Enhance Your Security with Sales Performance Automation for Security

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hey yeah good morning son oreo good auntie good hubby the afternoon rather yes sir we're we're doing well we're in the friday afternoon mode era before a holiday weekend all set for the long weekend yep we're headed out of town to visit visit some friends and I figure that yeah I pretty much do not have any plans I think I would be sleeping at home okay well any in any case take the next three days off i vill okay sounds good we are night ready to get started are you going to have an introduction for us push on yes I just was waiting for the clock to take one okay that would be a good idea okay I think we are good to start and let me start with the introduction introducing everyone with what we are going to show and we can carry on from there should that be fine yeah okay good afternoon everyone welcome back to our five-part webinar series get to know Dynamics CRM online I am Prashant route from computer solutions East and along with me is ann smith from cinco tech solutions hope you guys had a very productive past 20 days and a very good plan set for the coming weekend today part three of our demo CDs deals with sales automation sales is the lifeblood of any business the main source of revenue and the most important medium of achieving the primary objective profit most of us as most of us assemblies live on a sales process that is either not defined or not documented properly this is why most of our sales resource failed to follow a specific process this non-existence or non era of sales defined sales process results in less productivity and less prophets ing to a harvard business review published last year forty-four percent of executives think their organization is inefficient at managing their sales pipeline this statistics is discouraging for us because there is a direct correlation between an effective pipeline management and the strong revenue growth last year there was eighteen percent difference in revenue growth between companies that defined their former sales process and companies that didn't they further suggested a three-point approach to achieve higher sales success first clearly defined sales process second spend at least three hours a month on pipeline management third train sales manager on pipeline management this is what we are going to talk about today Microsoft Dynamics CRM online has unique capabilities that let you define that your sales process and walks each of your sales resource through the sales process step-by-step it allows you to branch out different possibilities of sales process using conditional this ensures adherence to sales process defined by you and growth in productivity I will now give out the floor to en who would introduce you to the world of sales automation with Microsoft Dynamics CRM online en and thank you everybody thank you for shot thanks for attending on a Friday afternoon so I'm going to jump right into it the few slides here and then we'll get into the demo so in we this is a five-part webinar series and in the first part we were intending to show that when we're talking about a customer experience we're talking about an amazing customer experience which is the differentiator and that crm implementing serum does not have to be difficult if you start with some tools that are already familiar with we also showed mobile productivity and business insights an exceptional customer experience will differentiate your customer and she ate your company there's a omni-channel highly communicative organization is using any number of these tools that are available it doesn't have to be skype for business but there's there's ways to integrate your your crm system with your with your telephone now so we're going to be showing that today and of course skype for business is a nice option for instant messaging screen sharing phone calls and then also there's mobile integration so besides in-person meetings and phone calls there's a whole web of new capabilities for the highly communicative organization there's also an attention to make employees more productive again starting with tools that everybody's familiar with like Outlook although as the as the generation gap grows more and more of our younger generation users are not using the traditional tools that that some of us have been using since windows came out way back when but it's nice to know that Microsoft is also keeping up and that the the online tools are now as integrated as the as the top applications from yesteryear with CRM making employees more productive guided business processes are a really kind of the the nerve center of where we spend our day they're helping optimize these processes based on your best practices for your business for sales for customer service so we're going to look at the guided business process again today and we're also going to look at how CRM integrates with office 365 with the the new and improved office 365 groups functionality a lot of what we're seeing with the CRM online in particular and and things like power bi is just every release things get better they get more stable even just a minor release or an incremental release like update one for office 365 was a big improvement for me I did a presentation six weeks ago and it was on CRM 2016 but now we have update one and office 365 groups is much more stable from what I've noticed just from just from demoing it so as we progress things get better and you want to know your customer better than your competitors do so this is this goes with you know creating that customer experience having all your customer history in one place utilizing the tools that come with serum online like inside views insights so we're definitely going to take a look at that today mobile productivity again enhanced with each version so offline capabilities now we're going to take a look at that and talk a little bit more about that we can also use guided business processes and task-based experienced experiences we can configure our own task based experiences so all that is is really just kind of common tasks and routines that your salespeople or whoever's mobile in your organization have to deal with to really keep up their their communications and keeping track like tracking your your sales calls and your visits and and your contact updates and your appointment updates your notes estimated close day it's estimated revenues products all these things can be done now with the mobile device and they can be done simply and quickly which makes them actually get done because if they're not simple and you're not quick and they're not efficient they're not going to get done and you're going to get excuses instead of data so they're also able to generate word documents on the fly they can export excel with in there within their mobile device so there's all kinds of capabilities things are just converging and with with the high level of integration the business insight capabilities in CRM I think you're going to be pretty impressed today with with what we're going to show you with with dashboards I mean dashboards been around for a long time but again they just keep getting better insideview insights I'm going to show that again today it's you never get tired of showing that and I'm looking at it and spending time in there and finding out more about your customers and finding it other customers who are similar to your best customers so all kinds of good stuff inside the inside view insights excel templates I think we've covered that in the past and and you know it's just great that you can export an Excel spreadsheet from export any data in your CRM system and you can either use it for a template of data analytics or you know sales analytics you know once you set up that that template you're you're good to go and you can reuse it you can also take excel data from CRM change it outside a CRM and re-import it so great integration there again with Excel power bi I mentioned you know as part of dashboards for CRM now you can put the power bi tiles directly into the CRM system more stuff that we cover it in part 20 actually yeah this was part two was the marketing automation and you know in a recent presentation that we saw from Microsoft when they launched update one of CRM 2016 the spring wave was that the CRM system is going to be at the center of your did strategy so purposes would be to engage your customers enable your employees optimize your processes transform your business if you're using Microsoft Dynamics CRM you kind of see the the capabilities of the system and and with all the integration you're starting to see that the CRM really is the hub of your digital strategy so that's kind of a big deal it's it's a lot there's a lot of moving parts there you know you definitely if you're implementing CRM you do want to keep it simple you don't want to over extend your cells but there's capabilities there where you need them and you just want to kind of focus on what you need to start with and not try and you know bite it all at one time because there's a whole boatload of integrations here which I'm going to I'm going to allude to in a minute marketing automation so using the tools to to to nurture your prospects if you do that there's a chance that you're going to have 450 one percent increase in qualified leads who doesn't want that marketing automation we discussed is not magic but it's rather a collaborative effort of sales and marketing together so there's definitely some intelligence that needs to be built into the process is there it doesn't happen by itself but it is it can be an automated interactive and relevant experience for your customers and prospects so like I said with with all this technology I feel like I'm sitting at the helm of the Starship Enterprise and at this point you know I'd be interested to know what sales and marketing automation would do for you in a perfect world so we have a we have a poll question here for Sean if you want to put that up sure in a moment okay there you go alright well I can't actually see the pole but um let me know uh you know I give you guys a minute to answer and you know some of the things coming down the pike if they're not already either in preview mode or already released for for for sales and marketing automation within the CRM system they have this whole idea of intelligent customer engagement so we're talking about cross-selling upselling you know providing recommendations you pick apart and it says oh did you ask the customer if they need you know spare parts or support to go with that when your customer service people are working on cases there's going to be recommended recommended answers based on the the analytics of all the knowledge base articles that are out there and the kind of information that you're typing in about the current case the the social engagement paints these posts are coming in and the the intelligence that's operating in the background it's gonna help you identify any posts out there on Facebook or Twitter that look like they might be customer service cases waiting to happen or potentially buyers that could become new leads also yeah let's go ahead and switch to what you guys think some of the opportunities would be for sales and marketing automation in a perfect crm world so I'll be closing the poll right now and we have received responses from all our audiences and so it says eighty percent of the people think that the answer should be automate routine sales process tasks followed by try at three levels which is identifying customer that are ready to buy enabling sales performance analytics and convert early-stage website visitors to customers standing at second level and the least important but more you know least but not as at least thought of is keeping sales customer service rep focused cool all right well good stuff if you have if you guys have more ideas please go ahead and type the men as we go along by the way we also have Ryan Ryan penet joining us from Q gate today and we're going to be demoing the the Q GA Intel SETI computer telephone integration product so in short i call it the CRM telephone integration so it's a different acronym for CTI but keeps it keeps it simple for me Orion is our partner account manager and I'm going to be demoing some of this technology and if I don't if I'm not able to answer all your questions Ryan's here so any questions on computer telephone integration for CRM you know feel free if we can't answer them all today you know we'll definitely get back to you any other thoughts on sales and marketing automation that I'm but I'm not I'm not covering for you that you want to hear about please let us know you can just type your questions into the into the questions window but thanks for that so here's what we're going to cover today I have a six-part sequence here and I'm going to go over the CRM dashboard with power bi I'm going to do leishman i'm going to do opportunity management i'm going to do mobile i'm going to do an ATX to do portal entry of an opportunity and we're going to demo again the the CTI calling capabilities so it's not exactly the latest greatest script here that I have on the screen but I think you get what I'm going to be doing here so this is just I'm going to jump into the demo now so i'm going to show i'm going to tell you right now that there's a bunch more slides here that i'm not going to probably cover but they'll be part of the presentation so will will upload the deck at some point and you'll be able to have access to it and then let's see what else okay so I'm going to just go ahead and jump into the demo at this point this is my cue so when i'm working in crm i like to go to the dashboard and what we have is that we have the traditional dashboards and then we have power bi dashboards so in the past powered bi you have to log into app that power bi calm to get all of your power bi dashboards that are related to CRM but you can actually take any of those tiles and you can place them right into a CRM dashboard it's really super easy to to configure so if I wanted to change out one of these dashboards I could I could create a whole new dashboard with six pains on here and put a tile in each pane or I could just change out one of the pains so these are the power bi dashboards that I have available and then these are the dozens of tiles that are available on each one okay waiting for that too close not responding to my clicks dashboards let's go back here okay i'm not sure why that didn't save but i'm sure if i hit refresh at some point it will come back so i just want to show you that there's any number of tiles that we could pull in and in fact we can actually browse right to the power bi from our CRM system there's a link there now and this is the big power bi dashboard and this is not even all the tiles but this is a whole bunch of them I'm just going to scroll around a little bit so you can see them so these are different types of graphics that you can use for representing your data so there there's there's more and more all the time obviously people get creative about what what these graphical depictions of your data should look like if anybody's brave you know when they get a chance they can ask a question in this natural language query hear about your data I think you need to take some language classes to get that to work but it is available and there's some suggestions here so that was a very simple answer there's also insights which gives you an an an analytics view of your data of all the things that you might not have realized that the business intelligence analytics pack is is looking at in terms of what's what's statistically relevant or significant or interesting about your data from from the power bi perspective what I'm going to show here is some of the reports that go so this is the microsoft dynamics crm online sales manager and even with the big dashboard we take it to another level and we have smaller dashboards so this is a sales performance dashboard so it's really kind of focused on that it's kind of limiting the scope a little bit of what what's being presented so again a leaderboard these are called slicers over here we can take the sales leader board and we can filter by a very specific pick list or option set that's associated with all of those opportunities and then we can also have page level filters so within the page level filters you can say I only want to see data from the last 90 days or only see data from the last 90 days or which particular fiscal year fiscal month that you're working with so this is this is like free out of the box so if you're starting out with with microsoft dynamics crm you're going to have content packs and i'm going to say that these will typically work with crm online if you're working with serum on premise you can build your own dashboards very similar to this there's templates that you can use where the difference is that this data right now is in a CRM online database and it's not going to work with an on-premise serum database but again you can create a template where you're putting your data in a format that the CRM system is going to be able to read or the power bi system is going to be able to read and then you'll be able to get very similar dashboards with you know it's a great starter point it's never going to be a hundred percent of what you're looking for but when you look at some of these analytics it's it's a heck of a it's a heck of a head start so that's that's where we're going I mean these are the kind of dashboards that we're going to be able to create going forward I mean literally out of the box so I'm going to jump back to the CRM system I'm going to go to from from the power bi dashboard okay yeah a little bit stuck here there it is thank you okay I'm gonna have that open twice I'm going to go back to a regular dashboard so from my regular dashboard I can see my sales activity so here's where I can really just stay focused on on my open leads my open opportunities my phone calls that need to be attended to follow-up phone calls tasks that are associated with my leads and opportunities I see where I am compared to my my my goals for the month and you know 30 million dollars for the quarter no problem and where I am on the leaderboard so second-last that's not good we're gonna have to change that so let's see if we can find an opportunity here and I'm going to go ahead and take a look at one of these leads that that has a high lead scorer and late score is just something that we talked about that a lot in our last session where you know depending on when a prospect is in your in your pipeline you can progress the their lead score so I have it up here in the in the header now and if they submit a form or if they click on a link visit your website download a white paper you can begin to progress the lead score if you're quoting opportunities for them you know they're they're definitely looking like they're ready to buy and their lead score is going up and up so this helps those leads bubble to the top so I know which ones are are interesting for from a perspective of you know potential customers ready to buy so I'm working here in a guided sales process so this is a lead to opportunity demo sales process and this is guiding me the demo person and me salesperson persona through a typical sales this is a lead qualification sales process and it's just saying some routine things like hey you know what hit f11 so that your customers can have a better experience so you should be able to see the CRM system in a full screen here and discuss the user interface ok so again we did cover this in in previous webinars but you have the the header the guided business process summary information related entity information and we have our insight section down here any activities are all going to be in one place so this is kind of starting to look like the the center of the universe at least for this lead and all your information is in one place so with the with the trying to get to know your customer better i'm going to take a look at the insights module which is which is built in to to crm online it's also available for CRM on-premise so what I'm looking for when I go to the insights is I'm looking for company information I'm looking for connections and I'm looking for conversation starters so in this case I don't have any connections but a lot of times I'm going to find that when I come in here you that I know that or is it if there's anybody in my company that knows somebody at astrazeneca then they're going to show up here in connections and they're going to provide me with a way to to to network to find information about the company what's happening on the ground or people you know provide me with introductions the people that I want to meet there so again here I can start to see some people that are in the in the inside view database that are at this company I can I can look for LinkedIn connections so again I can see everybody that I could possibly you know second secondary connections to people at astrazeneca times what I'll do also is you know just a look for look for people and then it's not showing up here because I don't really have any connections but if we have another opportunity that comes up i'll show you how you can associate people that you may not might not have presently had in your network but because of the power of this tool which is looking out over all the people that are at that company that are in the database not just your database but your networks database or in the database that your network might be able to introduce you to and to help you get a leg up in the sales and so we're take a look at that when we get to the opportunity stage but in this case I'm going to go ahead and make a phone call to this person so they can get back to my CRM system when you're in your f 11 full screen mode it does hide some of the navigation areas so it can be a little bit disorienting sometimes if once you get used to it though so i have i have the skype for business setup here so i'm going to go ahead and make a phone call to this person and in order to do that I pull up my CRM telephone integration and my my lead comes up here and I just go ahead and dial so its hand hands-free one-click dialing and they have some some phone's going off here so I'm going to go ahead and answer that and I'm going to get some feedback is I'm on the phone at the same time so I'm actually going to hang up the call and during that time I can enter my call notes and I'm also going to create a follow-up opportunity a follow-up phone call to to call him in the coming week and let's see while we are waiting for that to happen I would request all the audio all the audience members in case if you have any questions or suggestions please feel free to you know put them in on to the questions window and in case if you have any questions we will try to answer them you know even during the webinar if you have any questions please feel free to ask them through the questions we go very good thank you for chante and also we have again Ryan pant here from the the partner q gate with the Italian tell SETI and so as you see the the window popped up to provide me an opportunity to schedule a follow-up phone call in regard to this opportunity at least in regard to this lead so and the notes that I entered in the phone call come over into the follow-up phone call so I really like that because scheduling follow-up phone calls is an important part of keeping track of your of your sales leads and so then when I go back to my lead I'm going to I'm going to be able to let's see farms computing recent records where you go oh yes i conceal my activities in one place now so I can see the the completed phone call that the I called Fred to talk about the project and then this is really the the follow-up to again talk about the same project apparently so so that's what I got in terms of lead may lead qualification so we did our research we went and found out about you know who's who else might be involved in the project when we looked at when we look at the guided business process flow I have a little bit of logic in here that shows you know that there's some automation so basically what it says if I had this blanked out I can demo that so I'm going to hit save and what it's saying here is hey you know what the purchase process says that it was a committee based purchase process but you have not confirmed that there the actually a decision maker was identified so I'm going to go ahead and confirm that I have somebody lined up that we know actually do know who the decision maker is and then it'll actually allow me to to save the demo sorry save the the lead and that's again it'sit's context-sensitive it's it's a automation it's a business rule there's all kinds of business rules that you can implement to automate these guided business processes there's conditional branching there's workflows that can be run you can hide and show different areas of the screen you can make fields required or not required and so it's really based on your business process to configure this so at this point I'm going to go ahead and qualify the lead and it's not going to let me do that because I have some more things that need to be filled out here so I did add the again being in a demo environment I'm just saying what we're doing and kind of so i don't forget so I I did the the phone call with the skype for business and I'm identifying the time frame for the purchase and the estimated budget and again the purchase process and I always like to have an estimate close date so once I save all that then I should be able to qualify so I would have gotten blocked because these red asterisks is here wouldn't let me advance the process unless those things were filled out first so what we're doing now is we actually transitioned right from a lead to an opportunity without ever leaving our screen here and we're presented now with the next stage of the sales process and we're just looking through some some capabilities of the system to say what is it that we need to do next and I can even switch the process if I want to we can have we can have workflows in place that would switch the process so I'm going to identify what the data source was for this opportunity and I can tell you as part of our demo that if the lead is coming in from a different place like the partner portal we're going to require that the partner fill out certain paperwork before we'll go ahead and process the so that's just an example of the conditional logic and also if the it's a coming in from a partner we also need to know who the end customers so that field becomes activated whereas before it was hidden because it's not it's not applicable so again we're identifying the decision-maker capturing the summary estimating the revenue now that field but typically we mapped over from from the lead but for some reason it was not mapped but you can map data from one entity to the other and again you can see this guided business process oh and when we started out on a lead and now we're in an opportunity which is a completely different entity but you kind of was a seamless transition there so that's the note to note that and we're going to add a salesperson to our team and if you notice it depends on the the the address of the customer in this case what we would typically have is somebody being added to the sales team automatically based on the address or the state of the of the opportunity and if it's Pennsylvania then it should be one certain sales person so depending on what territory there in Pennsylvania New Jersey then we're going to add somebody to the sales team in this case they must have not had a full address populated because the sales team person didn't populate but again that's kind of workflow that can be used to automatically assign a sales person to a team and you can also be used to assign leads to you know from a cue to a particular person based on the opportunity size or the geography or the product type so all that can be done with work flow or business rules and you can make sure that it gets done by putting checks into your process to make sure they get done before they can advance to the next stage so then what you can do in terms of sales automation and creating a consistent s is to say okay you've answered all these questions now I now it will allow you to advance the next stage and as part of advancing to the next stage I can update the clothes probability percentage but instead of having people guess at what the clothes probability percentage is it's like show me it's like we have a rational and systematic method that says if all these things are done like you have a sales appointment lined up then you can say that the closing probability has advanced so I'm going to go ahead and add a sales opportunity here I'm going to have David who's our sales person i'm going to say that this is going to be an in-person meeting save it seeing changes them up and saved there are too many davids in the system so progressing through the opportunity we're going to create an office 365 group so this will allow us to collaborate I'm creating a new group so this enables us to have opportunity related conversations documents calendars and discussions so as soon as that creates that's where i'm going to upload the sales document so i have a document library here where i can update upload the sales document sales agreement and i can also take a look at what this looks like in office 365 so that's daikon the library that was not part of the script okay let's see so that's a there's quite a bit going on in terms of what's available with the office 365 groups but the nice thing now is that office 365 groups are also available you can share documents and such and have conversations even if you're outside of the realm of CRM so not quite sure I showed it in its entirety but that's a little bit of a drill down to get into the office 365 groups there's there's quite a bit of moving parts there but it does serve the purpose of providing a collaboration hub for a particular account or opportunity or project so i'm going to go saying i went ahead and did that I did that I and I'm going to select products for this opportunity I'm just going to go ahead and and hit add we're going to select a price list and when I look at any suggestions that the system might have it's going to give me some cross-sell and upsell opportunities and I wouldn't remember to do that if I didn't have my guided business process to point me in the right direction I can also print an opportunity for that quote i'm going to go ahead and skip that for now so i can keep things moving because i could I did show that in in part one of our series and Kurt Anna i'm also going to skip for now because i'm going to talk a little bit more about your machine learning as we go and the next phase of this demo is to head over into the productivity mode so i'm going to hit save to save my changes and i'm going to bring up my mobile device here i'm just going to show you that from the mobile device you're seeing a lot of what the same what you can see in the in this in the crm so I've got my I got my dashboards I've got my open opportunities I've got my open leads and I can work any of these leads or opportunities make it a advance the status i can see that i have a i can see that i have an appointment i can go to my task based experience select the appointment fill out the information go through a kind of wizard and close the opportunity i close the appointment and then also i can control the guided business process flow we can get reminders that i have a meeting that i just went to so we finish off the process by saying that we completed all those things then this is hopefully not what sales people do is just click the completion buttons as a matter of course again we could have some logic here that kicks in so if we have a discount that's greater than a certain percent we can force an approval to happen in that case for example discount manager approved because the percentage was greater than fifteen percent that step wouldn't have come up otherwise you I have to bump up the revenue so it shows up in those dashboards to compete with the 50 million numbers so we just were able to close that opportunity in a mobile environment and the next thing i want to show is the the 5th out of the six things that i wanted to show today so i was just going over to a anna's you're sorry it's an ashore based ATX to do portal and what the what the demo environment here is is kind of a stimulating is that you know in terms of sales automation a lot of there's a nice push these days towards self service or whether it's customer self-service or partner self-service you have partners you have customers customers are going to want to enter customer service cases sometimes they call the man sometimes they emailed them in we're going to talk about that at our next session in three weeks we're definitely going to have the customers be able to come in and enter customer service cases over the portal in this case we've configured the the adx to do portal which is now part of the CRM system yeah apparently I have a something going on in about 15 minutes so then what we can do now is we can enable those partners to create opportunities on the system so they can create and manage their opportunities by by logging into the system so you see I've just logged into the system here it's a it's a customer self-service site and there's no separate database here this is using the serum database or all the information that you're seeing here is the same as what's in the crm system it's just presented differently there's their security there's configuration settings that enable the there's authentication so you can't get to this until you're signed in so basically we're going to select an end customer so the partner is selling this on on behalf of your company to another end customer I'll just make up an opportunity dollar amount estimated closed date so purportedly the the partner knows all this so I don't have to worry too much about it because you know as part of the the contoso fabric com conglomerate you know we've we've delegated some of this Authority down to our partners to make the to sell our products for us and our services and they really actually need to tell us what the opportunity is about because if they don't do that then it doesn't help us much so there's a little bit of configuration here at a business rule that again you want to have consistent practices you have to enforce them you have to have data validation you know pretty much every step of the way and also guided business process so between the two of them data validation business rules guided business processes you're going to have better data you're going to have better selling opportunities and because you're going to be able to pull that data and decide you know who are the who are the folks that are actually ready to buy and who are the the sales folks that are making the biggest impact and and where do you need to make improvements so as we enter a new partner opportunity for septa you see it shows shows up right here and if we go over to the CRM system there really should be no lag whatsoever it should be there already because it's part of the same database and so the you know the other thing about having you know the partners selling for us is that you know we're taking care of our partners our partners are taking care of us and also knowing you know when you know when a partner will have even a customer will have a customer service case open I mean we're going to want to see that if they're calling in then we're going to we're going to want to see any existing cases that are associated with that customer so that we can let them know that we care and that we're aware Oh actually there's a car right now so here is a computer telephone integration and again I'm hands-free I was going to answer the call and I can see I'm guessing who it is i'll say hello hi Gina how are you thanks for calling in today what's going on okay all right um well that's good news I'm I'm just looking at your record right here in the crm system my computer is a little slow today have you ever heard that before but I do have your customer information record handy i'm just waiting for the screen pop to show me all of the opportunities that we have with you so that i can be an intelligent customer service rep and ask you some more details about that opportunity and the screen top isn't quite working so let's give it a minute how's everything else going all right any plans that sounds like it's I'm going to be visiting friends we're driving up to Connecticut so right well thanks for calling in so let me just take some notes on your project so which was the project again okay so that's closing when all right very patriotic for them all right well it's better late than never but our opportunity has popped here so I can now see that we have you actually had a customer service case open with us apparently there was an error when importing solution in CRM awesome that's good to hear well so again I'm just taking a quick look so we're talking about the azure cloud services database and who was the end customer on that one ah got it right here okay well that sounds good thanks for calling in jena and have a great weekend alright see ya bye so that was our screen pop demonstration for an incoming call we do have Ryan on the line and he did mention that there were some slowness issues with the chrome browser which I'm sure q gate is going to be looking into because i don't know i mean Brian you can come in tonight if you like to but as you can see we have we have the pin you hear me yeah oh yeah that might have been actually a good it's funny I had I did a test in the background here I had a bit of a lag too i'm wondering to gotomeeting Oh webinar could very well be okay let's split up and check on that that would be a good and a certificate obviously that's undefeated unusually long you can understate ok so those are again the curse of the demo environment so we do see though that we have an activity that was just created with the with the phone call that came in which i'm going to go ahead and complete and and now that the that it's clear which opportunity we're talking about we're going to go ahead and close that opportunity or at least we're going to schedule it to be a bit earlier than we expected and we're going to close out the session with that i think i covered just about everything that we set out to cover with five minutes to spare so if there is anybody that hasn't left for the beach yet let us know if you have any questions where will it be here for another few minutes and if there's anything that you want to follow up with at another time and you know take a little bit deeper dive into any one of the topics that we cover today it was a lot i know we just scratched the surface whether its power bi or the ATX to do or the the crm telephone integration or the office 365 groups or the guided business processes but as you see there's uh there's a lot of technology and a lot of opportunity to to you know take the business processes and fine-tune them where they're they're very you know specific in terms of what the next steps are and what you need to accomplish to get from here to there and keeping people working consistently so that really enables then reporting better analytics and better all-round sales opportunities and and as Prashant mentioned in our introduction profitability so again thanks again for joining us on friday afternoon Thank You Sean thanks Ryan for joining us thank you everyone thank you hope you hope to see you after 21 days for our one more presentation on support that is going to be important and interesting as it as this one is good stuff all right thank you so much again all right thank you have a good one it takes you guys have a great weekend everybody know right