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Salesforce and MicrosoftMake things simpler. Make more sales.

IntroductionSince our founding in 1999, Salesforce’s guiding principle for our product,our strategy, and our partnerships has always been maximizing the successof our customers. Any initiative that will help make our customers moresuccessful is something we must consider and pursue.That is why in mid-2014, Salesforce announced a long-term partnershipwith Microsoft. This partnership is much more than a mere PRannouncement. It is a serious step toward improving the workflow andSalesforce experience for thousands of our users.A large portion of the Salesforce user base also uses Microsoft products ona daily basis, and vice versa. The lack of an official partnership between thetwo companies was creating a bottleneck of efficiency for sales, marketing,and service teams alike. Both companies decided it was time to breakdown any obstacles between their respective products and usher in a newera of efficiency and effectiveness for their users.So what does this partnership look like? Salesforce and Microsoft have builtintegrations for more than 10 products, from Outlook to Excel. Salesforceis seamlessly included across all major product lines. No more hassle, nomore headaches.The two companies now have access to internal resources like neverbefore. Salesforce and Microsoft are two of the most innovative companiesin the world. Imagine what can be accomplished when they have access toeach other’s R&D resources, senior executives, and product experts. There’sno limit to what Microsoft and Salesforce can achieve together.Ready to find out more? Turn the page, and let’s dive into the three waysthis partnership between Salesforce and Microsoft will transform the wayyou work.Table of Contents03 Stay Up to Speed05 Have the Right Tools07 Always Be Connected09 Stay a Step Ahead11 Conclusion2/

Chapter 1Stay Up to SpeedOutlook and CalendarNo matter what industry you work in or what product yousell, there are two systems that sales professionals use eachday, almost without exception: Outlook and Salesforce.No matter how many new channels of communicationare introduced into the sales cycle, email remains themost commonly used — and the most effective — way tocommunicate with prospects and clients. That won’t changeanytime soon. Also not likely to change anytime soon is thefact that a huge portion of those emails are being sent andreceived through Microsoft Outlook. The email program isthe product of choice for thousands of companies aroundthe world and is used by millions of employees each day.When sales reps aren’t sending emails through Outlook,they’re likely to be recording activity, consulting notes,updating accounts, or analyzing reports and dashboardsin Salesforce. Just as Outlook is the de facto email app formost businesses, Salesforce is the dominant leader in thecustomer relationship management (CRM) market.Sales professionals usually spend their day jumping betweenthese two systems to perform their most essential jobfunctions. But not anymore.3/

Lightning for OutlookLightning SyncNow the world’s #1 CRM, Sales CloudUse Lightning Sync to sync contacts andLightning, and the #1 email tool, MicrosoftcalendarOutlook, have come together in Lightningconnected device, and Salesforce. Lightningfor Outlook to boost your team’s productivity.Sync keeps contacts and events in syncTurn it on, and watch rep efficiency takebetweenoff. Lightning for Outlook is 100% cloud-accounts and Salesforce without any needbased, with automatic upgrades and noto download or maintain software. Withdownloads.Lightning Sync, you can have erverthat your calendar is up to date. Now youWith CRM inside email, reps can findcan update contacts and events once,contacts and update records faster. There’swithout having to duplicate the effortno more jumping between programs, noin another system, saving you time andextra clicks, and no hassle. Reps spend lessmaking you more productive.time switching between apps and moretime selling.Now that we’ve tackled the most importantfeatures of the sales workflow with email,Give reps an even higher gear by addingcalendars, and CRM, let’s take your salessales apps to your Outlook inbox. Connectgame to the next level.Lightning Voice to put their phone, inbox,and CRM on the same page. Or add quotingautomation to accelerate the last mile of adeal. The list of Lighting Components onAppExchange that can be placed directlyinto Outlook is growing fast.4/

Chapter 2Have the Right ToolsSkype for SalesforceToday’s informed customers expect sales reps to beprepared to answer their questions right away. If not, they’llgo elsewhere. So it’s imperative for you to help your reps beprepared, increase their ability to collaborate internally, andfind the right answers to drive more deals forward.Introducing Skype for Salesforce, an intuitive way to reachout to colleagues by message, audio, or video call withoutleaving Salesforce. Collaborate faster and more effectivelywith the latest breakthrough integration between Salesforceand Microsoft.Salesforce Files ConnectFiles are critical to every aspect of business. From advertisingcopy to sales presentations, bills of material and support FAQs,files are core to every process. As you work, you constantlycreate new files, and these files are stored across a variety ofsystems and repositories — creating quite a challenge whenyou need to find them again. In fact, according to recent IDCresearch, 61% of employees typically access four or moresystems to get the information they need to do their jobs.The result? Thirty-six percent of the average workday is spentlooking for files.Salesforce and Microsoft are determined to fix this problemwith the new Salesforce Files Connect. This allows users toquickly and easily browse, search, and share files locatedin any repository from a single interface, so they can stopsearching — and spend their days getting work done.5/

Now employees can connect files to SalesforceBuild Customized Solutionsbusiness processes and records regardless ofEngaging partners and customers is easier thanwhere those files reside. So a sales rep canever with the Salesforce Files Connect API,attach a presentation to a lead residing inwhich provides universal file access and sharingSalesforce, or a service rep can share FAQs tocapabilities to any app built on the Salesforce1close a case — regardless of whether those filesMobile App. For example, now you can buildare located in Microsoft SharePoint, OneDrivea custom app for manufacturing distributorsfor Business, or Salesforce Files. In addition,to share files from Salesforce, OneDrive forconnectorsenterpriseBusiness, or SharePoint, and easily distributerepositories will be added over the comingbusiness-critical information such as productmonths, including support for Google Drive.catalogs, training manuals, and promotionalSalesforce Files Connect delivers the true powermaterials across multiple repositories.forotherpopularof universal file sharing for every business.Stay MobileRethink the Old Rules of FileManagementBusiness moves fast. With Salesforce, your filesAs the first company to combine CRM andwill too. Now you can instantly access, view,file integration with the most popular fileand share any file, anytime, anywhere, startingplatform, Salesforce has unleashed files fromwith iOS and moving to other platforms likethird-party repositories. So employees acrossAndroid and Windows.your entire organization can work smarter,faster, and more efficiently.Be SecureBy enforcing existing access permissions forthe original file, Files Connect ensures securesharing.Andwithadvancedpermission-sharing parameters, you can be sure that onlythe people who are allowed to see your files willbe able to.6/

Chapter 3Always Be ConnectedA mobile workforce must be able to access all the importantand relevant information they may need, right when theyneed it. Whether you are looking for a refresher on yourprospect’s most recent account activity, support cases,or purchase history, or you want to arm yourself with allthe latest product and pricing information, a mobile CRMsolution can help you do it in the moment or even onsite atyour next meeting. It’s like having a virtual cross-functionalteam that is always with you, ready to brief you on all theinformation you need to know.Not too long ago, being away from your computer meantyou were armed only with what you were able to cram intoyour bag or briefcase. Now, with the Salesforce1 Mobile Appand a Windows phone, you can access all your customer andcompany data at any time, allowing you to keep in touch withmore prospects and collect new and relevant informationas it comes in. Being able to update your CRM on locationand in real time turns what was once a tedious chore at theend of the day (or even worse, if you happened to leave itto the end of the week or month) into a simple process thatensures you always have the most current information athand. Access to this information provides sales reps with anumber of advantages.7/

Improve InsightsThe amount of available data about a sales lead hasMobile sales teams have robust profiles for all theirperformance. With this new insight, managers cangrown tremendously in the past few years. A prospectprospects, compiled from dozens of sources andprovide valuable coaching in real time, not just onceis no longer just a name and a phone number ondistilled into one cohesive view that puts the mostor twice a quarter.a card in your Rolodex; she is a collection of onlineimportant and relevant information front and center.tracking data, social profiles, company information,Today, for the first time, sales reps have a completeaccount history, and much more. All of this data gives360-degree view of each and every customer.sales reps an exciting opportunity to provide a morePut Data to WorkAnalytics has long been the domain of IT orspecialized data teams, viewed as far too complex topersonalized sales process than ever before. However,The advantages of data-rich selling cut both ways.be used by the average sales professional. But as theall that data does little good if you are unable toMobile sales teams can also turn the magnifyingamount of accessible data has skyrocketed, analyticsaccess the most relevant information when you needglass back on themselves and use improved trackinghas become too valuable a tool to hide away in ait most.metrics to gain a better understanding of their salesback office. With the new Sales Analytics, Salesforceis bringing analytics to everyone.To be truly actionable, the right data must be appliedto the right context. With mobile functionality, SalesAnalytics is accessible from the palm of your hand,anywhere you need it. With so much data availableto sales professionals, the problem is no longermerely obtaining data, but sorting through massivedata sets to find the insights you really need. SalesAnalytics makes this easy with robust filtering optionsand a visual interface that helps identify patterns andinsights.It is not just about your existing customer data. Inaddition, with prospect tracking, you’ll never haveto wonder what your prospects are up to. You canautomatically track the pages they visit on your siteand set notifications that let you know when they takepurchase-ready actions like viewing your pricing page.8/