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SalesOutlookSalesOutlook®® Overview Overview

SalesOutlook is a logical, affordable and SalesOutlook is a logical, affordable and flexible add-on product for Microsoft Outlook, flexible add-on product for Microsoft Outlook, office and exchange server. It is as easy to office and exchange server. It is as easy to use as email, and its purpose is to use as email, and its purpose is to help you help you be more productivebe more productive and to make the most and to make the most out of every relationship.out of every relationship.

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Considerations When Selecting Considerations When Selecting A Team Collaboration SolutionA Team Collaboration Solution

• SynchronizationSynchronization – – Disconnected users’ data must Disconnected users’ data must roll up to the main database, flawlessly, each time roll up to the main database, flawlessly, each time they connect. they connect. SalesOutlook has proven, rock solid synchronization using SalesOutlook has proven, rock solid synchronization using

Outlook offline folders and Exchange. You don’t need a Outlook offline folders and Exchange. You don’t need a separate sync server, and it always works – flawlessly – separate sync server, and it always works – flawlessly – every time you press <F9>.every time you press <F9>.

The product must be engineered for synchronization. In The product must be engineered for synchronization. In typical CRM / SFA / Account Management software typical CRM / SFA / Account Management software packages, synchronization was added later and was not packages, synchronization was added later and was not built into the system design from the beginning. built into the system design from the beginning. SalesOutlook was structured from its initial design to be SalesOutlook was structured from its initial design to be used offline.used offline.

• Account ManagementAccount Management – – Contacts must roll up to an Contacts must roll up to an ultimate Account record for data integrity, integration and ultimate Account record for data integrity, integration and ultimately for targeting, profiling, segmentation and ultimately for targeting, profiling, segmentation and reporting. reporting.


Considerations When Selecting Considerations When Selecting A Team Collaboration Solution A Team Collaboration Solution (cont’d)(cont’d)

• TechnologyTechnology –– Approach for data storage, customization Approach for data storage, customization tools and integration; must have a solid path for staying tools and integration; must have a solid path for staying current as technology evolves. current as technology evolves.

• Initial InvestmentInitial Investment – – Server software cost, client software Server software cost, client software cost, hardware upgrades, customization, deployment and cost, hardware upgrades, customization, deployment and training.training.

• Total Cost of OwnershipTotal Cost of Ownership – – The ongoing cost of maintaining The ongoing cost of maintaining the system, enhancing/extending it, continuing training and the system, enhancing/extending it, continuing training and support of your team must be kept to a minimum.support of your team must be kept to a minimum.

• Ease of UseEase of Use – Systems that further leverage existing – Systems that further leverage existing knowledge and behavior patterns have higher adoption rates, knowledge and behavior patterns have higher adoption rates, lower training costs and produce maximum return on lower training costs and produce maximum return on investment.investment.


Common “Front Office” Solution RequirementsCommon “Front Office” Solution Requirements

• Strong integration with Outlook and Microsoft Office.Strong integration with Outlook and Microsoft Office.– Email, calendar and documents (merging, faxing, bulk personalized Email, calendar and documents (merging, faxing, bulk personalized

email).email).• Intuitive and easy to use interface.Intuitive and easy to use interface.• Quick, reliable synchronization for disconnected users.Quick, reliable synchronization for disconnected users.• Hierarchical Account and Contact Management with multiple Hierarchical Account and Contact Management with multiple

Locations.Locations.• Customer segmentation, profiling and planning tools.Customer segmentation, profiling and planning tools.• Customer service functionality to track inquiries and escalation / follow Customer service functionality to track inquiries and escalation / follow

up; searchable knowledgebase of known resolutions to common issues.up; searchable knowledgebase of known resolutions to common issues.• Reporting on sales pipeline and service activities (sample requests, Reporting on sales pipeline and service activities (sample requests,

competitive activity, sales forecast, open customer service inquiries, competitive activity, sales forecast, open customer service inquiries, etc.).etc.).

• Integration to legacy, 3Integration to legacy, 3rdrd party and XML-based systems and databases. party and XML-based systems and databases.• Customization to fit the needs of various divisions, functions and users Customization to fit the needs of various divisions, functions and users

(sales methodology, marketing processes, service best practices, etc.)(sales methodology, marketing processes, service best practices, etc.)– Custom forms, custom fields, programming API and custom Custom forms, custom fields, programming API and custom

reporting.reporting.• Integration with PDA’s and Wireless technologies.Integration with PDA’s and Wireless technologies.


SalesOutlook Sets The Standard ForSalesOutlook Sets The Standard ForTeam Collaboration And Electronic InteractionTeam Collaboration And Electronic Interaction

• Is flexible and easy to use. Is flexible and easy to use.

• Utilises existing technology infrastructure and investment in Utilises existing technology infrastructure and investment in Microsoft Office and Microsoft Exchange Server.Microsoft Office and Microsoft Exchange Server.

• Leverages users’ familiarity with Microsoft Office, Outlook Leverages users’ familiarity with Microsoft Office, Outlook and email for greater acceptance and faster adoption.and email for greater acceptance and faster adoption.

• Improves collaboration, information access, service response Improves collaboration, information access, service response times and overall information worker productivity.times and overall information worker productivity.

• Turns Outlook into an account-based, interaction-driven, Turns Outlook into an account-based, interaction-driven, easy-to-use relationship collaboration tool.easy-to-use relationship collaboration tool.

• Enables organizations to integrate SalesOutlook into Enables organizations to integrate SalesOutlook into business processes and with Microsoft and 3business processes and with Microsoft and 3rdrd party party technologies.technologies.

• Is affordable to buy, implement and own.Is affordable to buy, implement and own.

• Produces a fast return on your investment.Produces a fast return on your investment.

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Building Better Relationships Is Easy Building Better Relationships Is Easy With SalesOutlookWith SalesOutlook

SalesOutlook provides your SalesOutlook provides your people easy to use tools they people easy to use tools they need to be more productive and need to be more productive and provide better service to your provide better service to your customers and business customers and business partners.partners.

Right inside of Microsoft office!!!Right inside of Microsoft office!!!


SalesOutlook Makes Users Productive Faster By SalesOutlook Makes Users Productive Faster By Leveraging Their Familiarity With Microsoft OfficeLeveraging Their Familiarity With Microsoft Office

Gartner Group suggests that business Gartner Group suggests that business users spend more time in Microsoft users spend more time in Microsoft Office than any other application Office than any other application suite, and they spend more time in suite, and they spend more time in Outlook than all of the other Office Outlook than all of the other Office programs combined.programs combined.

SalesOutlook uses this to its SalesOutlook uses this to its advantage by providing robust advantage by providing robust account, contact and relationship account, contact and relationship management features along with management features along with team collaboration capabilities right team collaboration capabilities right inside Microsoft Outlook and Office. inside Microsoft Outlook and Office.

This makes your users more This makes your users more productive and virtually eliminates productive and virtually eliminates “user acceptance” issues that are “user acceptance” issues that are common with typical CRM, SFA and common with typical CRM, SFA and Contact Management packages.Contact Management packages.


SalesOutlook is Flexible and Can Manage Any Sales or SalesOutlook is Flexible and Can Manage Any Sales or Business Process – Simple or ComplexBusiness Process – Simple or Complex

PlanPlan RelationshipRelationshipSellSell

DeploymentDeployment TrainingTraining Sales ToolsSales Tools ForecastingForecasting MotivationMotivation Channel StrategyChannel Strategy Call TargetingCall Targeting

Lead ManagementLead Management Opportunity StrategyOpportunity Strategy CreditCredit ProposalsProposals Technical SupportTechnical Support Funnel ManagementFunnel Management Product PlanningProduct Planning PricingPricing ContractsContracts Reference MaterialReference Material

Negotiation ProcessNegotiation Process Reference ManualReference Manual Team CoordinationTeam Coordination Collateral FulfillmentCollateral Fulfillment Order EntryOrder Entry Product AvailabilityProduct Availability Promotion ManagementPromotion Management Sample ManagementSample Management Customer InventoriesCustomer Inventories

Billing/ARBilling/AR InstallationInstallation ServiceService ReturnsReturns Change OrdersChange Orders WarrantyWarranty

Post SalePost Sale

ReportsReports Sales ToolsSales Tools NetworkingNetworking Added ValueAdded Value AnalysisAnalysis

Business ReviewsBusiness Reviews Proof of ValueProof of Value ProductProduct DevelopmentDevelopment ServicesServices ReportsReports CompetitionCompetition RecognitionRecognition

Expense reports, communication, call reports, calendar coordination, training, etc.Expense reports, communication, call reports, calendar coordination, training, etc.

ReviewReviewPre-SalePre-Sale


Easily Manage Relationships and Complex Account Easily Manage Relationships and Complex Account Hierarchies With SalesOutlookHierarchies With SalesOutlook

• Streamlined, one Streamlined, one screen access to all screen access to all your important your important account information.account information.

• Easily customize field Easily customize field labels and choice list labels and choice list values.values.

• Accounts are assigned Accounts are assigned to account managers to account managers and team members.and team members.

• ““Drill Down” into Drill Down” into related Locations, related Locations, Contacts, Notes, Contacts, Notes, Opportunities and Opportunities and more.more.


SalesOutlook Helps You Build BetterSalesOutlook Helps You Build BetterRelationships With Your ContactsRelationships With Your Contacts

• Easy access to all Easy access to all your important your important Contact information.Contact information.

• Information is always Information is always one or two clicks one or two clicks away.away.

• Quick, integrated Quick, integrated access to email, access to email, tasks and calendar. tasks and calendar.

• Keep track of all your Keep track of all your interactions to build interactions to build a complete history of a complete history of each relationship.each relationship.


Grow Sales By Moving OpportunitiesGrow Sales By Moving OpportunitiesThrough Your Pipeline FasterThrough Your Pipeline Faster

• Track the movement Track the movement of Opportunities of Opportunities through the Sales through the Sales and Delivery process.and Delivery process.

• Track Notes, Tasks Track Notes, Tasks and Appointments and Appointments for each Opportunity.for each Opportunity.

• Associate multiple Associate multiple Contacts with each Contacts with each Opportunity.Opportunity.

• Track the Lead Track the Lead Source on the Source on the Opportunity to gauge Opportunity to gauge Marketing Marketing Effectiveness.Effectiveness.


Easily Schedule And Assign Follow UpEasily Schedule And Assign Follow UpTasks And AppointmentsTasks And Appointments

• Quickly generate and Quickly generate and assign follow up Tasks assign follow up Tasks and Appointments and Appointments when completing when completing each Milestone in the each Milestone in the Sales Process.Sales Process.

• Collaborate online Collaborate online using NetMeeting or using NetMeeting or Microsoft Exchange Microsoft Exchange Conferencing Server.Conferencing Server.

• Create recurring Create recurring Tasks and Tasks and Appointments or one-Appointments or one-time activities, just time activities, just like you already do in like you already do in Outlook.Outlook.


Ensure That Every Request Is Handled Ensure That Every Request Is Handled Promptly And ProfessionallyPromptly And Professionally

• Improve satisfaction Improve satisfaction by responding to all by responding to all requests faster.requests faster.

• Stop things from Stop things from “falling through the “falling through the cracks” to create cracks” to create happy customers and happy customers and business partners.business partners.

• Leverage knowledge Leverage knowledge and experience by and experience by creating a searchable creating a searchable knowledge base.knowledge base.

• Keep track of all the Keep track of all the Actions that take Actions that take place in handling place in handling complex requests.complex requests.


Integrating Word Documents Integrating Word Documents And Excel Spreadsheets Is A Snap!And Excel Spreadsheets Is A Snap!

• Incorporate your own Incorporate your own Microsoft Word and Microsoft Word and Microsoft Excel templates Microsoft Excel templates into SalesOutlook.into SalesOutlook.

• Generate literature, forms, Generate literature, forms, proposals, contracts and proposals, contracts and letters with just a few letters with just a few clicks.clicks.

• Word Documents and Excel Word Documents and Excel Spreadsheets generated Spreadsheets generated within SalesOutlook auto-within SalesOutlook auto-matically become a part of matically become a part of the Account and/or Contact the Account and/or Contact historical record.historical record.


Free-Form Notes Allow You To Build Free-Form Notes Allow You To Build A Detailed History Of InteractionsA Detailed History Of Interactions

• Attach or link any file Attach or link any file system object or system object or Outlook item to any Outlook item to any Note for permanent Note for permanent storage and quick storage and quick access.access.

• Quickly convert any Quickly convert any email message into email message into history and share history and share information with information with colleagues instantly.colleagues instantly.

• Use Outlook Use Outlook Categories to make Categories to make searching for specific searching for specific information quick and information quick and easy.easy.


Powerful, Flexible Reporting & AnalysisPowerful, Flexible Reporting & Analysis

• SalesOutlook offers several SalesOutlook offers several “canned” sample reports to get “canned” sample reports to get you started.you started.

• Any number of custom reports can Any number of custom reports can be created using Crystal Reports, be created using Crystal Reports, the industry standard in reporting.the industry standard in reporting.

• Build your own reports with Build your own reports with Crystal, Excel, MapPoint and many Crystal, Excel, MapPoint and many other popular ODBC-aware tools.other popular ODBC-aware tools.

• SalesOutlook and its Partners can SalesOutlook and its Partners can build reports to meet your exact build reports to meet your exact requirements at affordable rates requirements at affordable rates (if you need help).(if you need help).


Build Instant Views & Action Lists Inside OutlookBuild Instant Views & Action Lists Inside Outlook

• Build custom views Build custom views into your live data into your live data with just a few mouse with just a few mouse clicks!!!clicks!!!

• Shared views can be Shared views can be built by built by Administrators, and Administrators, and Private views can be Private views can be added by any User.added by any User.

• Views are easily Views are easily customized and serve customized and serve as an ad-hoc, on-as an ad-hoc, on-screen query tool.screen query tool.

• Views are very Views are very powerful and flexible, powerful and flexible, and they are easy to and they are easy to create.create.


Use SalesOutlook Within Outlook Web Access!Use SalesOutlook Within Outlook Web Access!

• Work with Accounts, Work with Accounts, Contacts and Notes Contacts and Notes inside OWA 2002-03!inside OWA 2002-03!

• Account form labels Account form labels and Drop Down lists and Drop Down lists customizations are customizations are retained in SOWA.retained in SOWA.

• Anytime, Anywhere Anytime, Anywhere access to SalesOutlook access to SalesOutlook data in your IE 5.5 or data in your IE 5.5 or later web browser!later web browser!

• No Client-Side No Client-Side Software to Install.Software to Install.

• Note: Exchange server Note: Exchange server 2003 only2003 only


Just A Few SalesOutlook Customers …Just A Few SalesOutlook Customers …

• Penske (150) Logistics Supply Chain ManagementPenske (150) Logistics Supply Chain Management www.penske.comwww.penske.com

• ConvaTec (330) Healthcare ProductsConvaTec (330) Healthcare Products www.convatec.comwww.convatec.com (Division of Bristol-Meyer Squibb) (Division of Bristol-Meyer Squibb)

• Solvay (150) Healthcare Products & MoreSolvay (150) Healthcare Products & More www.solvay.comwww.solvay.com

• Presstek, Inc. (97) Printing Technology Mfg.Presstek, Inc. (97) Printing Technology Mfg. www.presstek.comwww.presstek.com

• Rock-Tenn Company (200) Paper Products Mfg.Rock-Tenn Company (200) Paper Products Mfg. www.rocktenn.comwww.rocktenn.com

• Prologis (300) Distribution / LogisticsPrologis (300) Distribution / Logistics www.prologis.comwww.prologis.com

• US Gypsum Corporation (60) Building Materials Mfg.US Gypsum Corporation (60) Building Materials Mfg. www.usg.comwww.usg.com

– Growing to 450Growing to 450

• NEC (150) Consumer ElectronicsNEC (150) Consumer Electronics www.NECvisualsystems.comwww.NECvisualsystems.com


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The Best Way To Understand The Power And Flexibility Of The Best Way To Understand The Power And Flexibility Of SalesOutlook Is To Experience It!SalesOutlook Is To Experience It!