOR THE DAY, I'M GOING TO GRAB 
A CUP OF COFFEE BECAUSE I TRIGGERED 
THE CAMPAIGN, I GOT ONE GUY TO BITE 
ON IT, THE GUY BIT ON IT, CREATED 
A LEAD INTO THE SYSTEM AND NOW HE'S 
EVEN QUALIFIED AND I'M GOING TO 
SHIFT IT TO SALES. NO. I MOVE ON 
AS A SALES GUY. MARK SMITH IS SITTING 
VERY HAPPY IN HIS OFFICE. HE IS 
STILL TRYING TO MEET HIS QUOTA FOR 
THE YEAR, AND HE'S LOOKED INTO HIS 
SALES APP AND DOES WHAT HE COMMONLY 
DOES. HE LOGS INTO THE SALES APP. 
AS YOU CAN SEE, IT'S THE SAME SYSTEM, 
IT'S SITTING ON THE SAME ENVIRONMENT, 
THE SAME SYSTEM, IT'S JUST A DIFFERENT 
APP, AND I'M LOGGED IN AS A DIFFERENT 
USER INTO THE SALES APP. MARK USUALLY 
ON HIS DAY-TO-DAY BASIS ALWAYS LOOK 
TO AT THE SALES AND MARKETING PIPELINE, 
HOW MANY LEADS ARE FLOWING, AND 
HE'S ABLE TO GET THAT VIEW BECAUSE 
THEY'RE BOTH ON THE SAME ENVIRONMENT, 
BOTH WORKING ON THE SAME DATA. THERE'S 
NO CONNECTOR. VERY IMPORTANT THING. 
AND I NEED TO CLOSE IT. I DON'T 
KNOW. SOMEHOW SOMEBODY WANTS TO 
DISCUSS SOMETHING WITH ME. DOESN'T 
MATTER. SO, I'M LOOKING AT IT, LET 
ME TAKE A LOOK -- I'M A SALES PERSON, 
WHAT THE SALES GUY IS GOING TO LOOK 
AT IT IN THE SYSTEM. GENERATION 
DASHBOARD. HE HAS A VIEW OF IT. 
HE WANTS TO LOOK AT WHAT THE MARKETING 
PEOPLE ARE DOING. HE GOES IN AND 
SEES ALL THE ENGAGEMENT ACTIVITIES 
THAT THE MARKETING DEPARTMENT IS 
DOING ON A CALENDAR YEAR. YOU CAN 
SEE ALL THE CAMPAIGNS. YOU CAN CLICK 
AND GO INTO THE DETAILS OF THE CALM 
PAGES. HE CAN SEE WHICH PEOPLE ARE 
GETTING TARGETED. HE CAN SEE ALMOST 
EVERYTHING I CAN GIVE HIM ACCESS 
-- >> IF HE HAS PERMISSIONS. >> 
EXACTLY. SO HE HAS HE GETS ACCESS 
TO THAT ONE. HE'S REALLY HAPPY, 
HE SEES THERE'S A LOT OF EFFORT 
GOING ON FOR THE LAUNCH OF THE NEW 
PROGRAM, AND THEN MARK IS LOOKING 
AT THE LIST OF ACTIVITIES. AND THE 
LIST OF ACTIVITIES THAT HE NEEDS 
TO DO. THE FIRST THING HE SEES IS, 
CONNECTIVITY, TRIGGER A FRIEND CALL 
WITH SOME GUY CALLED DAVID LEE. 
WHERE IS THIS ACTIVITY COMING FROM? 
HE EXPECTS THIS ACTIVITY IS COMING 
FROM THE MARKETING DEPARTMENT, AS 
THE LEAD CAME IN, THE MARKETING 
DEPARTMENT SHOWED A NOTIFICATION 
WHICH APPEARS -- IT COULD HAVE BEEN 
A TASK, INTO THE SALES APPLICATION, 
INTO THE SALES WORKLOAD ITSELF, 
AND HE SAYS, OKAY, LET ME TAKE A 
LOOK AT THIS POTENTIAL ACTIVITY. 
HE GOES IN AND HE SAYS, OKAY, HERE'S 
AN ACTIVITY THAT I NEED TO DO WITH 
THIS X GUY WHO IS DAVID LEE. HE 
OPENS DAVID LEE OVER HERE. AND SAYS 
I NEED TO DO AN ACTIVITY FOR THIS 
GUY. HE'S COMING FROM THAT CAMPAIGN 
AS OF THE MOMENT. BUT LET ME SEE, 
IS THIS GUY ACTUALLY EVEN AS A PART 
OF A A LEAD? HE GOES IN QUICKLY, 
AND HE LOOKS AT, IS THERE ANY PARTICULAR 
LEAD THAT IS ASSOCIATED WITH HIM? 
AND LO AND BEHOLD, THERE IS A LEAD 
COMING IN. HE KNOWS THERE IS A LEAD 
COMING FROM THAT CONTACT, HE OPENS 
THAT LEAD, AND I'LL OPEN THAT LEAD 
OVER HERE, AND AS HE'S LOOKING AT 
THE LEAD, TEAM OBJECT, TEAM SYSTEM, 
HE OPENS IT AND LOOKS AT A LITTLE 
BIT OF A DIFFERENT VIEW, THE VIEW 
THAT THE SALES MANAGER HAS IS A 
SALES QUALIFICATION VIEW. HERE YOU 
CAN SEE THAT THE LEAD IS SITTING 
AT THE QUALIFIED LEVEL FOR SALES. 
IT IS ALREADY QUALIFIED BY MARKETING 
BECAUSE IT'S GOTTEN HOT ENOUGH TO 
MOVE TO, HE'S ACTUALLY GOT NOW INTO 
THE SALES QUALIFICATION PROCESS 
AND HE CAN DEFINE HIS OWN RULES 
FOR HIS OWN BUSINESS PROCESS. HE 
GETS ACCESS TO THE SAME LEAD SCORING. 
HE HAS ACCESS TO ALL THE DATA, HOW 
THE LEAD IS GETTING SCORED, SO ON 
AND SO FORTH. AND NEXT HE SAYS, 
LET ME LOOK AT WHAT ARE THE INSIGHT, 
WHAT DOES THAT LEAD PARTICULARLY 
DO. HE GOES INTO THE INSIGHT STEP 
OF THE LEAD, SAME OBJECT, AND HE 
GETS TO SEE AM THE INTERACTIONS. 
HE GETS TO SEE ALL THE INSIGHT, 
ENGAGEMENT THAT HAS HAPPENED. NOT 
ONLY IS HE ABLE TO SEE WHAT HE'S 
DOING INDIVIDUALLY WITH THAT CONTACT 
BUT HE GETS TO SEE ALL THE MARKETING 
ENGAGEMENT ACTIVITIES. SO NICE AND 
TIDY. HE'S HAPPY ABOUT IT. I LIKE 
IT. HE GOES IN AND SAYS, IS THERE 
ANY MORE INFORMATION AT THE CONTACT 
LEVEL? OF COURSE, I CAN OPEN THE 
CONTACT, COME OVER HERE, DAVID LEE, 
AND IF I OPEN UP THE CONTACT AND 
START TO SEE THE INSIGHTS THAT PARTICULAR 
CONTACT, THE SALES GUY MARK SMITH 
IS ALSO ABLE TO SEE MORE DETAILS 
ABOUT THE CONTACT, BECAUSE THAT 
CONTACT HAS DONE A LOT MORE STUFF, 
NOT ONLY IN THE CONTEXT OF THIS 
LEAD BUT IN GENERAL IS ENGAGED A 
LOT. BUT THE SALES GUY HAS A COMPLETE 
PICTURE, HE'S GOTTEN THE LEAD, HE 
KNOWS WHAT THE LEAD HAS POTENTIALLY 
DONE, HE'S GOING TO CALL THE GUY, 
LET'S GO TO DINNER, LET'S DO SOME 
BUSINESS. BUT YOU SAW THE INFORMATION 
HE'S GETTING FROM MARKETING THAT 
HE TAKES IT A BIT FURTHER. YOU KNOW 
WHAT, MARKETING IS SENDING ME THE 
LEAD, I TALKED TO HIM ON THE PHONE, 
THIS TIME I WANT SOME GUY CALLED 
CAMERON, MAYBE MY BROTHER-IN-LAW 
TO REALLY GET ENGAGED INTO THIS 
PROCESS. HE OPENS THE CONTACT VIEW. 
AGAIN, SAME APP. HE GOES INTO THE 
CONTACT, I'VE ALREADY FILLED IT 
OUT. HE SAYS BE, THIS IS THE GUY, 
CAMERON, AND I'M GOING TO PUSH HIM 
THROUGH THE MARKETING, LET THE MARKETING 
NURTURE HIM BUT I'M GOING TO DECIDE 
WHICH CAMPAIGN, WHICH SEGMENT HE'S 
GOING TO GO THROUGH -- >> SO BASICALLY 
CAN CONTROL MARKETING. >> EXACTLY. 
>> SALES NOW ACTUALLY CAN INFLUENCE 
THE MARKETING ACTIVITIES, OPEN THE 
MARKETING EDGES ACTIVITIES AND REALLY 
COLLABORATE ON THAT ASPECT. CAMERON 
IS SELECTED OVER HERE AND HE SAYS, 
I'M GOING TO ADD HIM TO A SEGMENT. 
HE CLUBS HERE. THE SEGMENT SCREEN 
POPS UP. HERE I CAN QUICKLY SELECT 
THE SEGMENT THAT I WANT HIM TO PUSH 
TO, AND I JUST DO SELECT AND I'M 
IN THE SYSTEM AUTOMATICALLY AND 
YOU CAN SEE THE SEGMENT, THE USER 
WAS ADDED TO THAT SEGMENT. THAT 
SEGMENT ALREADY IS GETTING THROUGH 
THE NURTURING PROCESS SO CAMERON 
IS GOING TO GO INTO THE CAMPAIGN 
NURTURING, RECEIVE THE PORTFOLIO 
E-MAIL, GO TO THE WEB PAGE, ENGAGE, 
GET THE LEAD AND THE WHOLE PROCESS. 
AND THIS DEMO, YOU ALREADY SAW TWO 
DIFFERENT PER PERSONAS COLLABORATING 
EFFECTIVELY, ALL THE WAY THROUGH 
MARKETING, TO SALES, WITH ALL THE 
INSIGHTS APPLICABILITY BUT SALES 
CAN ALSO INFLUENCE IT FURTHER, CAN 
ACTUALLY DEFINE WHICH PEOPLE MARKETING 
WANTS TO TARGET WITHOUT DOING ANYTHING, 
WITHOUT ANY SPECIFIC KIND OF NEW 
SYSTEM -- THAT'S A VERY SHORT, QUICK 
DEMO FOR THIS PARTICULAR PIECE. 
WE HAVE A MUCH BIGGER DEMO. THERE 
WILL BE MORE DETAIL. >> THAT WAS 
PRETTY GOOD, ACTUALLY. THANKS, GHUFRAN. 
WE'VE SEEN -- YOU'RE IN SERVICE, 
RIGHT? THIS COULD WORK IN SERVICE. 
IF I'M ON A CALL CENTER, SOMEBODY 
CALLS, I CAN GO THERE, THROW MY 
SERVICE UP AND SEE ALL THE TOUCH 
POINTS MARKETING HAS EVER DONE TO 
THE CONTACT. WE JUST HAVE SEEN CONTACTS 
AND LEADS. WE STARTED IN THE SALES 
APP, IN THE MARKETING APP BUT THEN 
WE MOVED INTO THE SALES APP, BUT 
AT THE END IT'S JUST ONE SINGLE 
APP, CUSTOMER ENGAGEMENT APP. YOU 
MIX AND MATCH IT WITH SERVICE IF 
YOU WANT AND SO ON, EVEN WITH PARTNER 
EXTENSIONS, OBVIOUSLY. IT'S ACTUALLY 
A BEAUTIFUL STORY THAT WE THINK 
WE HAVE BUILT. AND WHAT'S THE UNIQUE 
VALUE OF THIS APART FROM THE FACT 
THAT OBVIOUSLY -- THE KEY HIGHLIGHTS, 
LET'S SAY. FIRST OF ALL, IF YOU'RE 
ENTRUSTED -- AS MICROSOFT, WE'VE 
DONE A LOT OF INVESTMENT INTO THAT. 
MANY OF OUR CUSTOMERS ARE BANKS 
AND FINANCIALS AND QUITE -- IN TERMS 
OF SECURITY. THEY MOVE TO THE CLOUD 
JUST BECAUSE OF OUR HIGH LEVEL OF 
SECURITY. WE ACTUALLY -- THE BEST 
-- I WOULD SAY, YES, PROBABLY THE 
BEST ON THE MARKET TODAY. MARKETING 
APPLICATION THAT OUT OF THE BOX 
PROVIDES A FULLY COMPLIANT ENVIRONMENT 
FOR MARKETERS. GDPR, WE HAVE IT 
ALL AND IT WORKS OUT OF THE BOX. 
WE REALLY HEIGHTENED THE BAR FOR 
COMPLIANCE ON THE CLOUD, SO THAT'S 
AN INTERESTING, LET'S SAY, FEATURE 
FOR US. THE FACT THAT WE ARE LIVING 
IN THE SAME PLATFORM, SAME DATA, 
AND SAME ECOSYSTEM, THAT OBVIOUSLY 
IS A BIG THING AS WELL AS YOU'VE 
SEEN IN OUR DEMO. ALL OUR COMPETITORS 
AND OTHERS AS WELL, THEY JUST INTEGRATE 
DIFFERENT SYSTEMS, RIGHT? THEY HAVE 
SILOS AND MOVE DATA IN AND OUT BUT 
IT'S NEVER SEAMLESS AS WE'VE SEEN 
IT. THEN WE HAVE ALSO SOME FEATURES 
THAT ARE A BIT SPECIAL TO US, LET'S 
SAY. HERE I MENTIONED THE BIGGER 
ONES, THE EVENT SOLUTION. UNFORTUNATELY, 
WE DON'T HAVE TIME TO SEE THE EVENT 
SOLUTION BECAUSE THAT'S AN HOUR 
OR TWO ON ITS OWN, BUT YOU CAN MAKE 
PA EVENT MAKE ANEVENT LIKE THIS 
ONE. IT'S BUILT IN CRM AND FULLY 
INTEGRATED WITH MARKETING. NO OTHER 
VENDOR AT OUR LEVEL CAN DO SOMETHING 
LIKE THIS. AND IT WORKS, IT'S BUILT 
IN AND WORKS FOR SIMPLE COMPANIES. 
IF I HAVE A SIMPLE COMPANY THAT 
DOES AN EVENT OR SOMETHING, SESSIONS, 
SPEAKERS, I DON'T HAVE ALL THE COMPLICATIONS 
THAT WE HAVE IN AN EVENT LIKE THIS, 
I CAN STILL USE IT AND I CAN DITCH 
MY POWERPOINT, MY SPREADSHEETS AND 
COPY AND PASTE OF THINGS, AND IT'S 
WORKING ALSO AT THE VERY SIMPLE 
LEVEL OR IT CAN SCALE TO A MORE 
COMPLEX ONE, WITHOUT THE INTEGRATING 
OF DIFFERENT SYSTEMS AND SO ON. 
A SPECIAL CAPABILITY IN TERMS OF 
LINKEDIN INTEGRATION BECAUSE WE'VE 
DONE WORK WITH LINKEDIN AS A CHANNEL 
FOR, LET'S SAY, BUSINESS ORIENTED 
SOCIAL ASPECTS, AND WE'RE GOING 
TO SEE SOME OF THIS TOMORROW. TODAY 
WE DON'T HAVE THE TIME. EVEN MORE. 
SO WE HAVE SOME EBB SPECIALTIES 
AS WELL AS IN TERMS OF FUNCTIONALITY. 
ANOTHER THING WE WORKED ON IS SCALE 
AND PERFORMANCE. WE BUILT THE SYSTEM 
IN THE WAY THAT IF YOU HAVE A SALES 
APPLICATION, WHICH HAS HUNDREDS 
OR THOUSANDS OF SALESPEOPLE, YOU 
DON'T WANT TO PLUG MARKETING IN 
AND ALL OF A SUDDEN THE PERFORMANCE 
GOES DOWN. WE BUILD A VERY WELL 
ARCHITECTED INFRASTRUCTURE ON THE 
CLOUD THAT IS SEPARATE. SO THE PERFORMANCE 
-- WHEN PEOPLE CLICK ON AN E-MAIL, 
THEY DON'T END UP IN THIS DATABASE. 
THEY END UP ON A SEPARATE CLOUD. 
IT'S STILL IN THE SAME DATA CENTER 
FOR HIGHEST PERFORMANCE BUT WE HAVE 
WORKED A LOT TO ENABLE BECAUSE THIS 
IS, FOR US AS MICROSOFT, IT'S A 
VERY STRATEGIC INVESTMENT TO BUILD 
AN ECOSYSTEM THAT CAN WORK FOR INTERPRET 
COMPANIES, THE MEDIUM ONES AS WELL. 
THAT'S BEEN A BIG DIFFERENTIATOR. 
FINALLY, THE EXTENSIBILITY, THE 
PLATFORM IS QUITE POWERFUL AND IT 
ENABLES YOU TO ADD, EXTEND, AND 
BUILD CUSTOM CHANNELS, BUILD ALL 
SORTS OF THINGS, AND WE'RE ALSO 
GET GET A PEEK AT THIS TOMORROW 
IN OUR PERSONALIZATION SESSION, 
BUT THIS IS JUST AN EXAMPLE OF THINGS 
THAT WE DO ARE A BIT SPECIAL COMPARED 
TO ALL OUR COMPETITION. AND WE'RE 
GOOD TO GO TO THE NEXT DEMO. THE 
NEXT DEMO IS GOING TO BE A LITTLE 
BIT OF AN ICEBREAKER OR THE CREATION 
OF THE THINGS. WE'VE SEEN HOW EVERYTHING 
WORKS TOGETHER, LET'S SEE THE CREATION 
OF THE VARIOUS ASSETS QUICKLY. >> 
ALL RIGHT. ROUND TWO. THE NEXT DEMO 
-- THE FULL DEMO YOU SAW, END TO 
END SALES AND MARKETING. IN THE 
NEXT I'LL SHOW YOU SOME OF THE GREAT 
I KNOW INNOVATIVE STUFF COMING OUT. 
THE KEY ASPECT, IN THE PREVIOUS 
DEMO I DEFINED THE AUDIENCE, I DEFINED 
THE CONTENT, ACTUALLY, THE CONTENT, 
AND I DEFINED THE JOURNEY. I DEFINED 
WHEN TO SEND THAT E-MAIL, FOR EXAMPLE. 
I DEFINED ALL OF THIS. HOW GOOD 
WOULD IT BE IF AT EACH STEP THAT 
I WAS THINKING OF DEFINING, THE 
SYSTEM COULD ACTUALLY PROVIDE AN 
INTELLIGENT RECOMMENDATION AT EACH 
AND EVERY STEP SO THAT MY ENGAGEMENT, 
FOR EXAMPLE, IS NOT ONLY MY THOUGHT 
PROCESS, WHICH -- BUT THE SYSTEM 
ACTUALLY COUPLES IT BASED ON ARTIFICIAL 
INTELLIGENCE. THIS IS WHAT WE'RE 
GOING TO SEE AS PART OF THIS DEMO. 
DYNAMICS 365, COMING UP WITH NICE 
SCENARIOS AND WE'LL SEE HOW THAT 
IS DONE. ASSUME SAME GUY, LAMAR, 
HE'S STILL WORKING ON CONTOSO BANK 
OR SOME OTHER MARKETING ENGAGEMENT 
ACTIVITIES, AND HE SAYS TODAY I'LL 
TRIGGER ANOTHER REENGAGEMENT E-MAIL 
AND THE FIRST THING I'M GOING TO 
DO, I'M GOING TO DEFINE THE CONTENT. 
HE COMES IN, INTO THE APPLICATION, 
THE MARKETING APP, AND HE WANTS 
TO CREATE A MARKETING E-MAIL. IN 
THE CREATION MODE OF A PARTICULAR 
MARKETING E-MAIL, YOU CAN SEE A 
GLIMPSE OF THE E-MAIL DESIGN, DRAG 
AND DROP, CONTENT DESIGNED, THAT 
YOU CAN DO, LOOK AT THE E-MAIL, 
LOOK AT THE -- AS I'M DESIGNING 
THIS E-MAIL AND AFTER I'VE PUT IN 
ALL THE CONTENT, I WANT TO MAKE 
SURE THAT, LET ME SEE HOW IS THE 
-- WHILE I'M LOOKING AT THE PREVIEW 
OF THE E-MAIL, I SEE SOMETHING ON 
THE RIGHT THAT SAYS -- I DON'T LIKE 
-- IT HAS TO BE GREEN. THE SYSTEM 
THINGS THERE IS SOMETHING IN THIS 
E-MAIL WHICH IS NOT GOOD. SO I LOOK 
AT IT AND IT SAYS, THERE ARE A COUPLE 
OF THINGS, WHY IT'S TRACKING THIS, 
AND THE NEXT ONE IS A LITTLE BIT 
OF A FUNKY THING THAT I'M GOING 
TO DO, BUT FOR THE SAKE OF THIS 
DEMO, WHAT I DO IS, I GO BACK THROUGH 
THE -- SAME E-MAIL, TO THE DESIGNER 
AND I SAY, WHAT -- MAYBE I NEED 
TO MOVE SOMETHING. I NEED TO MOVE 
THIS WORD. I THINK THIS IS THE WORD 
THAT NEEDS TO BE REMOVED. AND AFTER 
THAT MAYBE MY E-MAIL WILL LOOK BETTER, 
I'M GOING TO REFRESH THIS SCORE 
OVER HERE. AND, WOW, THIS IS BEAUTIFUL, 
RIGHT? ALL OF A SUDDEN, BY REMOVING 
SOME WORD THAT WAS TRIGGERING IT 
TO BE PART OF SPAM, ACTUALLY, I 
KNEW THE WORD, BUT NONETHELESS, 
THERE WERE REASONS AND I CONNECTED 
THAT E-MAIL WITH RESPECT TO THOSE 
RECOMMENDATIONS, I SHOULD GET A 
BETTER SPAM SCORE, WHICH MY ENGINE 
IS PREDICTING. I'M NOW VERY HAPPY 
WITH THE E-MAIL. THE E-MAIL IS GOING 
TO GO, NOT GOING TO END UP IN THE 
SPAM INBOX OR THE JUNK BUT INTO 
THE INBOX. THIS IS POWERED BY ARTIFICIAL 
INTELLIGENCE ON OUR CLOUD, BIG DATA, 
RIGHT? >> EXACTLY. EXACTLY. SO, 
THAT IS WHAT I HAVE DONE NOW. THE 
NEXT THING I'M GOING TO DO IS, I'M 
GOING TO CREATE A CAMPAIGN. AND 
AS PART OF THAT CAMPAIGN, I'M GOING 
TO SEE -- LET'S CREATE A CAMPAIGN. 
I'M GOING TO CREATE A CAMPAIGN, 
A SIMPLE E-MAIL JOURNEY. THIS IS 
THE E-MAIL JOURNEY. OF COURSE, LIKE 
ANYTHING ELSE, I CAN SET ALL THE 
PROPERTIES FOR THE PARTICULAR E-MAIL 
JOURNEY OVER HERE, FOR EXAMPLE, 
THE SEGMENTS THAT ARE GOING TO BE 
SENT OVER THERE AND I'M GOING TO 
SEND, FOR EXAMPLE, THE E-MAIL THAT 
I JUST DEFINED, FOR EXAMPLE, -- 
I'VE DEFINED OUR E-MAIL, BUT AS 
I'M DESIGNING MY CAMPAIGN, THIS 
IS ONE WAY OF DOING IT. THIS IS 
WHAT I DID BEFORE. I JUST DESIGNED 
A CAMPAIGN, BLASTED EVERYBODY WITH 
THAT E-MAIL. I DIDN'T CARE IF YOU 
WERE SLEEPING OR YOU WERE HAVING 
A PARTY OR YOU WERE ENJOYING YOUR 
SON'S BIRTHDAY. I SAID, YOU GET 
THIS E-MAIL AND YOU BETTER RESPOND 
NOW BECAUSE I'M CLICKING REFRESH 
-- NOBODY'S RESPONDING. YOU KNOW 
WHAT? CAN THE SYSTEM DO SOMETHING 
BETTER? AND THE SYSTEM ACTUALLY 
DOES SOMETHING BETTER. I'M GOING 
TO SCHEDULE IT. I'M GOING TO SCHEDULE 
THIS. I'M GOING TO SAY, OKAY, LET'S 
SCHEDULE THIS. I'M GOING TO GET 
BETTER. FORGET ABOUT THIS ONE. NOBODY 
STILL WANTS TO MEET WITH ME. I SAY, 
OKAY, I'M GOING TO SCHEDULE THIS 
ONE, AND I'M GOING TO SAY, YOU KNOW 
WHAT, WITHIN THE DURATION OF ONE 
DAY. THIS IS MY BEST -- LET'S SAY, 
CAPACITY I CAN DO. BELOW I SEE THE 
SYSTEM OFFERS ME SOMETHING BETTER. 
IT SAYS, YOU KNOW WHAT? LET'S DO 
SOME SMART SCHEDULING. I'LL TAKE 
THE TROUBLE OUT OF YOUR WORK, I'M 
GOING TO GIVE YOU THE BEST TIME 
THAT I'M GOING TO -- THAT YOU CAN 
SEND A PERSON TO THIS PARTICULAR 
GUY, EXPECTING TO GET THE MAXIMUM 
OPEN HITS AND THE MAXIMUM CLICKS 
ON THAT E-MAIL. I'M ABSOLUTELY VERY 
HAPPY ABOUT IT, RIGHT? I DON'T NEED 
TO WORRY ABOUT THE BIRTHDAY OR ANYTHING. 
THE SYSTEM KNOWS WHEN I'M CHECKING 
E-MAIL, WHETHER IT'S JUST BEFORE 
NIGHT, THE FIRST THING I DO IN THE 
MORNING, NOT A GOOD HABIT, BUT THE 
SYSTEM KNOWS ABOUT YOUR HABITS, 
AND I DEFINE OVER HERE, BASED ON 
ARTIFICIAL INTELLIGENCE, SET THE 
SYSTEM UP TO SAY, SEND THIS E-MAIL 
ON YOUR BEST JUDGMENT ON THE BEST 
TIME THAT THE GUY ACTUALLY OPENS 
E-MAIL, BUT DO I TRUST THE SYSTEM? 
HOW DO I KNOW WHICH TIME IS BEST? 
I MIGHT LOOK AT IT DIFFERENTLY, 
MY BOSS LOOKS 24 BY SEVEN ON THE 
E-MAILS, BUT WHAT IS THE TIME THAT 
IS THE BEST TO SEND AN E-MAIL. YOU 
KNOW WHAT, LET ME JUST LOOK AT A 
PARTICULAR -- LET ME LOOK AT THE 
CONTACT. I GO INTO THE SYSTEM, AND, 
AGAIN, THE SAME APP, I JUST OPEN 
ONE OF THE CONTACTS. AS YOU CAN 
SEE, CAMERON. AND I'M TRYING TO 
SHOW YOU THAT THE SYSTEM IS, AS 
YOU CAN SEE, HAS ALREADY EVALUATED 
AND CAPTURING THE BEST TIME THAT 
THIS CONTACT ACTUALLY OPENS THIS 
BASED ON ALL THE PAST ENGAGEMENT. 
THE SYSTEM IS LEARNING CONTINUOUSLY, 
CHURNING, CHURNING, CHURNING, CHURNING, 
AND IT KNOWS THAT THIS GUY FOR SOME 
REASON MONDAYS, HE'S HAPPY DURING 
LUNCH HOUR HAS THE HIGHEST OPEN 
RATE. I DON'T KNOW WHY. I DON'T 
HAVE A GOOD ANSWER FOR THAT ONE. 
THIS IS NOT A GOOD TIME FOR ME TO 
OPEN E-MAIL BUT HE HAS A GOOD TIME, 
AND IF I WOULD CREATE A CAMPAIGN 
EIGHT WOULD ACTUALLY ASK THE SMART 
SCHEDULING TO SAY, SEND IT THE BEST 
TIME, GIVE -- THE SYSTEM WILL PICK 
UP BASED ON ITS BEST JUDGMENT ON 
WHEN THIS GUY OPENS E-MAILS AND 
SEND THE E-MAIL RIGHT AT THAT TIME 
FOR THE BEST OPEN RATE. SO FAR I 
HAVE ACTUALLY -- THE SYSTEM TOLD 
ME, THIS IS A GOOD CON A GOODCONTENT 
IT CAN GO. PLEASE SEND THE COMMUNICATION 
AND ENGAGEMENT AT THE RIGHT TIME 
AND THE SYSTEM KNOWS BECAUSE IT'S 
CONTINUOUSLY LEARNING FOR EACH AND 
EVERY CONTACT IN MY SYSTEM, IT'S 
CONTINUOUSLY LEARNING, LEARNING, 
LEARNING, LEARNING, LEARNING. MAYBE 
HALF OF THE DEMO? THEN HE WOULD 
ACTUALLY SEND THE E-MAIL AT THE 
RIGHT POINT IN TIME. SO FAR SO GOOD. 
THE OTHER THING I WANT TO DO IS, 
I WANT TO SAY, YOU KNOW WHAT, I 
DEFINE THE AUDIENCE. IN THE LAST 
DEMO WE SAW, I DEFINED THE ASAAD 
IBRAHIM ABDULAZEE HAJ ALI -- I THINK 
IT'S GOING TOBE A GOOD FIT, HE INFUSED 
CAMERON INTO THE NURTURING PROCESS. 
I PICK THE NEXT STEP. IT'S SUCH 
A BIG DATABASE THAT I HAVE, SO MANY 
PEOPLE AND I DON'T KNOW EVERYBODY 
BY NAME OR PERSONALITY. CAN THE 
SYSTEM RECOMMEND SOMETHING BETTER? 
YES, THE SYSTEM COMES UP WITH A 
CAPABILITY WE CALL A SEGMENT BOOST, 
WHEREBY IF YOU DEFINE A COHORT OF 
AUDIENCES THAT YOU ARE TARGETING, 
THE SYSTEM IS GOT FIND OUT THOSE 
CERTAIN SET OF PATTERNS IN THOSE 
AUDIENCES, LOOK IN YOUR DATABASE 
AND FIND SIMILAR PEOPLE AND SAY, 
THESE ARE PEOPLE THAT LOOK VERY 
SIMILAR, BASED ON OUR BEST JUDGMENT, 
DO YOU WANT ME TO ADD IT TO THE 
CAMPAIGN DIRECTLY? IF YOU'RE TARGETING 
THE SYSTEM CAN ADD IT INTO IT. LET'S 
LOOK AT THAT SEGMENT BOOST. IT'S 
IN THE CUSTOMER JOURNEY. LET'S SAY 
I HAVE DESIGNED THIS CUSTOMER JOURNEY, 
LOOKING AT ENGAGEMENT, THE JOURNEY 
IS ACTIVE, RUNNING NICE AND TIDY, 
THE BEST TIME TO SCHEDULE EVERYTHING, 
LIFE IS GOOD AND DANDY, AND I WILL 
JUST SAY, OKAY, YOU KNOW WHAT, I'M 
GOING TO JUST ADD, FOR EXAMPLE, 
OVER HERE, AS I AM EDITING A LIVE 
JOURNEY OVER HERE, THE SYSTEM IS 
TELLING ME, DO YOU WANT TO BOOST, 
BOOST, BOOST, AND -- YES. THE SYSTEM 
POPS ME UP AND SAYS, MAXIMUM NUMBER 
OF CONTACTS THAT YOU WARNED MAY 
TO BOOST WITH, OPTIMIZE IT FOR WHAT 
PURPOSE, E-MAIL OPEN OR E-MAIL CLICK, 
AND WHAT SHOULD BE THE CONFIDENCE 
LEVEL. GIVE ME SOME PARAMETERS SO 
I CAN GET TO WORK. >> THE SYSTEM 
SAYS, OKAY, DO IT FOR XYZ REASON, 
WE WANT TO CLICK IT OVER HERE BUT 
THE SYSTEM ACTUALLY -- THERE GOES 
THE BOOST OF THAT PARTICULAR SEGMENT, 
WHICH IS ALREADY THERE. LET'S LOOK 
AT THE CUSTOMER JOURNEY WE ALREADY 
HAS THE BOOSTING. THIS SHOULD HAVE 
HAD THE BOOST SEGMENT. HERE YOU 
CAN SEE THERE'S ALREADY A JOURNEY 
WHICH HAS A BOOST SEGMENT, AND IT'S 
ACTUALLY WORKING. HERE IS THE SEGMENT 
WHICH ONLY CONTAINS TWO MEMBERS. 
I STARTED WITH A TWO MEMBER SEGMENT. 
I ADDED A BOOST, WHICH ADDED ANOTHER 
TWO MEMBERS BECAUSE THE TOTAL SEGMENT 
COUNT OVER HERE IS FOUR. TWO SEGMENT 
BOOSTED, TWO WERE TARGETED, AND 
IF I WANT TO LOOK INTO WHAT EXACTLY 
WAS THE BOOST, I CAN QUICKLY GO 
HERE AND LOOK AT THE MEMBERS AND 
THE SYSTEM IS GOING TO TELL ME, 
I ADDED THESE TWO GUYS. THEY DON'T 
-- THEY LOOK VERY TECHNICAL BUT 
IN THE REAL SYSTEM YOU MIGHT HAVE 
NICE NAMES THAT RESONATE WITH YOU. 
THIS IS HOW THE SYSTEM AUTOMATICALLY 
ADDS AND EXTENDS THE COHORT OF YOUR 
ENGAGEMENT COVERAGE, BY BOOSTING 
IT BASED ON ARTIFICIAL INTELLIGENCE. 
BOOST, CONTENT CREATION, THE COMMUNICATION, 
AS MOST IMPORTANTLY, BOOST YOUR 
ENGAGEMENT BASED ON ARTIFICIAL INTELLIGENCE. 
>> THANKS, . WE'VE SEEN MACHINE 
LEARNING IS BUILT INTO THE PRODUCT, 
AND BY THE WAY, THERE IS NO ADDITIONAL 
SKILL, YOU JUST GET IT FOR FREE. 
THE BIG DATA STORY, THE MACHINE 
LEARNING, POWER BI INTEGRATION AND 
ALL THESE CAPABILITIES ARE BUILT 
INTO THE PRODUCT OUT OF THE BOX. 
NOW, THIS SLIDE HERE, WHICH IS GOING 
TO TAKE SOME TIME, IT'S AN IMPORTANT 
SLIDE BECAUSE IT SHOWS ALL THE MAIN 
FEATURES OF THE PRODUCT. LET'S GO 
THROUGH THIS QUICKLY. UNFORTUNATELY, 
WE DON'T HAVE THE TIME TO GO EACH 
AND EVERY ITEM. LET ME TRY SOMETHING 
SO THAT WE CAN KIND OF KEEP TABS. 
LET'S START FROM THE TOP. MARKETING. 
ENGAGEMENT ORCHESTRATION WITH MACHINE 
LEARNING, INTERVIEWING RATED WITH 
SALES AND MARKETING, DYNAMICS ECOSYSTEM. 
WE'VE SEEN A DEMO, YOU CAN CREATE 
E-MAILS AND SEND THEM AT VOLUME. 
PAGES AND FORMS, WE PROVIDE A BUILT-IN 
INTEGRATION WITH -- IF YOU WANT 
TO USE YOUR OWN SYSTEM OR ANY OTHER 
CMS OUT THERE, YOU CAN EASILY CUSTOMIZE 
AND INTEGRATE IT. THEN WE HAVE USER 
CONTENT. IMAGINE YOU HAVE A LOGO, 
FOR EXAMPLE, OR SOME OTHER ASSETS 
AND YOU WANT TO USE THE SAME ASSETS 
FOR SALES/MARKETING AND EVEN SERVICE, 
YOU CAN HAVE KNOWLEDGE BASED ARTICLES, 
MARKETING AND SO FORTH USING THE 
SAME ASSETS. THIS IS ALSO QUITE 
POWERFUL, TEMPLATES AND SO ON. THEN 
WE HAVE THE LINKEDIN INTEGRATION 
THAT WE MENTIONED BEFORE BRIEFLY. 
HERE WE KEEP ON ADDING MORE AND 
MORE CAPABILITIES. YOU CAN GET LEADS 
FROM LINKEDIN, PUSH THEM TO MARKETING, 
ORCHESTRATE THEM IN MARKETING AND 
SEE THE BEHAVIOR AND PUSH THEM BACK 
AND MATCH THE AUDIENCES, FOR EXAMPLE, 
ALL THIS WITHOUT CODING, SO THE 
MARKETER CAN CREATE CAMPAIGNS AT 
THE WANTS TO. THEN WEBSITE PERSONALIZATION, 
WHICH IS ABOUT PERSONALIZING THE 
WEBSITE WITH THE CRM DATA AND THE 
TRACKING FROM MARKETING. MARKETING 
HAS A POWERFUL ENGINE FOR TRACKING 
SO WE KNOW WHO IS A VISITOR AND 
WE KNOW IT IS A CONTACT IN THE DATABASE 
OR A LEAD. ONCE SOMEBODY COMES TO 
MY WEBSITE, EVEN IF MY OWN WEBSITE 
BUILT WITH ANOTHER SYSTEM, IT DOESN'T 
HAVE TO BE PORTALS, YOU CAN STILL 
PERSONALIZE IT OR DO OTHER SOPHISTICATED 
THINGS BASED ON THE DATA WE HAVE 
IN MARKETING AND SALES. AND THEN 
THE MARKETING, WHICH WE HAVE SEEN 
A LITTLE DEMO BEFORE, WHICH IS A 
POWERFUL CONTROL THAT YOU CAN USE 
NOT ONLY FOR MARKETING BUT ANY OTHER 
SCENARIO, AND YOU CAN SHARE IT, 
IT'S JUST KIND OF A VIEW IN CRM, 
JUST RENDERED AS COLUMN DATA AND 
CAN OFFER MULTIPLE ENTITIES. AND 
THEN ON THE SECOND LINE, THE LEAD 
KNEW HER TOU NURTURING ASPECT. WE 
HAVE A VERY POWERFUL ENGINE FOR 
SEGMENTATION, WHICH WORKS BOTH ON 
BEHAVIORAL DATA, SOMEBODY HAS CLICKED 
ON AN E-MAIL, SOMEBODY STAYED FOR 
-- GIVE ME A SEGMENT OF ALL THE 
PEOPLE THAT STAYED ON THIS PRICING 
TABLE ON MY WEBSITE FOR MORE THAN 
FIVE MINUTES AND THEY HAVE CLICKED 
AND THEY WERE BUSY DOING STUFF. 
GIVE ME ALL THESE PEOPLE, AND THEN 
I CAN SEGMENT THEM, DO AN INTERSECTION 
WITH THE PEOPLE IN MY DATABASE, 
FOR EXAMPLE, THAT HAVE BOTH MORE 
THAN A CERTAIN AMOUNT OF, YOU KNOW, 
MERCHANDISE. SO I CAN MIX AND MATCH 
ALL THE DATA EASILY WITH THE UI 
WE HAVE SEEN BEFORE. THEN WE HAVE 
THE JOURNEY DESIGNER, THIS EDITOR 
YOU CAN DRAG AND DROP THINGS, AND 
YOU CAN ORCHESTRATE WITHOUT -- AGAIN, 
WITHOUT CODING, MARKETERS CAN GO 
OUT THERE AND BUILD QUITE SOPHISTICATED 
THINGS BY THEMSELVES. AND THEN WE 
HAVE LEAD SCORING MODELS WHICH WE 
TUNED ON. BUILDING DIFFERENT MODELS 
WITH SIMPLE DRAG AND DROP CAPABILITY, 
USING THE SAME DATA YOU HAVE IN 
SEGMENTATION, SO BEHAVIORAL AND 
DEMOGRAPHIC DATA AND SO ON, AND 
YOU CAN BUILD SCORING MODELS AND 
SCORE PEOPLE FOR DIFFERENT DIMENSIONS, 
DIFFERENT MODELS FOR THE PROPENSITY 
TO BAY OR OTHER THINGS. YOU CAN 
EVEN DECAY THE MODELS. IF SOMEBODY 
IS INACTIVE FOR ONE WEEK, YOU WANT 
TO GO DOWN WITH THE SCORE BECAUSE 
IT'S NOT ENGAGED. YOU CAN BUILD 
IT THE WAY YOU WANT I MEANT. WE 
HAVE A COMPASS MARKETING. IT'S A 
WAY OF DOING MARKETING BASED ON 
ACCOUNTS. IT'S A BIT OF A PHILOSOPHY, 
A STRATEGIC APPROACH TO MARKETING. 
YOU CAN USE OUR TOOLS ALSO IF YOU 
ARE NOT DOES COMPASS MARKETING AS 
A PHILOSOPHY, JUST USE IT BECAUSE 
IN OUR ORCHESTRATION HERE, YOU WORK 
-- YOU CAN WORK AT THE ACCOUNT LEVEL. 
YOU CAN INVITE AN ACCOUNT ON TO 
AN EVENT AND SEE -- YOU CAN MOVE 
ALL THE OTHER PEOPLE AS ONE ACCOUNT, 
WITH YOU IN THE AUTOMATION. THAT'S 
QUITE POWERFUL, ACTUALLY. A LOT 
OF CAPABILITIES -- I DON'T KNOW 
IF WE'LL HAVE A CHANCE TO SEE THEM, 
I DON'T THINK SO, TOMORROW, BUT 
QUITE POWERFUL FOR THOSE WHO DO 
B TO B AND ACCOUNT-BASED ENGAGEMENT. 
THEN WE HAVE CONNECTED BUSINESS 
PROCESS FLOW, WHICH IS VERY IMPORTANT 
TO US BECAUSE THAT'S HOW WE DO -- 
WE'VE SEEN THE LEAD CYCLE BEFORE, 
SO WHEN A LEAD GOES FROM QUALIFIED 
AND MOVES ON AND GETS ACCEPTED BY 
SALES AND THEN WORKS WITH MARKETING 
AND SO FORTH, ALL THIS IS CUSTOMIZABLE 
AND IT CAN BE CUSTOMIZED THANKS 
TO THE POWER OF THE BUSINESS PROCESS 
FLOW BY AN ANALYST, DOESN'T HAVE 
TO BE A DEVELOPER. THAT'S HUGE BECAUSE 
NOW YOU REALLY HAVE NO DISCUSSIONS 
TO HAVE SALES AND MARKETING GETTING 
TOGETHER WITH THE BUSINESS PROCESS 
THAT THE COMPANY HAS AND REALLY 
MAKE IT WORK AS ONE THING. THEN 
WE SPOKE ABOUT EVENT MANAGEMENT. 
ITS KIND OF A BIT OF A MODULE, VERY 
LARGE AND SOPHISTICATED, ALSO VERY 
SIMPLE BECAUSE IF YOU DON'T NEED 
THE EXTRA THINGS, YOU JUST WORK 
ON THE SIMPLE THINGS. YOU CAN DO 
WEBINARS AND IN PERSON EVENTS LIKE 
THIS ONE, AS COMPLEX AS THIS ONE, 
OR EVEN SIMPLER, OBVIOUSLY. AND 
YOU CAN USE THE ENTIRE EVENT SOLUTION 
WITHOUT THE REST OF MARKETING. IF 
YOU JUST WANT TO DO EVENT, YOU CAN 
DO IT. YOU PAY ONLY THE CONTENT 
YOU USE. WE'LL SEE THE PRICING LATER. 
BASICALLY YOU PAY WHAT YOU USE IT 
FOR. AND THE REST, IF YOU DON'T 
NEED IT, YOU JUST DON'T USE IT. 
AND WE COME AGAIN OUT OF THE BOX 
WITH THE PORTAL. A PORTAL FOR DOING 
-- A SIMILAR PORTAL YOU'VE USED 
TO COME TO THIS CONFERENCE. THIS 
PORTAL CAN BE HOSTED ON A SEPARATE 
SYSTEM, AGAIN, TO ANY CMS OF YOUR 
CHOICE, PORTALS AS WELL, LET'S SAY 
-- YOU Y CAN SEND QR CODES IN THE 
E-MAIL, PEOPLE CAN SCAN THOSE AND 
GET CHECKED IN, ALL OF THIS FROM 
THE CONVENIENCE OF CRM, SO YOU CAN 
CUSTOMIZE IT, ADD ANOTHER FIELD, 
REMOVE THINGS, SO IT'S CRM AT THE 
END SO IT'S QUITE POWERFUL AND FLEXIBLE. 
FINALLY -- NOT FINALLY, ALMOST, 
BUT INSIGHTS AND REPORTING, WE HAVE 
A LOT OF CAPABILITIES. NOT ONLY 
LEADS, YOU CAN HAVE -- THE VIEW 
THAT YOU HAVE THE DATA FROM CRM 
LIKE DVDs SALES DATA AND SO ON, 
TOGETHER WITH MARKETING BEHAVIOR. 
WHO HAS CLICKED ON THE E-MAIL, WHO 
HAS OPENED THE WEBSITE, HOW MANY 
SMS WE HAVE SENT TO THIS PERSON, 
ALL THAT IS CAPTURED IN ONE COMPREHENSIVE 
VIEW, WHICH IS THE ONE WE SHOWED 
BEFORE, WHICH IS CUSTOMER 365. THEN 
WE HAVE INTERACTION SITES, WHICH 
IS THIS -- WE STORE ALL THE BIG 
DATA ABOUT THESE INTERACTIONS. YOU 
CAN USE THESE INTERACTIONS IN THE 
SYSTEM. IT'S JUST FOR PERFORMANCE 
AND SCALE BUT YOU CAN USE THEM THE 
WAY YOU WANT. IF YOU HAVE A LEAD 
SCORING MODEL, IT CALCULATES THE 
MODELS OUTSIDE CRM BECAUSE YOU CAN 
HAVE HUNDREDS OF THOUSANDS OF LEADS 
BEING SCORED BY THE SYSTEM. YOU 
DON'T WANT TO DO THIS WITH THE WORK 
FROM CHM. IT'S DONE IN A DIFFERENT 
DEDICATED CLOUD. THE RESULTS ARE 
IN CRM SO YOU CAN USE THEM THE WAY 
YOU WANT TO. THERE IS THIS CONTINUOUS, 
LET'S SAY, TRADEOFF BETWEEN THE 
POWER AND PERFORMANCE, AT THE SAME 
TIME, ALSO THE EASE OF USE WITHIN 
CRM BECAUSE CRM AS A PLATFORM, CDS, 
IT'S WHERE ALL OUR PARTNERS ARE 
USED TO WORKING AND WE WANTED TO 
USE THE SAME TOOLS WE HAVE TODAY 
FOR EXTENDING THE SYSTEM. WE TALKED 
ABOUT SOCIAL. WE HAVE SOCIAL -- 
YOU CAN POST TO FACEBOOK AND TWITTER. 
IN THE FUTURE WE'LL HAVE SOCIAL 
AS A DAY FOR THE ORCHESTRATION, 
SOCIAL EVENTS AND SO ON MOVING FORWARD. 
SURVEYS. WE'RE GOING TO BE MOVING 
TO THE NEW SURVEY TOOL FORMS PRO 
IN AUTUMN. AND THEN CUSTOM ANALYTICS. 
OBVIOUSLY INTEGRATION WITH THE REST 
OF THE ECOSYSTEM IN TERMS OF POWER 
BI. SO WE SHIP OUT OF THE BOX A 
SET OF TEMPLATES. THOSE TEMPLATES 
YOU CAN GO AND TAKE AND WE HAVE 
TEMPLATES FOR ALL SORTS OF THINGS, 
LIKE THE PIPELINE, REVENUE, YOU 
KNOW, AND ALL OTHER THINGS, SO YOU 
CAN TAKE THOSE TEMPLATES AND USE 
THEM FOR YOUR POWER BI ANALYTICS 
REPORTS OR JUST EXTEND THEM THE 
WAY YOU WANT IT. THEN WE TALKED 
ABOUT THE PLATFORM, VALUE OF THE 
PLATFORM. AS I MENTIONED BEFORE, 
IT'S NOW AVAILABLE IN THE APRIL 
RELEASE, THE CONTENT MANAGEMENT 
INTEGRATION. THIS IS DONE WITHOUT 
THE NEED OF CODING. IT'S VERY IMPORTANT 
BECAUSE OUR CUSTOMERS ASKED US, 
WE DON'T WANT TO CUSTOMIZE THE SYSTEM, 
USE APIs, TO JUST INTEGRATE WITH 
DIFFERENT SYSTEMS BECAUSE IT'S FRAGILE, 
IT'S EXPENSIVE TO BUILD, AND LET 
THE -- GIVE US THE TOOL -- MAYBE 
NOT A MARKETER BUT SOMEBODY, YOU 
KNOW, A LITTLE SMART CAN GO AND 
CONFIGURE IT THEMSELVES. THAT'S 
VERY IMPORTANT TO US, TO KIND OF 
MINIMIZE THE COST OF ADOPTION AS 
WELL. OBVIOUSLY OUR PARTNERS CAN 
BUILD A LOT OF SERVICES ON TOP AND 
THAT'S WHY OBVIOUSLY WE BUILD A 
LOT OF EXTENSIONS FOR THEM, BUT 
THE SYSTEM IS ALSO, YOU KNOW, WE 
TRY TO MAKE IT VERY EASY TO USE 
AND SELF-SERVICE AS MUCH AS POSSIBLE. 
THEN SALES INTEGRATION, AS WE JUST 
HAVE SEEN, THE ONBOARDING, IF YOU 
TRY TO SET UP A TRIAL, IT TAKES 
TWO MINUTES, TWO MINUTES TO SET 
UP AN ENTIRE TRIAL AND YOU'RE UP 
AND RUNNING. AND WE HAVE STEP BY 
HE STEP GUIDANCE TO EXPLAIN, YOU 
KNOW, THE STEPS IN THE PRODUCT, 
AND THEN OBVIOUSLY EXTENSIBILITY 
APIs, THIS IS MORE FOR OUR PARTNERS, 
SO THE SYSTEM IS QUITE FLEXIBLE, 
OBVIOUSLY, AND CAN BE EXTENDED IN 
MANY SCENARIOS THAT ARE CAPABLE 
OF -- WITH THE SAME TOOLS THAT PARTNERS 
HAVE USED FROM THEIR OWN ECOSYSTEM. 
YOU'RE GOING TO HAVE TO LEARN -- 
YOU DON'T HAVE TO LEARN NEW SKILLS 
OR COMPLEX THINGS. AI, ALL BUILT 
INTO THE PRODUCT, BUILT ON TOP OF 
OUR ECOSYSTEM AND MORE WILL COME, 
ESPECIALLY WITH INTEGRATION WITH 
THE REST OF THE ECOSYSTEM. WHAT'S 
COMING THEN IN APRIL -- SORRY, THIS 
ALREADY CAME, IT'S JUST OUT THERE. 
WE HAVE -- I MENTIONED BEFORE, YOU'LL 
FIND THEM IN THE PRODUCTS SO IT 
DOESN'T MATTER IF THEY CAME NOW 
OR THEY WERE THERE BEFORE. WHAT'S 
IN PREVIEW NOW IS THE AI CAPABILITIES. 
THE AI CAPABILITY IS SOMETHING WE 
WANT TO TUNA LITTLE BIT TUNE TUNE 
BEFORE WERELEASED IT OUT. IT HAS 
TO BE PERFORMING AT SCALE. IF YOU'RE 
INTERESTED, LET US KNOW AND WE WILL 
ADD YOU TO THE PREVIEW, BUT IT'S 
NOT GOING TO BE AVAILABLE FOR EVERYBODY, 
NOT YET AT LEAST. ACTUALLY WE HAVE 
ACTUALLY -- LET'S SAY BEYOND OUR 
EXPECTATIONS. WE HAVE KIND OF A 
YIELD AT THE END. BUT WE STILL HAVE 
INTERESTING CUSTOMERS. SMALL, MEDIUM, 
MID MARKET ENTERPRISE, AND EVEN 
SOME ENTERPRISE CUSTOMERS. SO IT'S 
QUITE REMARKABLE, I WOULD SAY. THIS 
IS, FOR EXAMPLE, A SMALL COMPANY, 
A VERY MOTIVATED -- THEY HAVE DONE 
A FANTASTIC JOB AND TOOK THEIR PRODUCT 
TO THE NEXT LEVEL. WE'RE VERY HAPPY 
TO WORK WITH THEM. NOT ONLY THEM 
BUT ALSO MICROSOFT ITSELF. THE MICROSOFT 
STORES WHEN YOU GO BUY A SURFACE, 
THEY USE THIS TOOL HERE FOR THEIR 
EVENTS. WHEN YOU GO IN A RETAIL 
STORE, I DON'T KNOW, IN SEATTLE, 
AND YOU BOOK, FOR EXAMPLE -- YOU 
GO ONLINE AND YOU BOOK, I DON'T 
KNOW, A TUNING OF YOUR SURFACE, 
ANOTHER EVENT THAT THE STORE OFFERS, 
I DON'T KNOW, SOME VIDEO GAME GET 
TOGETHER OR ANY OTHER EVENT FROM 
THE STORES, THAT IS POWERED BY OUR 
SYSTEM. AND THIS IS ACTUALLY WORLDWIDE. 
AND WE'RE WORKING WITH MICROSOFT, 
ACTUALLY, WITH US, LET'S SAY WITH 
OTHER DEPARTMENTS TO USE OUR PRODUCT 
MORE AND MORE. IT'S ALSO QUITE INTERESTING. 
NOW, WAITING FOR THE LAST DEMO FOR 
TODAY, AND LET'S SEE IF WE CAN MAKE 
IT IN FIVE. OKAY. OFF YOU GO. >> 
EXCELLENT. >> MY FIRST DEMO, IT'S 
OUT THERE, CLIENT SALES AND MARKETING, 
COLLABORATION. CAPABILITIES OF MARKETING. 
SECOND DEMO, ARTIFICIAL INTELLIGENCE. 
ALL OF A SUDDEN MORE INTELLIGENT 
IN ORDER TO HELP THE MARKETERS AND 
SALESPEOPLE TO DO THE JOB. THIRD 
DEMO, WE TALKED ABOUT A SINGLE DB, 
WE TALKED ABOUT A SINGLE PLATFORM, 
WE TALKED ABOUT A SINGLE INSTANCE, 
WHERE ALL THE DATA IS RESIDING BUT 
MORE AND MORE WHAT WE'RE SEEING, 
TODAY IN THIS WORLD, YOU DON'T WANT 
TO JUST RECORD IT AND STORE IN DYNAMICS 
BUT WHAT WE REALLY WANT, WE WANT 
A 360 PROFILE OF A CUSTOMER. AND 
IN MANY CASES, 360 SOMETIMES ENDS 
WITH WHAT MARKETING IS CAPTURING, 
SALES GUYS ARE CAPTURING, THAT'S 
NOT THE REALITY. THE REALITY IN 
360 ACTUALLY MEANS YOUR POS DATA, 
360 MEANS THE COMMON DATA YOU HAVE, 
IT MEANS YOUR OTHER SCRIPTS AND 
OTHER SYSTEMS THAT YOU HAVE, MARKETING 
ECOSYSTEM THAT YOU HAVE DEPLOYED 
AT YOUR CUSTOMERS, THERE ARE A BUNCH 
OF SYSTEMS, AND YOU WANT TO LEVERAGE 
EACH AND EVERY INFORMATION ABOUT 
THE PARTICULAR CONTACT TO REALLY 
DEFINE THE RIGHT COHORT AND AUDIENCE. 
THE ANSWER TO THAT, THROUGH THE 
THREE -- DYNAMICS 365 FOR CUSTOMER 
INSIGHTS, THAT IS THE PLATFORM, 
THAT SAYS THE SOLUTION, THAT IS 
THE PRODUCT WHICH IS NOW ON OFFER 
IN ORDER FOR YOU TO BUILD THAT 360 
PROFILE BY DUMPING AND COLLECTING 
ALL THE DATA YOU CAN POTENTIALLY 
IMAGINE AND LET THE SYSTEM BUILD 
A UNIQUE PROCEED FUEL. PROFILE. 
THAT'S A GOLD MINE AND MARKETERS 
WANT TO USE THE GOLD MINE. THEY 
DON'T WANT TO ONLY SEGMENT PEOPLE 
ON INDUSTRY AND CITY, LET'S SAY, 
FOR EXAMPLE, THEY MEANT TO SEGMENT 
PEOPLE ON WHO WAS THE HIGHEST -- 
WHAT'S THE HIGHEST LIFETIME VALUE 
CUSTOMERS, WHO ARE THE HIGHEST PURCHASERS 
AND THE HIGH SPEND DEERS SPENDERSIN 
THEIR ACCOUNT. I'M SURVIVING. THIS 
DEMO, YOU'RE GOING TO SEE HOW THE 
NEW 360 OR THE DYNAMICS 365 FOR 
CUSTOMER INSIGHT, HOW THAT SYSTEM 
ACTUALLY SEAMLESSLY WORKS WITH DYNAMICS 
365 FOR MARKETING AS OF TODAY. WHAT 
YOU SEE ON THE SCREEN IS DYNAMICS 
365 FOR CUSTOMER INSIGHT SYSTEM, 
AND I'VE LOGGED IT INTO THE SYSTEM, 
AND IT'S SHOWING -- THAT COULD BE 
ANY USER. IT COULD BE A BUSINESS 
AND IT, A MARKETER, SALESPERSON, 
ANY PERSONA THAT IS CONTINUOUSLY 
LOOKING AT ALL THE DATA IN THE SYSTEM 
THAT IS GATHERING AND COLLECTING, 
AND HAS DEFINED A BUNCH OF SEGMENTS 
OF VARIOUS PEOPLE WITH RESPECT TO 
PRODUCT, WHY DO YOU IT'S A -- THE 
USE CASE I'M PROJECTING OVER THERE 
IS COULD HE CONTOSO HOTELS. THEY 
HAVE A BANK AND HOTEL CHAIN. IN 
THIS CASE IT'S THE HOTEL CHAIN. 
THE USE CASE OVER THERE IS GOING 
TO BE THAT I AM GOING TO FIND OUT 
THE PEOPLE THAT ARE THE SOME OF 
MY PREMIER CUSTOMERS IN ET HOTEL 
CHAIN, I'M GOING TO TRY TO TARGET 
THEM FOR MY MORTGAGE PROGRAM IN 
THE BANK. I'M LOOKING AT THESE CUSTOMERS 
360, I'M LOOKING AT THE CATEGORIES 
THE DATA HAS COLLECTED, I'VE DEFINED 
A BUNCH OF VARIOUS SEGMENTS OVER 
THERE. I'M GOING TO LOOK AT THOSE 
-- I'M GOING TO LOOK AT THAT THOSE 
SEGMENTS, RECOMMENDATION, I COULD 
HAVE EASILY, USING MY SEGMENTATION 
ENGINE, I COULD CREATE A SEGMENT 
OR LOOK AT THE SEGMENTATION ENGINE 
THAT IS SITTING ON THAT ONE, WHICH 
HAS ALLOWED ME TO CREATE CONDITIONS 
FOR ALL THE VARIOUS KINDS OF DATA 
THAT IS AVAILABLE IN THE 360 ENVIRONMENT, 
BUT LET'S ASSUME THAT WE HAVE CREATED 
A PARTICULAR SEGMENT. I CAN ALSO 
LOOK AT A BUNCH OF CUSTOMERS THAT 
ARE AVAILABLE OVER HERE. AS YOU 
CAN SEE, IF I CLICK ANY OF THESE 
CUSTOMERS, AS AN EXAMPLE, MY FAMOUS 
DAVID LEE GUY, HE IS ONE OF THE 
CONTACTS THAT IS THERE, AND THE 
SIMILAR TELLS ME, YOU KNOW WHAT, 
THIS DAVID LEE HAS THIS CUSTOMER 
I. D. , HE HAS CAPTURED ALL THE 
MARKETING INTERACTION, I HAVE THE 
MARKETING INTERACTION FOR DAVID 
LEE, AND BY THE WAY, BASED ON OTHER 
DATA THAT IS COMING IN THE SYSTEM, 
I HAVE DEFINED THAT THIS GUY IS 
INTERESTED IN LINKEDIN, MICROSOFT, 
AND THESE ARE THE BRAND AFFINITIES 
THAT HE HAS, FOR EXAMPLE. THIS IS 
THE INSIGHT THAT IT HAS. HOW CAN 
I MAKE IT EXCUSABLE? LET'S MAKE 
IT EXECUTIONABLE. I DEFINE MY SYSTEM 
BASED ON THE 360 DATA AND THE MASSIVE 
AMOUNT OF COMBINATIONS THAT I HAVE 
AVAILABLE, AND I'M -- I'M GOING 
TO QUICKLY SAY, LET'S JUST EXPLORE 
THE SEGMENT, AND I'M GOING TO EXPLORE 
THE SEGMENT AS TO THE DYNAMICS 365 
FOR MARKETING ENVIRONMENT, AND IT'S 
GOING TO ASK ME, GIVE ME THE NAME 
AND GIVE ME WHAT IS THE CONTACT 
I. D. THAT IS SUPPOSED TO BE MAP. 
THE SYSTEM, IT'S GOING TO AUTOMATICALLY 
CREATE A MARKETING LIST IN MY -- 
WHERE IS IT? HERE. IT'S GOING TO 
AUTOMATICALLY CREATE A MARKETING 
LIST IN MY DYNAMICS 365 MARKETING 
ENVIRONMENT. IF I GO INTO THE MARKETING 
LIST, I WILL SEE THAT THERE'S A 
LIST THAT IS ALREADY CREATED, OF 
COURSE I DID IT BEFORE. I USED OPEN 
E-MAILS. IF I CLICKED UP UNUSED 
OPEN E-MAILS, IT SHOWS ME THAT THIS 
IS A SEGMENT WHICH CONTAINS ONE 
GUY CALLED DAVID LEE, THE SAME GUY 
THAT WAS AVAILABLE ON THIS SEGMENT 
IF I WOULD HAVE OPENED IT, YOU CAN 
SEE OVER HERE, THIS IS THE SAME 
DAVID LEE GUY AS YOU CAN SEE, FULL 
NAME. AND THIS IS THE GUY THAT IS 
COMING TO THE MARKETING LIST. THE 
SEGMENT GOT SENT INTO MARKETING 
LIST. SO FAR WE SAW MARKETING ENVIRONMENT 
OR MARKETING ENGAGEMENT, BUT I NEVER 
USED THE MARKETING LIST, BUT ENGAGEMENT 
AND MARKETING PRODUCT, WE NEED TO 
CREATE A SEGMENT, BUT THAT'S EASY 
PEASY. I COULD DIRECTLY GO INTO 
SEGMENTATION AND CREATE A NEW SEGMENT 
FOR DYNAMICS 365 FOR MARKETING AND 
USE THAT MARKETING LIST AS A CONDITION, 
SAYING, YOU KNOW WHAT, EVERY GUY 
THAT'S COMING IN THIS MARKETING 
LIST, PLEASE PUT HIM INTO A MARKETING 
SEGMENT SO THAT I CAN SEND AN ENGAGEMENT 
ACTIVITY TO THEM. AND THIS IS ALL 
SEAMLESSLY WORKING AT ONE TIME. 
YOU KEEP ON ADDING PEOPLE IN CUSTOMER 
360 BASED ON YOUR NEW ANALYSIS, 
WITH MORE DATA THAT IS COMING IN. 
THAT KEEPS ON SENDING DATA TO MARKET 
WILLING LIST. MARKETING LIST -- 
THE SEGMENT CONTINUES TO GET UTILIZED 
IN THE CUSTOMER JOURNEY. NOW YOU'RE 
ABLE TO ENGAGE, EXECUTE YOUR MARKETING 
ACTIVITIES BASED ON THE 360 DATA 
THAT IS AVAILABLE FOR ALL YOUR CONTACTS 
FROM ANY FIRST PARTY, THIRD PARTY 
SOURCES IN THE 360 ENVIRONMENT. 
AND THAT'S IT. >> THANK YOU, GHUFRAN. 
SO, WHAT WE'VE SEEN, WE'VE SEEN 
THAT BASICALLY -- CUSTOMER 360 IS 
THIS NEW PRODUCT THAT IS BEING RELEASED 
IN APRIL, GA AS WE CALL IT, AND 
IT'S A CUSTOMER DATA PLATFORM, IT'S 
MEANT TO AGGREGATE DATA, INSANE 
AMOUNT OF DATA FROM ALL OVER THE 
PLACE, GOOGLE ANALYTICS, STREAMING 
AND EVERYTHING, AND YOU CAN PLUG 
THIS DATA INTO MARKETING SEAMLESSLY. 
MACHINE LEARNING, BIG DATA, AND 
ALL THIS KIND OF UNIQUE ECOSYSTEM 
IS HAPPENING RIGHT NOW. LET'S FINALIZE 
AND LET'S SAY THE -- WE'LL HAVE 
SOME MINUTES FOR SOME Q&A BUT OTHERWISE 
WE CAN, YOU KNOW, JUST COME TO A 
BOOTH OR JUST WE'LL BE HERE FOR 
QUESTIONS LATER, BUT THE PRODUCT 
IS PRICED A LITTLE DIFFERENT THAN 
THE REST, AND WE KNOW IT'S NOT OPTIMAL, 
BUT WE NEED TO LEARN YET ANOTHER 
WAY OF DOING THINGS, BUT THIS IS 
ALIGNED WITH THE REST OF THE MARKETING 
PRODUCTS OUT THERE, THE COMPETITION 
IN THE MARKETING INDUSTRY AS SUCH. 
IT'S PRICED PER CONTACT. SO YOU 
BUY A NUMBER OF CONTACTS, AND YOU 
USE THEM FOR MARKETING. SO YOU BUY, 
LET'S SAY, I DON'T KNOW, 10, 000 
CONTACTS, AND THEN YOU START USING 
THE SYSTEM, AND AS SOON AS YOU TOUCH 
ONE OF THESE CONTACTS, IT KIND OF 
GETS, YOU KNOW, AWAY FROM THE QUOTE 
A, AND WHEN YOU REACH THE QUOTE 
A, YOU HAVE TO BUY MORE -- AT TIME 
OF ANNIVERSARY -- WE DON'T HAVE 
TIME TO GO THROUGH THE DETAILS BUT 
IF YOU GO WITH THE ATTACHED PROPOSITION, 
YOU BUY MARKETING TOGETHER WITH 
SALES, YOU GET THE DISCOUNT OF HALF 
PRICE, 750, THREATS 1, 500, AND 
YOU GET 10, 000 OF THESE MARKETABLE 
CONTACTS. YOU CAN BUY MORE. WHAT'S 
COMING THEN IN -- WHAT IS COMING 
SOON IN TERMS FOR US IN TERMS OF 
INVESTMENTS, WE'RE CONTINUING TO 
INVEST A LOT ON THE PRODUCT OBVIOUSLY 
AND ESPECIALLY IN TERMS OF FUNDAMENTALS, 
EASE OF USE. WE KEEP ON IMPROVING 
THE USER INTERFACE, WE MAKE IT EASIER 
AND EASIER BECAUSE FOR MARKETERS, 
IT'S VERY IMPORTANT TO HAVE SOMETHING 
THAT'S SLEEK AND EASY TO USE BECAUSE 
EVERY CLICK YOU SHAVE OFF, LET'S 
SAY, FROM THE UI, YOU SAVE IT EVERY 
DAY WHEN YOU USE THESE OPERATIONS. 
THESE ARE THE MAIN THEMES. HERE, 
IN THIS SLIDE HERE, WE JUST WANT 
TO SHOW YOU SOME OF THE SCENARIOS, 
AT VERY HIGH LEVEL TO GIVE YOU AN 
IDEA OF WHAT SOME OF OUR CUSTOMERS 
ARE DOING. SO WE HAVE A DIVERSE 
SET OF CUSTOMERS, WE HAVE THEM FROM 
ALL OVER PLACE, EVEN SPORTS, WELL 
KNOWN BRANDS, AND WE'RE IN THE PROCESS 
OF FINALIZING IT AND SO ON. WE HAVE 
HIGHER EDUCATION IS A BIG VERTICAL 
FOR US AS WELL. SO I MENTIONED BANKS, 
I MENTIONED MANUFACTURING, OBVIOUSLY, 
SO WE HAVE A VERY DIVERSE -- RAILROAD 
MORE OR LESS A YEAR AFTER. AND THIS 
IS AN EXAMPLE OF WHAT PEOPLE ARE 
DOING WITH OUR PRODUCT. WE HAVE 
LIKE GOVERNMENTAL BODIES USING OUR 
SYSTEMS, SO NONPROFIT ORGANIZATIONS, 
TO REACH OUT TO CITIZENS OR ORGANIZE 
THINGS, USE IT TO CREATE DEMAND 
AND INCREASE REVENUE, AND WE GO 
ALL THE WAY TO REGULATORY FROM SOME 
BANKS, FOR EXAMPLE, AND ALSO SOME 
THINGS. IT'S A VERY FLEXIBLE SYSTEM 
AND CAN BE USED IN MANY WAYS. SO, 
THE NEXT STEPS WOULD BE TO TRY THE 
PRODUCT WITH TRIALS. YOU GO THERE 
AND TRY -- IT LASTS TWO OR THREE 
DAYS AND IT'S SUPER EASY TO SET 
IT UP, AND JUST SEND E-MAILS, MAKE 
AN EVENT, DO SOCIALISTS, SOCIAL 
SOCIAL POSTS, WE HAVE AN IDEA SIDE 
WHERE YOU CAN POST YOUR IDEAS. WE'RE 
LISTENING VERY CAREFULLY TO CUSTOMER, 
SO IF YOU HAVE AN IDEA OF SOME FEATURES 
YOU WANT TO HAVE, PUT IT ON THE 
IDEA SIDE, THESE ARE THE TOP IDEAS 
THAT ARE COMING FROM THE IDEA SIDE 
TO TESTING, FOR EXAMPLE, WE ARE 
ALMOST DONE WITH IMPLEMENTING IT, 
AND IT WOULD BE RELEASED IN OCTOBER. 
AND WE ALSO DO A QUICK SEND, WHICH 
IS ONE OF THE TOP IDEAS. SO GIVE 
US YOUR FEEDBACK VIA E-MAIL OR IN 
PERSON OR GO TO THE IDEA SITE, WE'D 
BE HAPPY TO LISTEN TO YOU. IF YOU 
ARE INTERESTED IN KNOWING MORE ABOUT 
THIS PRODUCT, SEEING HOW IT WORKS 
AND FEELS, YOU CAN COME TO THE WORKSHOP 
TOMORROW AND PLAY WITH IT YOURSELF 
WITH OUR HELP, SO WE'LL SIT DOWN 
TOGETHER AND MAKE IT WORK. WE CAN 
SET UP SOME SCENARIOS AND SEND E-MAILS, 
WHAT YOU GUYS WANT TO DO, AND WE 
HAVE ANOTHER SESSION ALSO LATER 
TOMORROW ABOUT THE PERSONALIZATION 
ASPECTS AND THEN WE HAVE A THEATRE 
SESSION AS WELL. SO VERY COMPLEX 
VERSION OF WHAT WE'VE SEEN TODAY. 
WITH THAT, THANK YOU VERY MUCH. 
THANK YOU FOR YOUR TIME, AND, YYOU 
KNOW, WE CAN TAKE SOME QUESTIONS 
IF YOU WANT. YES? >> [INAUDIBLE] 
>> THE QUESTION IS WHAT ABOUT THE 
OTHER CHANNELS? FIRST OF ALL, THE 
SYSTEM IS OPEN. THEY IMPLEMENTED 
THEIR OWN CHANNELS. YOU CAN BUILD 
THE CHANNEL YOU WANT. SMS, YOU NAME 
IT, YOU DO IT YOURSELF. PARTNERS 
HAVE ALREADY DONE IT, ACTUALLY. 
THEY'RE IN THE PROCESS OF -- SOME 
PARTNERS -- YOU'LL FIND THERE ARE 
BOTH CHANNELS. >> [INAUDIBLE] >> 
IT LOOKS LIKE A NATIVE DIAL, LOOKS 
LIKE ONE OF OURS BUT IT'S BUILT 
BY A PARTNER. YOU DROP IT IN AND 
IT JUST WORKS. GO THERE, INSTALL 
IT, IT WORKS LIKE OURS. >> [INAUDIBLE] 
>> THERE WAS ANOTHER QUESTION. WE 
SUPPORT IT RIGHT OUT OF THE BOX. 
IT'S JUST A FLIP OF THE THING. THEY'RE 
SENT FROM A DIFFERENT SET OF I. 
P. ADDRESSES BUT YOU CAN DO THEM 
FROM -- THERE ARE MANY THINGS THAT 
I GOT A GLIMPSE OF -- WE'RE RUNNING 
OUT OF TIME. IT'S SUPPORTED, YES. 
>> BY THE WAY, THERE ARE BUSINESS 
CARDS OVER HERE AS WELL AS HOW YOU 
CAN LEARN ABOUT DYNAMICS 365 FOR 
MARKETING, SO THE MODULES FOR CERTIFICATION 
AND TRAINING. ALSO FEEL FREE TO 
PICK UP THESE AND FEEL FREE TO REACH 
OUT TO US FOR ANYTHING. >> YES? 
[INAUDIBLE] >> YES. WE'RE WORKING 
ON THAT, OBVIOUSLY. WE WANT TO MOVE 
FROM THE CURRENT, YOU KNOW, CUSTOMERS 
