Powering digital transformation with business applications: Microsoft Dynamics 365 – KEY02

Powering digital transformation with business applications: Microsoft Dynamics 365 – KEY02


>>>PLEASE WELCOME CVP BUSINESS APPLICATIONS GROUPJAMES PHILLIPS AND CVP BUSINESS APPLICATIONS AND GLOBAL INDUSTRY
ALYSA TAYLOR.>> GOOD MORNING.GOOD MORNING.WELCOME TO ORLANDO AND IGNITE.I’M JAMES PHILLIPS,I RUNENGINEERINGFOR DYNAMICS 365 AND
OUR POWER PLATFORM.>>MY NAME IS ALYSA TAYLOR AND I
RUN OUR GLOBAL PRODUCT MARKETING
TEAM,RESPONSIBLE FOR OUR GO TO MARKET FORDYNAMICS AND THE POWER PLATFORM ASWELL.THANK YOU SO MUCH FOR BEING HERE
WITH US THIS MORNING.THE GOAL OF TODAY’S SESSION IS REALLY TO SHOWCASE HOW ORGANIZATIONS OF ALL SHAPES AND SIZES ACROSS ALL INDUSTRIES ARE LEVERAGING TECHNOLOGY TO NOT ONLY DISRUPT BUT TO INNOVATE AND
TO MEET THE NEEDS OF THE CONSTANT CHANGING EXPECTATION OFCUSTOMERS.AND SO,THIS IS IMPORTANTBECAUSE INDUSTRIES ACROSS ARE IN
TRANSITION SO IF I THINK OF A COUPLE,RETAIL IS ONE THAT COMES TO MIND.THAT INDUSTRY HAS SEEN MORE DISRUPTION IN THE PAST DECADE.IF YOU THINK ABOUT IT,CUSTOMERS
NOW EXPECT A SEAMLESS EXPERIENCE
BETWEEN WHAT THEY GET IN-STORE AND THEN WHAT THEY EXPERIENCE DIGITALLY.>> YEP.>>AND ANOTHER GREAT EXAMPLE IS THE FINANCIAL INSTITUTIONS.THINK ABOUT IT.WE USED TO HAVE BANKERS HOURS.WE WOULD ACTUALLY GO IN AND MEET
WITH THE TELLER TO ACCESS OUR FINANCIAL PORTFOLIO.>>I CAN REMEMBER WHEN TECH WAS THE VACUUM TUBE THINGS WHEN YOU WENT THROUGH THE DRIVE THROUGH WITH YOUR MOM.>>ABSOLUTELY. PUT YOURCASH AND ACADEMICSCHECKS IN THERE.NOW WE HAVE TOHAVE TECHNOLOGY THAT ALLOWS CUSTOMERS TO HAVE ACCESS TO THEIR FINANCIAL PORTFOLIO 24 HOURSA DAY FROM ANY DEVICE ACROSS THE GLOBE.>>YEAH.AND I THINK THAT, YOU KNOW,THE TECH IS COOL,BUT I THINK THE THING THAT HAS TO HAPPEN IS SORT
OF A COMING TOGETHER OF I.T.AND
BUSINESS.>>ABSOLUTELY.>> IT’S — TECH IS SORT OF THE ENABLER BUT ULTIMATELY,IF IT DOESN’T MOVE THE NEEDLE FOR THE BUSINESS,IT’S SORT OF LIKE TREES FALLING IN THE FOREST THAT
NO ONE’S THERE TO HEAR.>>ABSOLUTELY.AND IT’S A CULTURAL SHIFT AND I THINK IT’S ONE THAT WE ARE EMBODYING AT MICROSOFT AS WELL AND WE’RE LOOKING AT NOT ONLY FROM THE TECHNOLOGY ENABLEMENT BUT ALSO HOW DO WE GET ORGANIZATIONS AND INDIVIDUALS TO
WORK TOGETHER TO HAVE A NEW MINDSET,A GROWTH MINDSET.>>ABSOLUTELY.SO THAT’S WHAT WE’RE GOING TO TALK ABOUT.SO FOR THENEXT HOUR,I’M GOING TO SPEND TIME SORT OF GOING THROUGH WITH ONE OFOUR — MY FAVORITE CUSTOMER,ACTUALLY, IF I CAN PICK FAVORITES,DIGITAL TRANSFORMATION,TALKING ABOUT SOME OF THE TECHNOLOGIES WE’RE BRINGING TO BEAR.>>ABSOLUTELY AND THEN I’M GOING
TO COME BACK AND TALK FURTHER ABOUT SOME OF THE INDUSTRY TRENDS WE’RE SEEING AND WE HOPE BETWEEN THE TWO OF US IN OUR SESSIONS TODAY THAT WE ARE GOING
TO LEAVE YOU HERE WITH LOTS AND LOTS OF GOOD INFORMATION AND TO THINK ABOUT TRANSFORMATION AND HOW TO LEVERAGE IT.>>THAT’S RIGHT.SEE YOU IN AN HOUR.>>SOUNDS GOOD.>>SO,AS I SAID,I’M GOING TO TRY TO SPEND MOST OF THE TIME LOOKING AT PRODUCT,LOOKING AT TECHNOLOGY. WE’VE GOT WHAT I THINK IS A PRETTY UNIQUE AND SPECIAL SESSION TODAY. WE’VE GOT ONE CUSTOMER.I’LL SAVE THAT FOR A MINUTE WHO IT IS,THAT’S GOING TO COME OUT AND SORT OF STAY WITH US THROUGH
THE ENTIRE HOUR. BUT THIS SESSION IS,OF COURSE,ABOUT BUSINESS APPLICATIONS,AND
IF YOU THINK ABOUT BUSINESS APPS,FOR 40 YEARS,BUSINESS APPLICATIONS HAVE BEENUSED TOALLOW US TOENGAGE OUR CUSTOMERS,TRANSFORM OUR OPERATIONS, ENGAGEOUR PEOPLE,AND THEY’VE BEEN RELATIVELY UNCHANGED.YOU THINK ABOUT BACKIN 1978, SITTING IN FRONT OF A VT-1 00 TERMINAL,TALKING TO A VAX ON THE BACKEND.A BUSINESS APPLICATION AT THAT TIME LOOKED LIKE FORMS THAT YOU FILL OUT,UPDATE LEAD RECORDS, STORE DATA IN A RELATIONAL DATABASE AND YOU GET INFORMATION
BACK OUT IN THE FORM OF REPORTS.FAST FORWARD TO 1992,SITTING IN
FRONT OF THE SAME APPLICATION,IT JUST HAPPENS TO BE RUNNING IN
A WINDOWS CLIENT TALKING TO A SUN SYSTEM ON THE BACK END.FAST FORWARD TO LAST YEAR AND YOU OPEN ABROWSER.SAME APP,FORMS OVER DATA RUNNING REPORTS.SO,UNCHANGED PRETTY MUCH FORALL TIME.BUT WE ARE ON THE DOORSTEP OF FUNDAMENTAL CHANGE. LITERALLY FOR — I WOULD ARGUE FOR THE FIRST TIME IN THE HISTORY OF BUSINESS APPLICATIONSWHERECHANGE FUNDAMENTALLY,BOTH
IN WHAT’S POSSIBLE FOR THE BUSINESSAND SORT OF WHAT’S POSSIBLE IN THE BUSINESS APPLICATIONS THAT RUN THE BUSINESS IS BEGINNING TO HAPPEN.WE TALK A LOT ABOUT DIGITAL TRANSFORMATION AS SORT OF THE BUZZ WORD,IF YOU WILL,THAT WRAPS ALL THAT UP INTO THE OPPORTUNITY,AND I WANT TO TALK TODAY ABOUT OUR POINT OF VIEW ON
DIGITAL TRANSFORMATION, WHAT DOES IT MEAN,HOW DO YOU DO IT,AND TRY TO GET A LITTLE BIT MORE POINTY THAN JUST SIMPLY THROWING THE BUZZWORDAROUND.AND SO,IF YOU PEEL BACK EVERYTHING,IF YOU JUST SORT OF GET DOWN TO WHAT’S REALLY HAPPENING IN THE WORLD THAT’S DIFFERENT, THAT’S ALLOWING THIS CHANGE TO OCCUR, THE THING THAT’S CHANGING MORE THAN ANYTHING ELSE IS THAT DATA IS COMING OUTOFEVERYTHING.EVERYTHING.EVERY TIME SOMEONE HAS A MENTION
ON SOCIAL MEDIA,EVERY TIME I UPDATE A LINKEDIN PROFILE,EVERY
TIME I USE A CONNECTED PRODUCT,EVERY TIME A JETLANDS WITH A GEOR ROLLS ROYCE ENGINE AND A TERABYTE OF DATA UPLOADS,EVERYTHING ISSENDING DATA.AND THAT DATA,IF YOU USE IT TO GAIN INTELLIGENCE, TO GAININSIGHT,ALLOWS YOU TOFUNDAMENTALLY REIMAGINE WHAT’S POSSIBLE FOR YOUR BUSINESS,BUT IT REQUIRES ADIFFERENT KIND OF BUSINESS APPLICATION.IT’S NOT SOME HUMAN FILLS OUT A FORM TO CREATE DATA AND THEN THAT LEADS TO THE BUSINESS APPLICATIONS VALUE. THE DATA COMES FIRST IN MANYCASES. AND IN ANALYSIS OF THAT DATA THAT’S COMING FROM EVERYTHING LEADS TO THIS TRANSFORMATIONAND
SO THIS SORT OF SCRIPT FLIP,IF YOU WILL,YOU KNOW, TURNING THE DATA UPSIDE DOWN,HAVING — THAT’S WHAT’S REALLY MAKING ALL OF THIS POSSIBLE,AND AS WE GOTHROUGH TODAY,YOU’LL SEE HOW WE’VELEVERAGED THAT REALITY TO GO CHANGE THENATURE OF CUSTOMER
ENGAGEMENT,OPERATIONS, HOW YOU ENGAGE YOUR TALENT,ET CETERA. NOW,THE MICROSOFT CLOUD,THREE BROAD COMPONENTS,OFFICE 365,DYNAMICS 365, AND AZURE,ALL COMETOGETHER AND AS A COMPANY, WE’VE REALLY STARTED TO ROTATE AROUND THISDIGITAL FEEDBACK LOOP CONCEPT.IT’S A GREAT GROUNDING AND FRAMEWORK FOR US TO THINK ABOUT HOW WE BRING ALL OF OUR PRODUCTS TO BEAR ON BEHALF OF OUR CUSTOMERS WHO ARE TRYING TO NAVIGATE THESE CHANGES.AND SO WHEN I TALK ABOUT DYNAMICS 365, I NEVER,EVER TALK ABOUT IT IN A VACUUM.IT DOES LIVE IN THE CONTEXT OF ALL OF THESEOTHER CAPABILITIES THAT WHEN USED TOGETHER, I THINK,BRING UNIQUE VALUE TO OUR CUSTOMERS.BUT IT CENTERS ON DATA. SO LET ME JUST TALK A LITTLE BIT ABOUT SOMETHING SATYA SAID THIS MORNING AND HIGHLIGHT HOW IMPORTANT THAT CENTER PART OF THE CLOUD IS. DATA AND INTELLIGENCE.SO,ONE OF THE THINGS THAT WE BELIEVE ISCRITICALLY IMPORTANT IS THE ABILITY TO SORT OF BRING DATA TOGETHER IN A STRUCTURAL AND SEMANTIC FORM THAT ALLOWS RELATIONSHIPS TO BE DRAWN AND SORT OF INSIGHTS TO BEGAINED THAT SPAN ACROSS ALL OF YOUR APPLICATIONS.YOU NEED TO UNDERSTAND WHICH CUSTOMER ISUSING WHICH PRODUCT THAT WAS SERVICED BY WHICH EMPLOYEE THAT WASCREATED BY WHICH SUPPLY CHAIN MEMBER,RIGHT, AND SO TYING TOGETHER ALL
OF YOUR BUSINESS APPLICATIONS IN
A WAY THAT ALLOWS THE INTERRELATIONSHIPS TO BE UNDERSTOOD AND THEREFORE VALUE TO BE CREATED IS SUPER IMPORTANT AND WITH DYNAMICS 365,WE’VE BUILT ON TOP OF SOMETHING CALLED
THE COMMON DATA SERVICE THAT MAKES THAT POSSIBLE. BUTIT’S NOTJUST DYNAMICS.IT’S OFFICE 365.SO IT’S IMPORTANT TO UNDERSTAND THE COMMUNICATIONS,COLLABORATION, THE CREATIVITY AND ALL THOSE INTERACTIONS THAT ARE OCCURRING A ALSO RELATED TO THOSE STRUCTURED BUSINESS PROCESSES AND IT’S NOT JUSTOFFICE.LINKEDIN. SO,BRINGING EXTERNAL SIGNAL IN.UNDERSTANDING NOT JUST THE RELATIONSHIPS INSIDE YOUR COMPANY BUT HOW THEY EXTEND BEYOND YOUR FOUR WALLS AND THIS MORNING,SATYA ANNOUNCED WITH ADOBE AND S.A.P.THAT WE’RE MAKING THIS UNIFIED DATA INITIATIVE,THIS OPEN DATA INITIATIVE AVAILABLE TO THE INDUSTRY AND WE,AS THREE COMPANIES, ARE ALL SORT OF SUPPORTING THIS ABILITY TO BRING
DATA TOGETHER OUT OF OUR BUSINESS APPLICATIONS IN THIS COMMON FORM TO ALLOW REASONING TO OCCURAND VALUE TO BE EXTRACTED FROM WHAT IS ULTIMATELY THE MOST IMPORTANTAND VALUABLE RESOURCE OF ANY COMPANY GOING FORWARD,AND THAT IS YOUR DATA.AND SO VERY EXCITED FOR THE OPEN
DATAINITIATIVE TO SORT OF COME INTO MARKET TODAY.WE’VE BEEN WORKING ON THIS,AS YOU CAN IMAGINE,FOR A LONGTIME
AND IT’S A BIG OPPORTUNITY FOR YOU,OUR CUSTOMERS, AND FOR OUR PARTNERS TO GO GET MORE VALUE OUT OF YOUR DATA.AND ULTIMATELY, THAT’S SORT OF THE KEY POINT, GETTING VALUE OUT
OF YOUR DATA.IT’S ONE THING TO COLLECT A BUNCH OF DATA AND TO STORE IT.IT’S ANOTHER THING TO BE ABLE TO
TURN THAT DATA INTO INSIGHT AND ULTIMATELY INTO ACTION, INTO TRANSFORMED PROCESSES,AND SO ONE OF THE THINGS THAT WE’LL SEE A LOTOF TODAY IS THE APPLICATION OF ARTIFICIAL INTELLIGENCE,THE USE OF COGNITIVE SERVICESTO TAKE DATA AND TURN IT INTO INSIGHTS AND WE BELIEVE WITH AZURE WE HAVE THE BROADEST COLLECTION OF SERVICES AND CAPABILITIES TO TAKE DATA ANDTURN IT INTO INSIGHT AND ACTION,WHETHER IT’S STREAMING DATA,BIG DATA,RELATIONAL DATA,ON PREMISES DATAOR IN THE CLOUD,OUR COLLECTION OF TOOLS TO HARNESS DATA AND MAKE VALUE OUT OF IT, WE BELIEVE, IS UNMATCHED.AND SO,THAT’S SORT OFENCAPSULATES THE OPPORTUNITY,DIGITAL TRANSFORMATION VIA THE DIGITAL FEEDBACK LOOP,DATA,INTELLIGENCE,THE MICROSOFT CLOUD.WE’RE GOING TO STARTTO FOCUS NOWON DYNAMICS 365 AND THE POWER PLATFORM.AGAIN,NEVER FORGET IT’S PART OF
THE BIGGER PICTURE AND AS WE GO THROUGH TODAY,YOU’LL SEE LINKEDIN, YOU’LL SEE OFFICE 365,YOU’LL SEE AZURE,YOU’LL SEE POWER BI COMING TOGETHER BUT FOR
A MOMENT,LET’S JUST FOCUS ON DYNAMICS 365 AND THE POWER PLATFORM.SO,THE — IF YOU LOOK ACROSS DYNAMICS,WE TALK ABOUT SORT OF WHAT’S THEESSENCE OFDAING, WHAT MAKES IT UNIQUE,AND WE HAVE FOUR CHARACTERISTICS THAT WEHIGHLIGHT, MODERN, UNIFIED,INTELLIGENT,ADAPTABLE. I’VE TALKED A LOT ABOUTUNIFIED AND INTELLIGENT,THE ABILITY TO UNIFY YOUR DATA AND TO UNIFY ACROSS APPLICATIONS AND PROCESSES AND TO BRING INTELLIGENCE TO BEAR AGAINST THAT DATA.THERE ARE TWO OTHER CHARACTERISTICS,MODERN AND ADAPTABLE AS I’LL SPEND A COUPLE OF MINUTES TALKING ABOUT THAT.SO FROM A MODERN PERSPECTIVE,IF
YOU THINK ABOUT THE DATA SIDE,YOU THINK ABOUT WHAT’S POWERING BUSINESS APPLICATIONS, DATA COMING OUT OF EVERYTHING,INTELLIGENCE BEING APPLIED,IF YOU GO ALL THE WAY TO THE OTHER SIDE OF THE VALUE CHAIN,THERE ARE THEEXPERIENCES THAT ARE BEING DELIVERED TO TAKE THAT DATA AND THATINTELLIGENCE AND TO ACTUALLY RENDER ITTO THE USERS OF BUSINESS APPLICATIONSOR YOUR CUSTOMERS. YOU’RE GOING TO SEE HOLOLENS TODAY BEING USED TO DELIVERA COMPLETELY TRANSFORMED EXPERIENCE THAT GOES FAR BEYOND SIMPLY FORMS OVER DATA REPORTING
AND TRANSFORMS THE WORLD SITTING
IN FRONT OF A FIELD SERVICE WORKER,SO THIS ABILITYNOT JUST
TO CHANGE THE INPUT SIDE BUT TO CHANGE THE DELIVERY OF EXPERIENCES AND APPLICATIONS IS WHAT WE MEAN WHEN WE TALK ABOUT MODERN AND IT’S SORT OF A CORE PART OF WHAT DYNAMICS IS AND THEN FROM AN ADAPTABILITY PERSPECTIVE,WE’LL SPEND SOME TIME WITH THE POWER PLATFORM.SO,POWER BI,POWERAPPS,MICROSOFT FLOW,ALLOW YOU TO TAILOR THESE APPLICATIONS AND BY
THE WAY,NOT JUST DYNAMICS 365 BUT ALSO OFFICE 365 SO BOTH DYNAMICS AND OFFICE TODAY HAVE AS A COMMON CORE THE POWER PLATFORM WHICH PERMITS UNDERSTANDING YOUR DATA, BUILDINGAPPLICATIONS,ORCHESTRATING WORKFLOWS AND SORTOVERTAILORING THESE APPLICATIONS AND MAKING THEM YOUR OWN OR BUILDING STAND ALONE APPLICATIONS ON TOP OF THAT SAME DATA.AND SO,AS WE GO THROUGH THE DAY,TWOTHINGS.NUMBER ONE,THE DIGITAL FEEDBACK
LOOP AND HOW WE MAKE THAT POSSIBLE AND THECHARACTERISTICS THAT MAKE DYNAMICS UNIQUE IN THE INDUSTRY AS PART OF THE MICROSOFT CLOUD AND WE’LL SORT OF SHOWCASE THE FEATURES AND THE
CAPABILITIES THAT FIT EACH OF THOSE CATEGORIES. OKAY.SO,I TALKED ABOUT ONE CUSTOMER, AND THE SORT OF HOW WE’RE GOING TO GO THROUGH THE DAY AND DEMONSTRATE THE CAPABILITIES THAT WE’REBRINGING TO MARKET.AND WE’RE GOING TO DO IT,AGAIN,IN THE CONTEXT OF THIS DIGITAL FEEDBACK LOOP.SO I’M GOING TO SORT OFWALK THROUGH EACH ONE OF THESE BLADES,KIND OF LOOKS LIKE A PROPELLOR,AND SO EACH OF THESE BLADES,CUSTOMER,PEOPLE,PRODUCT,OPERATIONS, WILL TALK ABOUT HOW THE TRANSFORMATION OF THESE PROCESSESIS MADE POSSIBLE — THE THINGTHAT I WANT TO LAND ANDTHAT I THINK IS
IMPORTANT IS THAT THESE BLADES DO NOT OPERATE IN ISOLATION.YOU KNOW,HOW I INTERACT WITH MY
CUSTOMERS OR ENGAGE MY CUSTOMERS HAS A LOT TO DO WITH WHAT THEY’RE DOING WITH MY PRODUCTS,IF I CAN OBSERVETHAT THROUGH IoT AND CONNECTED PRODUCTS ANDSERVICES.HOW I EMPOWER BY EMPLOYEES,TRAIN THEM,DEVELOP THEM,HAS A LOT TO DO WITH THEIR EXPERIENCEOR MY EXPERIENCE IN DATA ABOUT HOW THEY’RE OPERATING AND THE INTELLIGENCE I GET FROM OBSERVING THEM EXECUTING OUR BUSINESS PROCESSES AND SO THESE ARE ALL INTERRELATED. BRINGINGTHESE BLADES TOGETHER ATOP A COMMON DATA CORE IS IMPORTANT AND SO IN THE PAST, WE
WOULD SORT OF BRING OUT ONE CUSTOMER TO TALK ABOUT ONE THING
AND ANOTHER CUSTOMER TO TALK ABOUT ANOTHER BUT I THOUGHT IT WOULD BE SUPERPOWERFUL TO BRING ONECUSTOMER OUT AND TALK ABOUT HOW THEY’RETHEIR ENTIRE OPERATION ACROSS CUSTOMER,PEOPLE,PRODUCT,OPERATIONS, AND I WAS SUPER FORTUNATE TO DEVELOP A RELATIONSHIP WITH SCOTT WINE,WHO’S THE CEO OF POLARIS.WE SPENT A LOT OF TIME TOGETHER.IT’S AN AMAZINGLY COOL COMPANY.THEY’VE GOT GREAT PRODUCTS, AND SO TO TALK ABOUT WHATTHEY’RE DOING,ACROSS THE DIGITAL FEEDBACK LOOP ON EACH BLADE,I’D
LIKE TO WELCOME SCOTT WINE OUT ON STAGE.>>THANKS, JAMES.>>THANK YOU,SCOTT.WE’VE SPENT A LOT OF TIME TOGETHER,TALKED ABOUT YOUR BUSINESS,AND,YOU KNOW,THIS DIGITAL FEEDBACK LOOP CONCEPT,WE HAD YOU OUT IN SEATTLE A COUPLE WEEKS AGO.>>I’VE BEEN OUT TWICE IN THE LAST SIX MONTHS.THAT’S HOW MUCH I LIKE YOU GUYS.>>THAT’S GOOD. AND SO,AS WE ROLL THIS SORT OF DIGITAL FEEDBACK LOOP CONCEPT OUT AND YOU AND I HAVE TALKED A LOT ABOUT WHAT YOU’RE DOING ACROSSEACH BLADE,I THOUGHT IT WOULD BE FUN TO TALK ABOUT SORT OF CUSTOMERS,OPERATIONS, PRODUCT,AND HOW POLARIS IS TRANSFORMING, AND WHY DON’T WE START WITH CUSTOMERS.>>WELL,EVERYTHING WE DO IS ABOUT OUR CUSTOMERS.IN FACT,OUR STRATEGIC PURPOSEIS TO BE CUSTOMER HIGHLY EFFICIENT CUSTOMER CENTRIC ENTERPRISE AND WHAT WE’VE DONE THROUGH THE MICROSOFT PARTNERSHIP IS USE A ALL OF THETOOLS YOU MAKE AVAILABLE TO US TO GET CLOSER TO OUR CUSTOMERS, FROM TAKING THEIR INFORMATION IN OUR CRM SYSTEM TO FIGURE OUT HOW THEY’RE RIDING TO HELPING OUR ENGINEERS DESIGN THE PRODUCTS,SO REALLY,IT’S BEEN A PRETTY REMARKABLE JOURNEY WITH THE COMPANY AS WE’VE BEEN — STARTED
AS A TRANSACTIONAL CUSTOMER OF MICROSOFT AND NOW REALLY EMBRACING, AS YOU ALL HAVE TRANSFORMED — EMBRACING ALL OF YOUR TOOLS AS BUILDING BLOCKS TO
MAKE POLARIS A BETTER COMPANY FOR OUR CUSTOMERS.>>GOT IT.SO AS YOU THINK ABOUT YOURCUSTOMER BASE, CHANGING NEEDS,CHANGING SORTOF VIEWPOINTS, HOW
ARE YOUR CUSTOMERSCHANGING WITH YOU?>>WE’RE THE WORLD’S LARGEST POWER SPORTS COMPANY.WE’VE GOT ABOUT 4 MILLION CUSTOMERS IN THE UNITED STATES,AND OBVIOUSLY,ONE OF THE CHALLENGES WE HAVE IS TO REACH A YOUNGER DEMOGRAPHIC AND SO ONE WAY WE DO THAT IS THROUGH TECHNOLOGY AND UNDERSTANDING HOW
THEY’RE RIDING, WHERE THEY’RE RIDING,MAKING SURE WE REACH THEM DIGITALLY,NOT JUST WITH THE SAME,YOU KNOW,TELEVISION ADS THAT WE USED TO RUN.>>GOT IT. THEY’RE ACCUSTOMEDTO HAVING APPS FOR EVERYTHING AND YOU GUYS
ARE ENGAGING IN THAT WAY.>>WE’LL TALK MORE ABOUT THE PRODUCT STUFF LATER ON BUT REALLY,IT’S ALSO ABOUT CREATING THE DATABASE,SO WE KNOW WHAT THAT CUSTOMER WANTS.I MEAN,THEY EXPECT US,WHEN THEY WALK INTO A DEALERSHIP, TO UNDERSTAND WHAT THEIR RIDING HISTORY HAS BEEN,HOW THEY’RE GOING TO RIDE AND WITH THE HUGE DATA LAKE CAPABILITY THAT WE’VE BUILT WITH AZURE,WE HAVE THAT INFORMATION FOR OUR DEALERS READY WHEN A CUSTOMER WALKS IN.>>GOT IT.AND YOU GUYS HAVE BOTH B TO C AND B TO B,RIGHT? YOU SELL TOFLEETS AND YOU ALSOSELL TO INDIVIDUAL CONSUMERS.>>THE LARGEST PORTION OF OUR BUSINESSIS CERTAINLY THE CONSUMER SIDE BUT WE’VE GOT A FAST GROWING GOVERNMENT AND DEFENSE BUSINESS WHERE WE SELL TO A LOT OF CONSUMER — I MEAN,BUSINESS-LIKE CUSTOMERS.AND THEY’RE REALLY IMPORTANT TO US BECAUSE THEIR NEEDS ARE SOMEWHAT SPECIFIC.>>YEAH.GOOD.GOOD.SO,LET’S FLIP OVER TO OPERATIONS,AND SO IF YOU THINK ABOUT YOUR MANUFACTURING OPERATIONS,IF YOU THINK ABOUT SUPPLY CHAIN DISTRIBUTION,TALK ABOUT HOW THAT’S CHANGING FOR YOU.>>WELL, YOU KNOW,WE’VEBEEN A DYNAMICS CUSTOMER FOR A LONG TIME AND I THINK I REMEMBER WHEN
MY CTO FINALLY TOLD ME THAT IT WAS OWNED BY MICROSOFT,HE THOUGHT I WAS GOING TO KILL HIM.NO,BECAUSE I DON’T LIKE ERP SYSTEMS,BUT WHAT WE’VE DONE –>>WHO DOES.>>NO, BUT WHAT WE’VE BEEN ABLE TO DO WITH DYNAMICS IS IN ALL PARTS OF OUR BUSINESSES,WHETHER
IT’S IN ACQUISITION OR MANUFACTURING PLANTS,WE LOOK AT
LEAN MANUFACTURING AS A COMPETITIVE ADVANTAGE.AND WITH THE IoT CAPABILITY THAT
WE’VE BEEN ABLE TO BUILD IN OUR FACTORIES,YOUR PARTNERSHIP WITH PTC,WE GET DATA OR ALL PARTS OF OUR OPERATIONAL SYSTEM AND,YOU KNOW, IN THE FUTURE,WE’RE VERY SOON FUTURE, WE’RE GOING TO HAVE
THAT DIGITAL TWIN TO HAVE THAT PRODUCT LIFE CYCLE KNOWLEDGE ALL
THE WAY THROUGH THE CUSTOMER JOURNEY.>>GOT IT.YEAH, AND IT’S — I THINK IT’S IMPORTANT. YOU MENTIONED PDC,ONE OF OUR GREAT PARTNERS,AND IT’S THAT COMMON DATA MODEL THAT SITS BENEATH EVERYTHING THAT WE’RE DOING THAT ALLOWS BOTH MICROSOFT
AND OUR PARTNERS TO CONNECT YOUR
DATA AND CREATE MORE VALUE.>>AND WE DO — WITH THAT PARTNERSHIP, YOU KNOW,WE’RE ABLE TO PREVENT MISTAKES FROM HAPPENING IN OUR FACTORY,WHICH GIVES US ULTIMATELY A COMPETITIVE ADVANTAGE AND IT ONLY HAPPENS BECAUSE OF THE WAY DYNAMICS HAS BEEN EMBEDDED IN ALL THE THINGS WE DO IN OUR MANUFACTURING SYSTEM AND WE’RE JUST BUILDING ON THAT.>>GOT IT.OKAY,SO WE’RE GOING TO DO SOMETHING A LITTLE BIT DIFFERENT HERE.>>I LIKE DIFFERENT.>>YEAH. WE’RE GOING TO BRING A PRODUCT OUT ON STAGE SOTHAT PEOPLE UNDERSTAND WHAT IT IS THAT YOU GUYS BUILD,AND SO IF WE CAN JUST SORTOF FIRE UP. THIS IS A RANGER1000.>>I’M SURPRISED YOU GOT PERMISSION TO BRING IT OUT.>>I THINK THE FIRE MARSHAL NEEDS TO BE HERE.COME ON OUT.>>NICE JOB. WELCOME THE RANGER 1000.OKAY.SO, THIS IS — THIS IS ONE OF YOUR PRODUCTS. TELL ME A BIT ABOUT THE RANGER1000.>>THAT IS OUR WORK UTILITY VEHICLE. WE HAVE A RECREATIONAL VEHICLE BUT THIS IS OUR TRUE WORK UTILITY VEHICLE. IT IS THE BEST PRODUCT ON THE MARKET BY QUITE SOME — IT’S — WE’VE BEEN IN THIS BUSINESS SINCE1998,AND THIS INCORPORATES ALL OF THE CUSTOMER LEARNINGS WE’VE HAD ALONG THE WAY. IT TRULY IS THE BEST VEHICLE POLARIS HAS EVER MADE.>>FANTASTIC.>>MADE IN — WE BUILT A NEW PLANTIN HUNTSVILLE, ALABAMA,RECENTLY.AGAIN,WE TOOK ALL OF THE DYNAMICS CAPABILITY TO BUILD THE
SYSTEM,THE INFRASTRUCTURE FOR IT AND I WAS JUST THERE LAST WEEK WITHBRIAN SULLIVAN FORA CNBC INTERVIEW ASK WE GOT TO SEE
THESE BEING MADE. NOT ONLY DO WE USE THE TOOLS TO HELP BUILD THE VEHICLE,WE USE IT TO PROVIDE TECHNOLOGY INTO THE VEHICLE SO WE CAN ACTUALLY SEE WHERE OUR CUSTOMERS ARE RIDING,TAKE THAT FEEDBACK AND MAKE THE VEHICLE BETTER FOR THE NEXT CUSTOMER.>>FANTASTIC.SO I BOUGHT 30 ACRES OF FARMLAND
OUTSIDE OF SEATTLE ABOUT2 YEARS
AGO,AND I’M GETTING ONE OF THESE AS SOON AS I GET HOME.>>JUST ONE?>>JUST ONE.YEAH.OKAY,SO I’M GOING TO TALK MORE ABOUT FEEDBACK LOOP AND PRODUCT. THANK YOU SO MUCH FOR JOINING US.>>JAMES,THANK YOU.>>THANK YOU VERY MUCH.THIS WASN’T JUST A TRICK TO BRING THIS OUT.WE’RE ACTUALLY GOING TO USE THIS
IN ONE OF THE SCENARIOS THAT WE DEMOED TO YOU A LITTLE BIT LATER
BUT LET ME JUST TALKA BIT ABOUT
THE TRANSFORMATION THAT’S HAPPENING ON THIS PRODUCT BLADE.SO,I MEAN,YOU THINK ABOUT HISTORICALLY,WHEN A PRODUCT,A PHYSICAL PRODUCT LEFT A MANUFACTURING FACILITY OR A WAREHOUSE AND SORT OF HIT A DISTRIBUTION CHAIN,IT WAS GONE AS FAR AS THE MANUFACTURER WAS CONCERNED. YOU HAD TO PHYSICALLY GO OUT OR YOU HAD TO ENGAGE IN PHONE CALLS TO UNDERSTAND WHAT A CUSTOMER WAS DOING,BUT AS SCOTT JUSTARTICULATED, RIDE COMMAND,WHICH
IS A PART OF THIS POLARIS,IS RIGHT THERE WITH THE RIDER.THERE’S A CUSTOM RIGHT ON THE FRONT OF THIS THING.THERE’S GPS.THERE ARE APPLICATIONS IN THE COCKPIT OF THIS VEHICLE THAT ALLOW YOU TO CONNECT WITH YOUR FRIENDS, TOSEND INFORMATION BACK TO POLARIS, TO AUTOMATICALLY POST VIDEOS ON YOUTUBE.AND SO IT’S A SUPERPOWERFUL CONNECTED PRODUCT THAT INSTEAD OF BEING A BLACK HOLE ONCE IT LEAVES POLARIS,IT’S A SOURCE OF
INFORMATION ABOUT THE CUSTOMER AND THEIR ACTIVITIES AND THEIR INTERESTS AND WHAT THEY’RE DOING,AND IT SERVES IN SOME WAYS AS A SOCIAL FABRIC FOR ALL THE FOLKS THAT ARE USING THESE VEHICLES TOGETHER AND SO REALLY,REALLY POWERFUL.AND THE THING THAT, YOU KNOW, ONE OF THE THINGS I OFTEN HEAR FROM SOME OF OUR CUSTOMERS,LOOK,WE’RE NOT A PRODUCT COMPANY.WHAT DOES THIS HAVE TO DO WITH US?WELL,SERVICE COMPANIES TOO AREALMOST ALWAYS AT THIS POINT AT LEAST SOMEWHAT DIGITALLY INTERMEDIATED WITH APPS.I GET RIDE SHARING SERVICES BY PULLING AN APP OUT.I SCHEDULE A SERVICE CALL WITH MY UTILITY COMPANY BY PULLING OUT AN APP.AND SO EVEN SERVICEORGANIZATIONS HAVESOFTWARE APPLICATIONS THAT ALLOW CUSTOMERS AND THE BUSINESS ON THE OTHER SIDE TO CONNECT,AND THAT CONNECTION POINT PROVIDES INFORMATION ABOUT SERVICE DELIVERY.IT PROVIDES INFORMATION ABOUT CUSTOMER SATISFACTION.AND SO PRODUCTS AND SERVICES INCREASINGLY CONNECTED AND IN SOMEWAYS,THAT’S THE TIP OF THE
SPEAR AS IT RELATES TO THE OVERARCHING DIGITAL TRANSFORMATION JOURNEY.ONCE YOU CAN REALLY UNDERSTAND YOUR CUSTOMERS,BECAUSE YOU SEE THEM USING YOUR PRODUCTS AND SERVICES, NOW YOU CAN GO ENGAGE THEM WITH FAR MORE INTELLIGENCE.NOW YOU CAN UNDERSTAND WHAT’S WORKING QUALITY-WISE IN YOUR OPERATIONS,MANUFACTURING, AND SERVICE DELIVERY AND SO PULLING ALL OF THIS TOGETHER,I WOULD ARGUE, KIND OF STARTS RIGHTTHERE AT THE PRODUCTOR THESERVICE.OKAY.SO,LET’S MOVE TOCUSTOMER ENGAGEMENT.THE THING THAT I THINKCHARACTERIZESMORE THAN ANYTHING
ELSE DIGITAL TRANSFORMATION IS A
SHIFT FROM REACTIVITY TO PROACTIVITY. MOVING FROMSOMEONE HAS TO CALL ME AND TELL ME SOMETHING’S BROKEN OR I NEED TO WAIT UNTIL SOMEONE WALKS INTO MY ORGANIZATION BEFORE I CAN ENGAGE
THEM TO A WORLD WHERE WE CAN REACH OUT AND TOUCH INDIVIDUALS, CUSTOMERS,PROSPECTS.BEFORE WE EVEN KNOW THEM.TYPICALLY,MY FIRST ENCOUNTER WITHA CUSTOMER IS THROUGH AN ANONYMOUS WEB SESSION WHERE ALL I SEE IS A COOK ‘PROFILE ON THE OTHER SIDE OF THE EXCHANGE OR A TWITTER HANDLE TALKING ABOUT MY BRAND SOMEWHERE ON SOCIAL MEDIA.AND SO ENGAGEMENT STARTS NOW ALONG BEFORE WE EVEN KNOW WHO THE CUSTOMER IS,TYPICALLY. AND THE ABILITY TO BEGIN TO VERY PROACTIVELY BUILD THAT RELATIONSHIP AND BEGIN TO UNDERSTAND OUR CUSTOMERS, EVEN BEFORE WE KNOW THEM,IS FUNDAMENTALLY DIFFERENT,AND AGAIN,IT STARTS BECAUSE DATA ISCOMING BEFORE THE APPS LAND THEMSELVES.AND SO TO TALK A LOT ABOUT HOW POLARIS ISUSING DYNAMICS 365 IN
THE REST OF THE MICROSOFT CLOUD TO ENGAGE THEIR CUSTOMERS, RYAN MARTIN IS GOING TO COME OUT AND DO A DEMO FOR US.COME ON OUT, RYAN.>>THANK YOU, JAMES.THANK YOU. HI.SO,WHAT WE’RE GOING TO LOOK AT TODAY IS A JOURNEY,A JOURNEY OF ONE OF POLARIS’ CUSTOMER.THEY ACTUALLY START AS AN ANONYMOUS IP ADDRESS AND THEY GO
ALL THE WAY THROUGH TO BECOMING A LIFELONG FAN OF POLARIS. AND THEN WE’RE GOING TO FLIP IT. WE’RE ACTUALLY GOING TO SEE HOW DYNAMICS 365 EMPOWERS THE EMPLOYEES OF POLARIS THROUGH EACH STEP OF THE WAY OF THAT ENTIRE PROCESS.SO, WE’LL JUMP OVER HERE AND START.AS I MENTIONED,I’M AN ANONYMOUS
IPADDRESS. ACTUALLY, I’VE BEEN TASKED WITH PURCHASING A FLEET OF THESE VEHICLES AND I START THAT PROCESS BY BROWSING THE POLARIS WEBSITE.SO, WHAT WE SEE HERE IS THAT I GET A REALLY GOOD OVERVIEW OF THE FEATURES,I CAN LOOK AT THE GALLERY,BUT I’M HAVING EXCEPTIONALLY BUSY DAY AND I NEED TO MOVE ON.SO WHAT I ACTUALLY DECIDE TO DO IS FOLLOW THEM ON TWITTER. AND ONCE I DO THAT,I GO ABOUT MY DAY.THE NEXT DAY,I RETURN.AND I ACTUALLY SEE A TWEETTHAT TALKS ABOUT A NEW PRODUCT THAT’S
LAUNCHINGTHAT REALLY LOOKS FIT FOR OUR PURPOSE AND THEY ASK ME TO GO TO COMMUNITY PORTAL TO ENGAGE WITH THEM.SO,WHAT I DO HERE IS I GO TO THE COMMUNITY PORTAL.I CAN READ BLOGS,I CAN SEE FORUMS,ALL KINDS OF IDEA SHARING, I’M REALLY STARTING TO BECOMEEXCITED. AND AN AGENT REACHES OUT TO ME AS I’M BROWSING THE PORTAL AND I
CAN ACTUALLY HAVE A DIALOGUE WITH THAT AGENT.THEY FIRST ASK HOW THEY CAN ASSIST ME AND I MENTION THAT I’M INTERESTED IN THIS NEW PRODUCT THAT’S LAUNCHING.SO,AT THAT MOMENT,THEY ACTUALLY CAN DETECT MY LOCATION AND CAN SAY,HEY,GUESS WHAT,AN
EVENT IS TAKING PLACE NEAR YOU AND IF YOU EVERHAVE THE POSSIBILITY HERE TO ATTEND A POLARIS EVENT,I HIGHLY RECOMMEND IT.THEY’RE SUPER ENTERTAINING. YOU HAVE A GREAT TIME AND YOU LEARN A LOT ABOUT THE PRODUCTS.FURTHERMORE, I ACTUALLY ACCEPT THAT,AND THEY ASK ME FOR COMPLIANCE REASONS IF IT’S OKAY THAT THEY PASS MY DETAILS ON TO THEMARKETING ORGANIZATION THAT CAN INVITE ME TO THAT EVENT. I AGREE.I CONSENT TO THAT.AND THEY ASK IF THERE’S ANYTHING
ELSE THEY CAN HELP WITH AND I DO.I HAVE A VERY DETAILED QUESTION BECAUSE IT’S ABOUT ME GETTING THE DETAILS I NEED FOR OUR ACQUISITION ABOUT THE CARGO BED CAPACITY OF THISRANGER.AND THEY ACTUALLY REPLY TO ME AND TELL ME THAT IT HAS A CARGO BED CAPACITY OF JUST OVER680 KILOS SO I FOUND THE INFORMATION
I NEED.I ACTUALLY ATTEND THE EVENT AND DURING THAT EVENT,POLARIS SALES
REPRESENTATIVE TALKS TO ME AND I
ASK THEM TO COME VISIT ME SO WE CAN ACTUALLY EXPLAIN THE DETAILS
BEHIND OUR NEEDS FURTHER AND THESALES REPRESENTATIVE VISITS ME,AND USING THE PRODUCT CONFIGURATOR, WE LOOK AT THIS BEAUTIFUL RANGER HERE AND WE GO THROUGH THE FEATURES AND OPTIONS
TO ACTUALLY WORK OUT THE SPEC THAT WE NEED.RIGHTAS THEY START TO LEAVE MY PREMISES,I’M REALLY HAPPY AND I
SAY,HEY,CAN YOU PROVIDE ME WITH A QUOTATIONAND AS THEY LEAVE THE DOOR,IN MY MAILBOX,I
IMMEDIATELY RECEIVE THE EXACT QUOTATION THAT I WAS LOOKING FOR
FROM THEM AND USING ADOBE SIGN,I ACTUALLY HAVE THE ABILITY HERE
TO PRESENT THIS TO MY BOARD,OF COURSE,BUT THEN DIGITALLY SIGN THIS QUOTATION AND I BECOME A CUSTOMER.AND AT THE MOMENT I BECOME A CUSTOMER OF POLARIS,I ALSO RECEIVE ANADDITIONAL E-MAIL.WELCOME ME TO THE FAMILY.AND WHAT THEY’RE ALSO ABLE TO DO
HERE IS ALLOW ME TO REGISTER FOR
WARRANTY SO I’VE ACQUIREDTHE FLEET,I WAS AN ANONYMOUS PROSPECT, I WENT THROUGH THIS VERY NICE JOURNEY OF ATTENDING AN EVENT,I’M A CUSTOMER AND A MEMBER OF THEIR FAMILY.SO WHAT DID THAT ACTUALLY LOOK LIKE FOR ALL OF THE POLARIS EMPLOYEES THAT WERE SUPPORTING THIS PROCESS? WELL,WE’RE GOING TO START WITH A MARKETING DEPARTMENT.WE’RE ACTUALLY GOING TO BE LOOKING HERE AT ADOBE CAMPAIGN.AND A JOURNEY THAT WAS DEFINED IN ADOBE CAMPAIGN TO SUPPORT THE
BROWSING OF THE WEBSITE THAT WE SAW EARLIER.BUT THEY DO A LOT MORE THAN THAT.THEY DEFINE A LOT OF MARKETING ACTIVITIES.FOR EXAMPLE, POLARIS SELL THROUGH INDEPENDENT DEALERS.THESE DEALERS NEED TO BE TRAINED
AND HAVE CERTIFICATION.WE NEED TO ENSUREWHAT THE SHOWROOM SET-UP IS GOING TO BE.ALL OF THAT BEING DESIGNED IN CUSTOMER JOURNEYS. ONE THING YOU MAY NOT HAVE NOTICED BUT WHEN WE WERE TALKING
TO THE POLARIS AGENT ON THAT PORTAL,THAT WAS ACTUALLY A BOT.A BOT THAT’S AVAILABLE 24/7 IN A
MULTITUDE OF LANGUAGES AND WAS ABLE TODETECT MY LOCATION,PASS
ON MY DETAILS TO THE MARKETINGORGANIZATION,AND ANSWER A VERY DETAILED QUESTION ABOUT THE PARTICULAR RANGER THATWE WERE LOOKING AT.WHAT MARKETING ALSO DID WAS QUALIFY THIS LEAD AND PASS IT ON
TO THE SALES ORGANIZATION.THE SALES ORGANIZATION WAS USING
DYNAMICS 365 FOR SALES, AND ALL OF THIS INFORMATION WAS ACTUALLYPASSED FROM ADOBE THROUGH THE COMMON DATASERVICE INTODYNAMICS 365 AND ONCE THAT SALES
REPRESENTATIVE PICKED UP THE LEAD,THEY HAD A REASON TO ACT ON IT AND THAT REASON WAS ACTUALLY MANAGED THROUGH PREDICTIVE LEADSCORING.THIS WAS QUALIFIED AS A GRADE A LEAD ANDASSIGNED TO THE SALES REPRESENTATIVE TO TAKE ACTION QUICKLY BECAUSE IT HAS A HIGHPROBABILITY TO CLOSE BASED ON A TOP TENSCORING REASON THAT THE SYSTEMCOMPUTED.FURTHERMORE, AS THE LEAD WAS PICKED UP,THEY IMMEDIATELY HADSALES NAVIGATOR CONTROLSEMBEDDED IN DYNAMICS 365 ON THE MAIN FORUM, THE FIRST THEY SAW WAS ABLE TO EXPAND THE NETWORK.THEY HAD ICE BREAKERS WHEN THEY STARTED TO TALK TO THAT LEAD.THEY COULD EVEN GO FURTHER INTO THATACCOUNT AND FIND NEW LEADS THEY COULD BEGIN TO WORKWITH OR CONNECTIONS THEY COULD USE.AND TAKING IT A STEP FURTHER,AS
THEY BEGAN TO FOLLOW THE BUSINESS PROCESS,THEY OBVIOUSLY
EXCHANGED PHONE CALLS, TASKS,E-MAIL,APPOINTMENTS, USING THE POWER OF DYNAMICS 365,OFFICE 365, AND AZURE,THE SYSTEM WILL CALCULATE THE RELATIONSHIP HEALTH.IT WILL LOOK AT ALL OF THE E-MAILS I SEND, ALL OF THE APPOINTMENTS WE HAVE. IT WILL EVEN GO AS FAR TO SAY HOW MUCH TIME HAVE WE SPENT ON THIS DEAL,HOW MUCH TIME HAS THE
CUSTOMER SPENT ON THIS DEAL,WHAT OUR RESPONSE TIME IS,WHAT THEIRRESPONSE TIME IS,GIVING ME A TRUE IDEA OF THE RELATIONSHIP HEALTH ANDOBVIOUSLY A QUALITY OF PIPELINE WITHIN THE ORGANIZATION.THERE WASALSO ONE THING THAT CUSTOMER NEVER SAW WITHIN THIS PROCESS.AND THAT WAS THEFACT THAT THEY HAD SPECIFIC CUSTOMIZATION REQUIREMENTS FOR THE VEHICLE THEY WERE PURCHASING.SO USING MICROSOFT TEAMS ANDDYNAMICS 365,I WAS ACTUALLY ABLE AS A SALES REPRESENTATIVE TO INTERACT WITH PRODUCT ENGINEERING IN THE CONTEXT OF THE OPPORTUNITY. IN MOST ORGANIZATIONS,PRODUCTENGINEERING TYPICALLY DON’T HAVE
DIRECT ACCESS TO A SALES APPLICATION,SO THEY ACTUALLY CAN DO THIS THROUGH TEAMS BASED ON CONVERSATIONS AND FILE SHARING. SO,IN THIS CASE, THEY ACTUALLY PROVIDED ME WITH A POWERPOINT PRESENTATION THAT I COULD THEN PITCH TO THE CUSTOMER ABOUT THIS
SPECIFICCUSTOMIZATION FOR THE VEHICLE.SO AS I MENTIONED, AT THIS MOMENT,THEY SIGNED THAT QUOTATIONBASED ON THE PERFECT QUOTATION WE PROVIDED THEM AND WE TRANSITIONED INTO CUSTOMER SERVICE.WE SAW THAT THE REGISTER FOR WARRANTY E-MAIL WENT OUT,THE CUSTOMER SERVICE MANAGER STARTS TO MONITOR ALL INCOMING CASES FROM AN OMNICHANNEL ENVIRONMENT AND A CUSTOMERSERVICE REPRESENTATIVE ACTUALLY RECEIVES
THAT CASEAND THROUGH KNOWLEDGE-BASED ARTICLES WHICH WE SEE HERE ON THE RIGHT-HAND SIDE, WAS GOING TO MAKE A PHONE CALL BECAUSE THE SIZE OF THE FLEET THAT WAS PURCHASED WAS WARRANTY FOR — SORRY,WAS ABLE TO OFFER A FREE FIRST SERVICE FOR THAT PARTICULARFLEET.SO,MAKING THAT PHONE CALL,THEY
OBVIOUSLY USE KNOWLEDGE BASED ARTICLE TO WALK THE CUSTOMER THROUGH EACH ONE OF THOSE STEPS AND THAT’S THE END TO END PROCESS. SO,LET’S ZOOM ONE STEP OUT HERE. AND I’M ACTUALLY QUITE PROUD TO STAND HERE AND ANNOUNCE DYNAMICS 365 A.I.FOR SALES.DURING THIS PROCESS, WE DID SEE INFUSED INTELLIGENCE WITHIN THE DYNAMICS 365 APP THAT GUIDES THE
SALES REPRESENTATIVE THROUGH WHAT THEY’RELOOKING AT.BUT THIS TOOL HERE THAT WE’RE LOOKING AT IS INSIGHTS FOR A SALES MANAGER TO MANAGE THE HEALTH OF THE ORGANIZATION AND TO COACH THE SALES TEAM.SO,FIRST OF ALL,WE STARTED TO SEE INSIGHTS LIKE THERE’S 11 DAYS LEFT IN THIS QUARTER,WHERE
87 K BELOW TARGET. SO LET’S VIEW A REPORT THAT ACTUALLY SUPPORTS THAT PARTICULAR DATA.THIS IS EMBEDDED POWER BI BUT WE
LIKE TO TAKE IT A STEP FURTHER AND THROUGH STATISTICAL MODELING
ANDMACHINE LEARNING,WE’RE ACTUALLY RECEIVING HERE INSIEGS.FOR EXAMPLE,WE’VE BEEN SELLING MORE IN AUSTRALIA THAN WE WERE LAST YEAR BY 10.IF WE DRILL EVEN FURTHERTHROUGH
THAT PARTICULAR PROCESS,AND WE GO BACK TO THE HOME PAGE HERE,WE’LL SEE THE HEALTH OF OUR PIPELINE.THREE DEALS ARE WORTH 180 K,THEY’RE CLOSING SOON,BUT THEY HAVE A POOR RELATIONSHIPHEALTH.WE’RE ACTUALLY IN OUR INSIGHT SALES TEAM USING COGNITIVE SERVICES,ABLE TO TRACK THE SENTIMENT ANALYSIS ON ALL THE CALLS THAT ARE TAKING PLACE. ARE THE CUSTOMERS HAPPY?ARE THE CONVERSATIONS GOING THE WAY WE WANT? ARE WELISTENING TO THE CUSTOMER ENOUGH DURING THATCONVERSATION?THEN HERE IS A SALES MANAGER,I HAVE HIGHLIGHTS OF WHAT’S GOING ON IN THE DAY.FOR EXAMPLE,RYAN JUST WON A DEAL AND IT’S PRETTY COOL BECAUSE IT WAS A 5K DEAL THAT WAS AT RISK OF BEING LOST BUT HE
MANAGED TO TURN IT AROUND. ADDITIONALLY,I’VE GOT AN UPCOMING ONE-ON-ONE WITH ERIC AND REMEMBER, WE HAD THAT87 K GAP THAT WE WERE LOOKING TO CLOSE.SO IF I LOOK AT THE SALES LEADER
BOARD IN OUR ORGANIZATION, ERIC’S ALSO STRUGGLING TO MEET HIS QUOTA FOR THE QUARTER.SO THIS IS A PRETTY IMPORTANT ONE-ON-ONE FOR BOTH ERIC AND US AS AN ORGANIZATION. SO IT’S LIKE ACTUALLY DRILL INTO ERIC’S SCORE CARD HERE,WE GET AN OVERVIEW OF THE OPPORTUNITIES
THAT ARE AT RISK FOR ERIC AT THISPARTICULAR MOMENT AND WE REALLY NEED TO TALK ABOUT THIS.AND ONE THING THAT THE INSIGHTS PROVIDE IS ON ONE OF THOSE PARTICULAR DEALS,I,PERSONALLY,HAVE A CONNECTION AT THAT ACCOUNT.AND I CAN INTRODUCE ERIC TO A STAKEHOLDER AT THAT ACCOUNT WHICH IS GOING TO HELP HIM,MOST
LIKELY,TURN THE DEAL AROUND AND
HELP ON THATQUOTA.FURTHERMORE, BACK TO THE SENTIMENT ANALYSIS, BECAUSE ERIC
IS WORKING ON INSIDE SALES,WE SEE THAT HE’S BEEN LACKING OR TRENDING IN A NEGATIVE SENSE ON THE SENTIMENT ANALYSIS OF THE CALLS THAT ARE TAKING PLACE.SO,PERHAPS OFFERING ADDITIONAL COACHING AND TRAINING WOULD BE ABLE TO TURN THAT AROUND AS WELL.SO,WITH ALL OF THAT BEING SAID,WE’VE LOOKED AT A CUSTOMER JOURNEY AND WE’VE LOOKED AT HOW A.I.FOR SALES CAN IMPROVE A COMPANY’S HEALTH W. THAT BEING SAID,BACK TO YOU, JAMES,AND THANK YOU VERY MUCH.>>THANK YOU, RYAN.SO,I THINK THE — YOU KNOW,THE
THING I WANT TO HIGHLIGHT ON THIS ONE,AND I’LL DO THIS AS WE
SORT OF ROLL THROUGH THESE,IS FOR THIS ONE,I THINKIT REALLY SHOWS UNIFIED AND INTELLIGENT IN
SOME WAYS.THE OPPORTUNITY TO BRING DATA TOGETHER.WE SAW OFFICE 365 DATA COMING IN,LINKEDIN DATA COMING IN,DYNAMICS 365 DATA COMING IN, AND
REALLYTRANSFORMING THE EXPERIENCE FOR EVERYONE INVOLVED,THE CUSTOMER, THE PEOPLE THAT ENGAGE THE CUSTOMER, I MEAN,IMAGINE — WE TALKED ABOUT NOT LIKING ERP EARLIER.I’LL GO PICK ON CRM FOR A MINUTE.AS A SALES PERSON WHO HAS TO USE
CRM IN A PRIOR LIFE, I DIDN’T ENJOY IT.IT’S ALL ABOUT ENTERING CALL RECORDS AND HAVING SOMEONE ELSE LOOK TO SEE IF YOU’RE DOING YOUR
JOB.HERE,THIS BUSINESS APPLICATION ALLOWED ME TO GET HELP. IT CONNECTED ME WITH SOMEONE IN MY NETWORKTHAT COULD HELP ME MOVE THIS DEAL FORWARD AND SO THE ABILITY TO BRING DATA,BRING
INTELLIGENCE, AND TO TRANSFORM THAT BUSINESS PROCESS ULTIMATELY
TO DELIVER BETTER SERVICE TO THE
CUSTOMER WAS REALLY MADE POSSIBLE BY THISUNIFIED AND INTELLIGENT APPROACH TO BUSINESS
APPLICATIONS STARTING WITH DATA.SO,LET’SMOVE NOW TOOPERATIONS.CRITICALLY IMPORTANT PART,SCOTT
TALKED A LOT ABOUT THE LEAN MANUFACTURING AND HOW THEY ARE ASSEMBLING VEHICLESAND DELIVERING THOSE THROUGH THEIR DISTRIBUTION CHAIN,TRANSFORMING
THEIR SUPPLY CHAIN,KIND OF A DRY SUBJECT,TRADITIONALLY, AND YOU THINK ABOUT THE BUSINESS APPLICATIONS AGAIN IN THAT DOMAIN WHERE,YOU KNOW,YOU’RE KEEPING TRACK OFINVENTORY ITEMS
AND,YOU KNOW,PLANNING MANUFACTURING SCHEDULES.WE’RE GOING TO LOOK NOW AT A DEMO THAT COMPLETELY CHANGES WHAT’S POSSIBLE AND WHAT IT MEANS TO RUN A MODERNOPTIMIZED OPERATION AND TO DO THAT,I’M GOING TO HAVE KEVIN HORLOCK COME
OUT AND THEN CHRIS AND MADISON WILL JOIN HIM LATER ON IN THE DEMO BUT WE’LL START WITH KEVIN.KEVIN,COME ON OUT.>>THANK YOU.THANK YOU,JAMES.SO, I’MGOING TO PICK UP THIS JOURNEY FROM A SALES ORDER.I’M GOING TO PICK THIS UP FROM A
SALES ORDER WITHIN FINANCE AND OPERATIONS.WITHIN FINANCE AND OPERATIONS,I
NEED TO FIND THE SALES ORDER THAT WE WERE HEARING ABOUT FROM RYAN EARLIER. WHEN RYAN WAS TALKING ABOUT IT,HE WAS TALKING ABOUTIT FROM THE
PERSPECTIVE OF A SALESQUOTATION
AND WE WENT THROUGH THE JOURNEY OF THAT EARLIER WITH THE SALES PITCH,WHICH WAS SUPPORTED BY APRODUCTENGINEER.NOW,WHAT’S SIGNIFICANT TO US IN
THIS INSTANCE IS THAT BECAUSE THAT QUOTATION IS NOW BEING CONVERTED INTO A SALES ORDERWITHIN FINANCE AND OPERATIONS,AS A PRODUCT ENGINEER, I NEED TO
RESPOND TO A CHANGE REQUEST THAT
WAS MADE BY THE CUSTOMER IN THATPITCH.I’M CONFIRMED ON SCREEN THAT I’VE GOT THE RIGHT VEHICLE, THE ONE WE CAN SEE ONSTAGE TODAY, AND DURING THAT PITCH,THE CUSTOMER WANTED US TO CHANGE OUT
A PARTICULAR COMPONENT.THEY WANTED US TO CHANGE OUT THE
AIR INTAKE.THEY’RE GOING TO USE THESE VEHICLES IN A VERY HOT EXTREME ENVIRONMENT ALL THE TIME AND THEY WANT TO MAKE SURE THAT THEENGINES WILL RUN IN A COOLER, MORE EFFICIENTPERSPECTIVE.SO,AS A PRODUCT ENGINEER,HOW DO I DEAL WITH THAT?INEED TO BE DUE DILIGENCE IN THE ROLE,I NEED TO MAKE SURE THE CHANGE IS APPROPRIATE AND I CAN GO OUT TO THE SOURCES OF DATA THAT WE HAVE,THAT YOU WERE
HEARING ABOUT EARLIER ACROSS A MULTITUDE OF REPOSITORIES.SO FOR INSTANCE, I COULD COME ACROSS TO MYRELEASE PRODUCTS AND WITHIN MY RELEASE PRODUCTS DASHBOARD,I CAN SEE I’VE GOT A PARTICULAR POWER BI DASHBOARD ASSOCIATED WITH IT,AND THIS IS ACTUALLY NOW TAKING ADVANTAGE OF
THECOMMONDATA SERVICE AND THE COMMON DATA SERVICE IS ACTUALLY DRAWING DATA FROM MY PRODUCTION DATA,LOOKING OUT TO POLARIS’ OWN RIDE COMMAND APP AND I’M ALSO TAKING INFORMATION FROM THE
AZURE IoT DATA AND BRINGING THAT
TOGETHER SO I CAN START TO TAKE SOME INSIGHT SO I CAN START TO SEE IMMEDIATELY WHERE THOSE VEHICLES ARE BEING USED,WHEN THEY’RE BEING USED,HOW WE GOT SO MANY GOING THROUGH PRODUCTION,AND WHAT THIS SORT OF AVERAGE ENGINE TEMPERATURES MAYWELL BE.BUT I CAN ALSO DELVE DEEPER INTO
PERHAPS ONE OF THOSE VEHICLES.SO FOR INSTANCE, I COULD COME ACROSS TO THE AZURE IoTCENTRAL DASHBOARD AND I CAN SEE I’VE GOT
A PARTICULAR VEHICLE ON DISPLAY NOW.I’M LOOKING AT ALL THE METRICS THAT ARE AVAILABLE TO ME. I CAN EVEN SENSE — AND I SUSPECT YOU ALL KNOW THIS — DEATH VALLEY IS A RATHERWARM LOCATION.BECAUSE I CAN SEE THAT ALSO FROM
THE METRIC THAT’S TELLING ME THAT IT’S RUNNING AT ABOUT198.5
DEGREES FAHRENHEIT. SO IT IS RUNNING AT A GOOD TEMPERATURE THERE.AND I CAN ALSO SEE OTHER METRICS IN TERMS OF ENGINE PERFORMANCE,WHEN THOSE VEHICLES ARE BEINGUSED.SO, THE CUSTOMER’S CONCERN,I’M STARTING TO FEEL TOTALLY VALID.HOW WOULD IGO ABOUT MAKING THAT
CHANGE WITHIN FINANCE ANDOPERATIONS?SO,WHAT I COULD DO,I CAN COME BACK TO THE SALES ORDER,AND I CAN GO INTO THE INDIVIDUAL ITEM.I NEED TO GET TO, IN EFFECT,THE
BILLOF MATERIALS.AND FROM THE BILL OF MATERIALS’ PERSPECTIVE, IWILL BE ABLE TOEVALUATE THE DESIGN. NOW,BILL OF MATERIALS,IN EFFECT, WE CAN HAVE MANY VERSIONS OF A BILL OF MATERIAL AND IT MIGHT BE APPROPRIATE TO HAVE ONE VERSION FOR THAT PARTICULAR CUSTOMER.IN MY CASE,I WANT TO GO DIRECTLY INTO THE DESIGNER ITSELF, AND AS I GO INTO THE DESIGNER,I CAN START TO SEE A NUMBER OF PERTINENT INFORMATION SO I CAN START TO SEE THE OPERATIONS THAT IT’S GOING TO GO
THROUGH,WHERE WE HAVE ALL THE IoT DATA KIND OF BEING ACCUMULATED TO DATE,WHICH I’LL TOUCH ON A LITTLE BIT,BUT I CAN
ALSO SEE I’VE GOT THE 4 INCH AIR
INTAKE GOING ON AS WELL.AS THEPRODUCT ENGINEER,I NEED TO MODEL.I CAN MODEL DIFFERENT SCENARIOS BEFORE I MAKE A CHANGE.AND THIS IS WHERE I CAN TAKE ADVANTAGE OF EMBEDDING SOME POWER APPS TO GO OUT AND LOOK AT
MY DATA THAT I HAVE IN THE FIELD,SO YOU CAN SEE ON SCREEN, I’VE GOT ONE FOR AIR INTAKE,FOR EXHAUST,FOR SUSPENSION,SO I CAN CLICKINTO THE AIR INTAKE CONFIGURATOR AND THIS IS GOING TO GO OUT TO MY AZURE IoT DATA, REPRESENT THE DATA APPROPRIATELY
FOR ME TO HELP MAKE MY DECISION.SO I’M WORKING AT DATA THAT IS IN CONTEXT TO MY ROLE.SO HERE,THEDEFAULT POSITION IS
THE 4 INCH AIR INTAKE MODULE.I CAN START TO SEE THE BOTTOM GRAPH,WHICH IS WHERE I WANT TO DRAW YOUR ATTENTION TO,WHICH IS
RUNNING AROUND 2 10 TO 220 AS AN
AVERAGE TEMPERATURE. BUT IF I WAS TO ACTUALLY SWITCH THAT TO THE LARGEST AVAILABLE,AND CLICK THAT ACROSS TO CONFIGURE,IT’S GOING TO GO BACK
OUT,GRAB THE RIGHT DATA FOR THAT AIR INTAKE MODULE. I SHOULD JUST HIGHLIGHT I’M NOT REDESIGNING THEWHOLE NEW VEHICLE. ALL I’M DOING IS A CUSTOMIZATION AGAINST A NUMBER OF VARIANT COMPONENTS THAT ARE APPROVED AGAINSTTHIS DESIGN. WHEN THAT COMES BACK,WE CAN SEE HERE THAT THE ENGINE TEMPERATURE HAS DROPPED DOWN TO AROUND 175 TO 185 RANGE,SO THAT’S A GOOD SIGN THAT THE — THAT MAKING THE
CHANGE IS GOING TO HAVE THE RIGHT IMPACT THAT THE CUSTOMER IS LOOKING FOR. SO,WE’RE GOINGTO ADJUST THE BILL OF TELLS,SEND A NEW B.O.M.TO PRODUCTION AND OFF WE’LL GO.WHILE THAT IS OCCUR, WE MOVE OUR
CLOCK FORWARD A LITTLE BIT,AT SOME POINT, THE CUSTOMER IS LIKELY TO GET IN TOUCH AND ASK US,HOW IS OUR ORDER COMING ALONG, ARE WE GOINGTO MEET THE DELIVERY DATE.FROM A ROLE PERHAPS OF AN INTERNAL SALES ASSOCIATE,I MAY WELL ASK — BE ASKED THAT QUESTION AND TRADITIONALLY, WHAT
WOULD WE DO?WE’D DIVE INTO THE SALES ORDER,WE’D LOCATE A DELIVERY DATE ANDCONFIRM THAT BACK AS TO WHAT THE
BEST SUGGESTED DATE IS. BUT IF WE WANTED TO BE MORE TRANSPARENT, TAKE ADVANTAGE OF THE DATA THATWE HAVE ON THE GO,WE CAN COME ACROSS TO OUR PRODUCTION STATUS AND WE HAVE AN
EMBEDDED POWER APP HERE THAT IS GOING OUT AND IT’S LOOKING AT THE POSITION OFALL THE OPERATIONS, REFERRING BACK TO WHAT IS ACTUALLY OCCURRING IN RELATION TO OUR ORDER, SO I COULDSTART TO SEE,OH,I’VE GOT 15 COMPLETED.I’VE GOT 10 IN WORK IN PROGRESS,AND I CAN SEE A FAIRLY EVEN FLOW
ACROSS THE OPERATIONS, NOTHING IS SHOWING IN RED.EVERYTHING IS IN THE BLUE SO I CAN GIVE THAT EXTRA KIND OF COMFORT BACK TO OUR CUSTOMER AND
LET THEM KNOW THAT WE ARE ACTUALLY IN A REALLY GOOD POSITION TO DELIVERON TIME.NOW,LET’S WIND THAT CLOCK FORWARD A LITTLE BIT FURTHER.WE HAVE NOW A VERY HAPPY CUSTOMER WITH A FLEET OF THESE VEHICLES HOW THE IN THE FIELD AND I ACTUALLY THINK THERE’S A LOT OF PEOPLE OUT THERE HAVING A
GREATTIME WITH THOSE IN THE DESERT.WE HAVE AN ACCOUNT MANAGER TO CONSIDER.NOW THAT ACCOUNT MANAGERIS GOING TO BE MAKING SURE EVERYTHING IS AS IT SHOULD BE WITH THEIR ACCOUNT BUT THEY’RE ALSO GOING TO BE LOOKING FOR OPPORTUNITY TO UPSELL SOMETHING TO THE CUSTOMER. ANDTHAT’S PERHAPS WHERE THE DASHBOARD THAT WE TOUCHED ON EARLIER,WHERE WE CAN TAKE INSIGHTS FROM A DIFFERENT ROLE PERSPECTIVE AND LOOK AT WHEN THE
VEHICLES ARE BEING USED.SO FOR INSTANCE,WHERE MY CURSOR
IS,AROUND THE MID TO EVENING,NIGHTTIME,THERE’S A LOT OF ACTIVITY.LOT OF ACTIVITY WITHTHISPARTICULAR FLEET,PERHAPS. THAT COULDLEAD US TO A DISCUSSION WITH THE CUSTOMER TO INDICATE, PERHAPS WE NEED SOME LIGHT BARS TO ADD ON TO THE STANDARDLIGHT FITTING THAT WE HAVE.SO I’LL UPSELL ORDER COULD RESULT,WHICH IS BRILLIANT NEWS.SO WE’VE GOT OUR 25 NEW LIGHT BARS. WE CAN SHIP THOSE LIGHT BARS DIRECTLY TO THE CUSTOMER FROM OUR FACTORY, BUT THE VEHICLES ARE ALREADY WITH THAT CUSTOMER.SO,WE ALSO NEED TO SELL SOME SERVICE TIME AS WELL.SO WE NEED TO PROVIDE A FIELD TECHNICIAN WHO MAY NEED SOME REMOTE ASSISTANCE. HOW WE WOULD GO ABOUTAPPROACHING THAT IS BY ORGANIZING FOR A WORK ORDER,SO WE CAN TAKE ADVANTAGE OF CDSAND
WE CAN GENERATE A WORK ORDER ACROSS INTO FIELD SERVICE.AND FROM A FIELDSERVICE PERSPECTIVE,WE COULD BE LOOKING
AT IT FROM A SALESMANAGER PERSPECTIVE.NOW,THAT’S — THAT FIELD SERVICE MANAGER COULD BE LOOKING AT IT FROM A WORK ORDER SCHEDULING BOARD AND THEY COULD BE THINKING, WELL,I COULD MANUALLY ALLOCATE THIS OR TAKE ADVANTAGE OF THEAUTO SCHEDULING. EITHER WAY,THERE’S GOING TO BE A NOTIFICATION SENT TO A FIELD TECHNICIAN IN THE FIELDON TO THEIR MOBILE DEVICE AND IT COULD
BE A FIELD TECHNICIAN SUCH AS CHRIS.>>HEY, THANKS, KEVIN. TODAY,I’M ALSO JOINEDON STAGE BY LUKE,WHO HAS A SPECIAL CAMERA THAT WILL ALLOW YOU TO SEE WHAT I SEE ON HOLOLENS.AS A SUB CONTRACTED FIELD TECHNICIAN,I RECEIVE A NOTIFICATION OF A NEW WORK ORDER
ON ANY FIELD SERVICE APP.IT’S GOT EVERYTHING I NEED.THE DETAILS OF THE JOB,WHERE TO
GO, AS WELL AS ANY OTHER NECESSARY INFORMATION.WHEN I ARRIVE ON SITE, I FIND THAT THE LIGHT BAR DELIVERY IS ALREADY HERE AND I CAN GET STARTED ON THE FIRST ONE RIGHT AWAY.THIS ORDER INCLUDED REMOTE ASSISTANCE FROMA POLARIS SPECIALIST,AND THIS MODEL’S A LITTLE NEW TO ME AND THE ELECTRICAL’S A LITTLE BIT DIFFERENT. CALLING A REMOTE EXPERT WILL HELP MAKE SURE THAT THE INSTALL IS SMOOTH, LIKE IT WAS RIGHT OUT
OF THEFACTORY. BY CONNECTING WITH REMOTE EXPERT, IT GIVES THEM A WINDOW INTO MY WORLD. AND NOT ONLY IS REMOTE EXPERT ABLE TO SEE WHAT I SEE,BUT THEY’RE ALSO ABLE TO MARK UP MY WORLD WITH 3D ANNOTATIONS,ALLOWING USTO CONNECT AND COLLABORATE MORE EFFECTIVELY. WHAT’S GREATHERE IS THAT DYNAMICS 365 HAS PROVIDED THE WORK ORDER TO REMOTE ASSIST,AND
I CAN SEE ALL THE RELEVANT INFORMATION FROM THE WORK ORDERONHOLOLENS.DYNAMICS 365 HAS EVEN RECOMMENDED AN EXPERT BASED ON SKILL SET ANDSCHEDULING.ALL RIGHT. LET’S GIVE MADISONACALL.>>HI,CHRIS.>>HEY,MADISON.>>HOW CAN I HELP?>>WELL,I’M HERE TO INSTALL THE NEW LIGHTS ON TO MY FLEET,AND I HAVEN’T WORKEDIN THE ELECTRICAL WITH THESE MODELS YET SO I WAS HOPING YOU COULD HELPME GET THIS FIRST ONE RIGHT.>>YEAH, I CAN DEFINITELY HELP.I’VE GOT YOUR WORK ORDER HERE AND IT SAYS YOU’RE WORKING ON THE RANGER1000 XEPS,CORRECT?>>THAT’S RIGHT.>>AND IT SAYS YOU’VE GOT THE SR
SERIES L.E.D.LIGHT.>>AND I WENT AHEAD AND INSTALLED IT INTO THE BRACKET.>>COOL.CAN I TAKE A LOOK AT YOUR INSTALL BEFORE WE GET STARTED.>>SURE.ALL RIGHT.HOW’D I DO?>>LOOKSGREAT.AND DYNAMICS SHOWS THE PARK SERVICE ORDERED THE RANGERS WITH
AN AUXILIARY SWITCH ALREADY INSTALLED.>>THAT’S RIGHT.>>LET’S BEGIN ON THE ELECTRICAL.>>OKAY.I WAS THINKING I SHOULD INSTALL THE HARNESS INTO THE MAIN LINE HERE.>>YOU COULD,BUT LET’S DO IT JUST LIKE THE FACTORY,USING THE
12 VOLT BUS.>>SOUNDS GOOD.>> FIRST, LET’S INSTALL THE WIRING HARNESS INTO THIS BUS.GO AHEAD AND REMOVE THE COVER NOW.>>OKAY.ALL RIGHT.GOT IT.>>NEXT,SNAP THE RELAY HERE.>>OH.LOOKS LIKE IT’S EVEN PREDRILLED.OKAY,GOT IT.>>GREAT. NOW GRAB THE WIRE ADAPTER.>>OKAY.>>WE’LL REPLACE THESE LEADS WITH THE ADAPTER.THIS LETS US NATIVELY CONNECT TO
THE12 VOTE BUS,WHICH YOU’LL SEE IN THE WIRING DIAGRAM. TAKE A LOOK.>>OH,OKAY.>>NOW,COMBINE THE IGNITION LEAD AND POSITIVE LEAD AND CRIMP
THEM TOGETHER LIKE IT SHOWS HERE
TO HERE.>>OKAY.AND CONNECT IT TO THIS RED LEAD.>>EXACTLY.AND BE SURE TO REMOVE THAT YELLOW IGNITION LEAD FROM THE HARNESS.YOU WON’T NEED IT ANYMORE.>>OKAY.ALL RIGHT. HEREWE GO.>>THAT’S RIGHT.>>ALL RIGHT.OKAY.ALMOSTGOTIT.AND HEREWE GO.ALL RIGHT,WHAT DO YOU THINK?HOW’D I DO?>>LOOKS GOOD.GO AHEAD AND PLUG IT INTO THE BUS.>>OKAY.AND DONE.>>NOW YOU’RE READY TO CONNECT THE SWITCH.HEADS UP, YOU DON’T HAVE TO PULL
THE WHOLE DASH OFF.JUST ARE REMOVE THAT CENTER BAY BY REMOVING THESE TWO CLIPS.>>OKAY.OKAY.WELL, THAT’S EASY.ALL RIGHT.GO HERE.ALL RIGHT.SWITCH IS CONNECTED.>>NICE WORK,CHRIS.YOU ARE ALL DONE.RECONNECT THE BATTERY AND LIGHT IT UP.>>ALL RIGHT.BATTERY’S CONNECTED.HEREWE GO.WHOA.AWESOME.THAT’S GREAT.HEY, THANKS FOR YOUR HELP.WELL,ONLY 24 MORE TO GO.>>NO PROBLEM.YOU’VE GOT IT FROM HERE.GIVE ME A CALLIF YOU NEED ANYTHING ELSE.>>WILL DO. BYE,MADISON.>>SEE YOU,CHRIS.>> NOW THAT THE CALL HAS ENDED AND I FINISHED UPGRADING THE U TV WITH THE NEW LIGHT,I CAN CLOSE OUT THE WORK ORDER.THISAUTOMATICALLY UPDATES DYNAMICS TO REFLECT THAT THE JOB IS COMPLETE,WHAT TIME I FINISHED, AND IT ALSO GIVES ME THE OPPORTUNITY TO RECORD ANYTHING ELSE THAT I FEEL ISPERTINENT.THE CUSTOMER CAN ALSO SEE THIS CHANGE WHOSE POWER BI IS CONNECTED TO A SHARED SYSTEM AND THEY CAN SEE THEIR FLEET DETAILS HAVE BEEN UPDATED INREALTIME.THIS COMPLETED UPGRADE SHOWS WITH THE POWER OF DYNAMICS 365 COMBINED WITH MIXEDREALITY CANINTEGRATE TRADITIONALLY ISOLATED
SYSTEMS,PHYSICAL WORK,SHARED DATA,AND REMOTE EXPERTISE COME TOGETHER TO GET THE JOB DONE RIGHT THE FIRST TIME.THANK YOU.>>THANK YOU.WHAT? THAT WAS CRAZY.I THINK,YOU KNOW, IF YOU THINK ABOUT THE OTHER TWO CHARACTERISTICS OFDYNAMICS 365,SO MODERN,AND THE ABILITY TO ADAPT, WE SAW BOTH OF THOSE HAPPENING HERE. I MEAN,IT IS UNBELIEVABLE.IF YOU THINK ABOUT THETRADITIONAL FIELD SERVICE BUSINESS APPLICATIONS SUPPORT, THE TECHNICIAN WOULDNORMALLY COME OUT MAYBE WITH AN E-MAIL,MAYBE WITH SOME PRINTED OUT REPORT ABOUT WHAT NEEDED TO BE DONE,AND NOW THE TECHNICIAN CAN
LITERALLY BE WITH THE EXPERT BACK AT THEFACTORY,HANDS ON,SORT OF HANDS FREE — HEADS UP,HANDS FREE,REPAIRING THE VEHICLE THROUGH HOLOLENS.I MEAN,IT’S A COMPLETELY TRANSFORMED BUSINESS PROCESS MADE POSSIBLE BY THISMODERN APPROACH TOBUSINESS APPLICATIONS.ON THE ADAPTABILITY SIDE, I THOUGHT IT WASSUPERPOWERFUL THIS SEEIN THECONTEXT OF DYNAMICS 365, POWER APPS THAT TUNED THE EXPERIENCE SPECIFICALLY FOR THE NEEDS OF POLARIS. SO LOOKING AT OPERATIONS IN AFUNDAMENTALLY DIFFERENT WAY,POWERED BY DATA,INTELLIGENCE, MODERN EXPERIENCES, AND ADAPTABILITY. WE’RE GOING TO SHIFT TO THE LAST BLADE IN THEPROPELLOR AND TALK ABOUT EMPOWERING EMPLOYEES AND I
THINK AS WE LOOK ACROSS THE BUSINESS PROCESS SPECTRUM,THIS IS ARGUABLY THE MOST IMPORTANT ONE.OUREMPLOYEES ARE ULTIMATELY — AND OUR PEOPLE,WHAT MAKES OUR BUSINESS WHAT IT IS,AND FINDING THE BEST PEOPLE,WINNING THE WAR FORTALENT,AND DEVELOPING YOUR PEOPLE AS THEY COME INTO THE ORGANIZATION IS WHAT GIVES US ALL OUR COMPETITIVE ADVANTAGE.AND WE HAVE BEEN VERY FORTUNATE TO PARTNER WITH LINKEDIN, WHO JOINED MICROSOFT ALMOST A YEAR AGO,TO SORT OF SIT AT THE FRONT END OF THAT TALENT LIFE CYCLE.LINKEDIN IS THE WORLD’S PROFESSIONAL NETWORK. IT IS THE PLACE WHERE CONNECTIONS ARE MADE ANDWHERE PEOPLE ARE SORT OF HIGHLIGHTING THEIR SKILLS AND CAPABILITIES AND BYLEVERAGING LINKEDIN AND THEN SORT OF MOVINGFORWARD WITH DYNAMICS 365 ON THE BACK OF SOMETHING LIKE LINKEDIN RECRUITER,WE’VE GOT THE ABILITY
TO CONNECT YOU WITH CANDIDATES,TO IDENTIFY THE BEST PEOPLE,TO ON BOARD THOSE CANDIDATES INTO YOUR ORGANIZATION,TO MAKE THEM SUCCESSFUL VERY QUICKLY AND TO DEVELOP THEM OVER THE LIFE OF THEIR CAREER. AND IF YOU THINK ABOUT HOW THAT’S DONE,AGAIN,IT COMES BACK TO DATA, AND IT COMES BACK TO INTELLIGENCE AND TRANSFORMED EXPERIENCES.IT’S ONE THING TO KEEP A LIST OFPEOPLE WHO HAVE CONTACTED YOU AND SENT RESUMES INDICATING THEY
WANT TO JOIN YOUR ORGANIZATION.IT’S ANOTHER TO BE ABLE TO GO OUT AND PROACTIVELY FIND THE BEST CANDIDATES AND THEN ENGAGE THEM INA MODERN PROCESS,BRINGING THEM INTO YOUR ORGANIZATION AND HAVING THEM JOINYOU AND BECOME PRODUCTIVE VERY QUICKLY AND TO DEVELOP THEM OVER THE COURSE OF THEIR CAREER. SO TO TAKE A LOOK AT LINKEDIN RECRUITER JOINED WITH DYNAMICS 365 FOR TALENT, I’M GOING TO ASK
LYDIA WILLIAMSTO COME OUT AND DO OUR LAST DEMO.LYDIA.>>THANKS, JAMES.>>THANK YOU.>> GREAT NEWS.WE’VE ACTUALLY RECEIVED SO MANY NEW SALES ORDERS FROM CUSTOMERS RECENTLY THAT WE’RE GOING TO NEED TO GO AHEAD AND HIRE SOME NEW ENGINEERS INTO THE ORGANIZATION TO BE ABLE TO DELIVER THOSE SALES ORDERS FOR OUR CUSTOMERS.I’M A HIRING MANAGER AND I MANAGE A TEAM OF FIELD ENGINEERS ANDI’VE RECEIVED THE GO AHEAD TO BRING SOME NEW CANDIDATES IN TO FIND SOMEONE TO JOIN MY TEAM.LET’S TAKE A LOOK ATHOWUSING DYNAMICS 365 FOR TALENT AND LINKEDIN RECRUITER I CAN FIND SOME POTENTIAL CANDIDATES, BRING
THEM IN FOR INTERVIEWS,IDENTIFY WHO IS THE BESTMATCH,MAKE THEIR COMPELLING OFFER AND ULTIMATELY ON BOARD THEM FOR SUCCESS WITHIN MY ORGANIZATION.SO,AS I SAID, I’VE BEEN GIVEN THE GO AHEAD TO START TO IDENTIFY SOME CANDIDATES AND THE
FIRST THING I WANT TO DO IS MAKE
SURE THAT MY JOBADVERT ACTUALLY REPRESENTS MY TEAM FROM BOTH A SKILL LEVEL BUT ALSO MAKE SURE THOSE INDIVIDUALS THAT COME IN FOR INTERVIEWS ARE GOING TO BE A
GOOD CULTURAL FIT FOR MY TEAM.I CAN JUMPSTRAIGHT INTO DYNAMICS 365 FOR TALENT AND START TO PERSONALIZE THE JOB TO MAKESURE THAT I’M HAPPY WITH IT,PERSONALIZE THESKILLS THAT WE’REIDENTIFYING AND THE JOBDESCRIPTION.THE NEXT THING I’M GOING TO DO IS IDENTIFY MY HIRING TEAM AND IT’STYPICALLY A CHALLENGE OF A HOOIR HIRE,YOU FEEL DISCONNECTED AND YOU’D BE LUCKY TO RECEIVE A RESUME THE NIGHT BEFORE AN INTERVIEW BUT WHAT I CAN DO IS I CAN IDENTIFY THOSE KEY MEMBERS STRAIGHT AWAY ON DAY
ONE.SO THAT AS WE START TO INTERACT WITH CANDIDATES, THE HIRING TEAM
HAS ONE PLACE TO GO TO GET A REALLY CLEARUNDERSTANDING OF THE DIFFERENT CANDIDATES THAT WE’RE INTERACTING WITH.THE NEXT THING I’M GOING TO DO IS PERSONALIZE MY PROCESS.THIS IS REALLY SIMPLE, DRAG AND DROP THE KEY STAGES OF MY PROCESS,WHICH MIGHT BE AN ASSESSMENT, AN INTERVIEW,AND I’VE ACTUALLY INCLUDED IN MINE,SKYPE DETAILS IF I WANT TO INTERVIEW ANY CANDIDATES REMOTELY. I’M THEN GOING TO POST MY JOB OUT TO LINKEDIN ANDIT’S AT THIS
POINT THAT I WOULD HAND OVER TO MY RECRUITER AND MY RECRUITER CAN USE LINKEDIN RECRUITER TO SOURCE CANDIDATES FROM ACROSS THEIR PROFESSIONAL NETWORK. NOW,THEY’VE STARTED TAKING A LOOK AT MATTIE’S PROFILE AND SHE
LOOKS LIKE A GOOD MATCH FOR THE ROLE.THEY CAN SEE HER FULL PROFILE,BUT WHAT’S MORE,THEY CAN ACTUALLY SEE ANY INTERACTIONS WE’VE HAD WITH MATTIEPREVIOUSLY. WE CAN SEE ANY JOBS THAT SHE’S APPLIED FOR AND THE STAGES THAT SHE ACHIEVED. WE CAN SEE NOTES AGAINST HER RECORD, AND WE CAN EVEN SEE INTERVIEW FEEDBACK ABOUT WHY SHE
MAY OR MAY NOT HAVE BEEN SUCCESSFUL IN A ROLEPREVIOUSLY. SO,THIS MEANS THAT MY RECRUITER HAS FULL VISIBILITY OF OUR RELATIONSHIP WITHMATTIE.AND THEY CAN THEN GO AHEAD,FIND
THE JOB THAT SHE’S RELATED TO,AND EASILY PUSH HER OUT TO THAT JOBDIRECTLYWITHIN DYNAMICS 365
FOR TALENT.NOW,IF I COME BACK TO BEING THE
HIRING TEAM OR A MEMBER OF THE HIRING TEAM,I CAN NOW SEEEVERY
APPLICANT WHO’S APPLIED FOR THE JOB DIRECTLY WITHIN DYNAMICS 365
FOR TALENT.AND AS WE RECEIVE A REALLY HIGH VOLUME OFAPPLICATIONS,I WANT SOME HELPAND SUPPORT IDENTIFYING CANDIDATES WHO ARE A
GOOD MATCH FOR THE ROLE.AND USING MACHINELEARNING,DYNAMICS 365 FOR TALENT IS GOING
TO GO AHEAD AND IDENTIFY THE CANDIDATES THAT HAVE THE GREATEST SKILL MATCH FOR THE ROLE BY LOOKING AT THE SKILLS THAT I’VE IDENTIFIED IN MY JOB DESCRIPTION AND COMPARING THEM TO THE SKILLS IN EVERYONE’S APPLICATION.AND IT LOOKS LIKE MATTIE IS A MATCH FOR THE ROLE SO I CAN JUMP
INTO HER APPLICATION,AND THE FIRST THING THAT I CAN SEE IS HER LINKEDIN PROFILE. I CAN UNDERSTAND ALLOF THE INFORMATION THAT SHE HAS SHARED WITH HER PROFESSIONAL NETWORK,AND I CAN ALSO SEE ANY NOTES FROMMY RECRUITER.THE NEXT THING I CAN SEE ISHER RESUME.WHICH WOULD MEAN I DON’T NEED TO
JUMP OUT TO OUTLOOK TO FIND THAT
FILE THAT WAS SHARED WITH ME VIA
THE RECRUITER. SO I THINKMATTIE IS MATCH FOR THE ROLE SO I’M GOING TO GO AHEAD AND BRING HER IN FOR AN INTERVIEW.INTERVIEW SCHEDULING IS A VERY MANUAL PROCESS, LITERALLY A CASE
OF GOING INTO DIFFERENT OUTLOOK CALENDARS AND TRYING TO FIND A TIME THAT WORKS FOR MAYBE THREE OR FOUR MEMBERS OF ANINTERVIEW TEAM.BUT USING DYNAMICS 365 FOR TALENT,I CAN AUTOMATE THATPROCESS, I CAN CHOOSE WHETHER IT’S A PANEL INTERVIEW OR ONE-ON-ONE, WHETHER TO INCLUDE SKYPE DETAILS AND IN REALTIME,THE SOLUTION IS GOING TO GO AWAY,LOOK AT THEIR OUTLOOK CALENDARS, AND TELL ME THE BEST TIME FOREVERYBODY TO MEET WITH MATTIE.AND I CAN SIMPLY PUSH THAT OUT TO THE HIRING TEAM AND THEY CAN ACCEPT OR REJECT IT FROM DIRECTLYWITHIN OFFICE 365.NOW, ON THE DAY OF THE INTERVIEW,WE ALL COME IN AND MEET WITH MATTIE,AND WE DECIDE THAT SHE’S A MATCHFOR THE ROLE.I WANT TO BE ABLE TO COME IN ANDRECORD MY FEEDBACK,BUT I DON’T WANT TO HAVE TO DO THAT ON MY LAPTOP. I DON’T WANT TO HAVE TO DO THAT CONNECTED TO CORPORATED NETWORK, SO WE’VE MADE IT REALLYSIMPLE WITH DYNAMICS 365 FOR TALENT.I CAN PICK UP MY MOBILE,ON MY WAY OUT TO THE INTERVIEW,AS I’M
COMMUTING HOME, RECORD THE FEEDBACK WHILE IT’S FRESH IN MY MIND AND IN THIS CASE,I’M GOING
TO SAY THAT WE RECOMMEND HER FOR
THE ROLE.NOW WHAT’S GREAT IS ONCE I’VE RECORDED MY FEEDBACK,I CAN THEN
SEE THE FEEDBACK OF THE REST OFMY TEAM.AND THE REASON WE DO IT THAT WAY
IS BECAUSE WE WANT TO GIVE EVERYBODY THE OPPORTUNITY TO SHARE THEIR HONEST FEEDBACK IN AN UNBIASED FORMAT.BUT THEN GET TO SEE WHETHER WE AGREE ON WHETHER MATTIE SHOULD BE BROUGHT INTO OUR TEAM.NOW,WE’VE DECIDED SHE’S A GREAT MATCH FOR THE ROLE,SHE’S A REALLY GOOD CULTURAL FIT,AND SHE HAS THE SKILLS THAT WE NEED.SO WE WANT TO GO AHEAD AND MAKE HER AN OFFER,AND USING OFFERMANAGEMENT WITHIN DYNAMICS 365 FOR TALENT,I CANAUTOMATE THIS PROCESS,PULL IN ALL OF THEKEY INFORMATION INTO A CONTRACT,ENSURE THAT IT’S COMPLIANT BY USING OUR TEMPLATES, AND THEN REALLY EASILY SEND THIS OFF TOMATTIE TO SIGNELECTRONICALLY. MATTIE’S RECEIVED THE OFFER,SHE LIKES THE LOOK OF THE PACKAGE,AND SHE’S GOING TO SIGN ITELECTRONICALLY. THIS IS THE POINT IN LOTS OF ORGANIZATIONS WHERE THEY DECIDE,OKAY,THE HIRING PROCESS IS OVER,WE FOUND OUR CANDIDATE, THEY SIGNED AN OFFER,BRILLIANT.BUT ACTUALLY,WE’RE SEEING IT SLIGHTLY DIFFERENTLY AND SEEING THIS AS REALLY THE START OF OURHIRING PROCESS.BECAUSE THERE COULD BE BETWEEN A
FEW WEEKS AND A FEW MONTHS BEFORE MATTIE ACTUALLY JOINS THE
TEAM ONDAY ONE.SO WE WANT TO BRIDGE THAT GAP BETWEEN ACCEPTING THE OFFER AND TURNING UP ON HER FIRST DAY AT WORK BY SHARING AN ON BOARDING GUIDE THAT STARTS OFF WITH A WELCOME MESSAGE,WELCOMING HER INTO OUR ORGANIZATION, AND THEN STARTS TO ALLOCATE OUT ACTIVITIES. SOME TO MATTIE,SO THAT SHE’S ALL SET UP FOR HER FIRST DAY AT WORK, BUT ALSO SOME FOR OTHER MEMBERS OF THE TEAM.AND I’VE INCLUDED,FOR EXAMPLE,A VIDEO SO SHE CAN LEARN MORE ABOUT OUR VEHICLES,BUT ONE OF THE GREAT BENEFITS OFWORKING FOR POLARIS IS THAT EVERY NEW EMPLOYEE HAS THE OPPORTUNITYTO USE A UTV FOR 12 MONTHS SO THAT THEY CAN UNDERSTAND AND BE PART OF THERIDING CULTURE WITHIN POLARIS AND ALSO IMPORTANTLY SHARE FEEDBACK ABOUT THE VEHICLES DIRECTLY TO THE ORGANIZATION.SO I’VE EMBEDDED A POWER APP.SHE CAN COME IN,LOOK AT THE SPECS FOR EVERY DIFFERENT OPTION,AND THENULTIMATELY ORDER HER UTV SO THAT IT’S READY FOR WHEN SHE JOINS THE ORGANIZATION ON HERFIRST DAY.AND THE FINAL THING I’VE DONE IS
STARTED TO INTRODUCE HER TO SOME
KEYCONTACTS.DYNAMICS 365 FOR TALENT IS GOING
TO LOOK AT THE INDIVIDUALS THAT I NETWORK WITH REGULARLY WHO ARE
IMPORTANT FOR MATTIE TO MEET WHEN SHE JOINS HER ORGANIZATION.IT’S GOING TO SUGGEST THEM.I CAN ADD THEM IN AS CONTACTS SO
THAT I KNOW WHEN MATTIE JOINS ON
DAY ONE,SHE’S ALREADY BUILT OUT A STRONG NETWORK WITHINMY ORGANIZATION. SO USING DYNAMICS 365 FOR TALENT, AND LINKEDIN RECRUITER,I’VE BEEN ABLE TO FIND GREAT CANDIDATES,BRING THEM IN FOR AN
INTERVIEW,IDENTIFY WHO IS A GREAT FIT FOR OUR TEAM, GET AN OFFER SIGNED BY THEM AND ULTIMATELY SET THEM UP FOR SUCCESS, ON BOARDING THEM INTO POLARIS.THANK YOU VERY MUCH.>>THANK YOU,LYDIA. SO YOU KNOW,ONCE AGAIN,IT JUST — IT ALL COMES BACK TO DATA,INTELLIGENCE, THE ABILITY TO PULL ALL OF THESE SYSTEMS TOGETHER,IT’S SORT OF THE WHOLE
IS MUCH GREATER THAN THE SUM OF THE PARTS AND IN THIS CASE,THE ABILITY TO FIND THE RIGHT CANDIDATE, ENGAGE THEM,CONVINCE
THEM TO JOIN ANDTHEN THE THING THAT I THOUGHT WAS SUCH A COOL DEMO IS THIS POWER APP THAT’S EMBEDDED AND MAN,CAN YOU IMAGINE WORKING FOR POLARIS AND GETTING A DEVICE ASPART OF YOUR ONBOARDING?IT’S PRETTY AMAZING.AND ALL OF THAT MADE POSSIBLE BECAUSE WE’VE GOTTHIS POWER PLATFORMTHAT SITS BENEATH DYNAMICS 365 AND ALLOWS FOR THISBUILT-IN EXTENSIBILITY,INTEGRATION, AND THE ABILITY TOENGAGE WITH DATA VIA POWER BI SO
WE’VE KIND OF COVERED — IT’S THE LAST DEMO OF DYNAMICS 365 ANDWE’VE SPANNED CUSTOMER,PRODUCT, PEOPLE,OPERATIONS.WE’VE LOOKED ACROSS MARKETING SALES SERVICE OPERATIONS, FINANCE AND TALENT.NOW I WANT TO TALK A BIT ABOUT THAT POWER PLATFORM LAYER.BECAUSE ULTIMATELY,YOU KNOW, NO
BUSINESS APPLICATION IS EVER EXACTLY WHAT YOU NEED IT TO BE.EVERY COMPANY HAS THEIR OWN UNIQUE PROCESSES, SELECTING A POLARIS AS AN EMPLOYEE IS CERTAINLY UNIQUE TO POLARIS AND THE ABILITY TO CREATE THESE UNIQUE EXPERIENCES TO TUNE THESE
APPLICATIONS TO MAKE THEM JUST WHAT YOU NEED THEM TO BE IS PART
OFWHAT MAKES MICROSOFT BUSINESS
APPLICATIONS SPECIAL AND IT SPANS POWER BI,POWER APPS,MICROSOFT FLOW.I THINK ABOUT IT INSOME WAYS AS
MEASURE,ACT,AUTOMATE. POWER BI ALLOWS YOU TO UNDERSTAND AND MEASURE BUSINESS OUTCOMES.POWER APPS ALLOWS YOU TO CREATE EXPERIENCES TO ACT ON THOSE MEASUREMENTS,AND YOU CAN AUTOMATE BUSINESS PROCESSES WITH
MICROSOFT FLOW,AND AS I SAID BEFORE,THIS IS A CONNECTED PLATFORM THAT ISNOW, YOU KNOW, SORT OF PART OF AND BUILT INTO BOTHOFFICE 365 AND DYNAMICS 365
ON TOP,BUT CONNECTED DOWN TO AZURE BENEATH AND SO YOU’VE GOT THIS LOW CODE,NOCODE HIGHLY EFFECTIVE PLATFORM FOR CUSTOMIZATION ANDEXTENSIBILITY BUTWITH NO CLIFFS. YOU CAN ALWAYS DROP DOWN INTO AZURE FUNCTIONS,AZURE APP SERVICE,LOGIC APPS AND PULL ALL
OF THAT TECHNOLOGY BACK UP INTO THE POWER PLATFORM TO THEN INJECT INTO THESEBUSINESS APPLICATIONS.AND SO, TO TAKE IT A LITTLE BIT DEEPER LOOK AT POWER APPS,I’M GOING TO HAVE RYAN CUNNINGHAM COME OUT AND SHOW HOW THAT PARTICULAR POLARIS POWER APP WAS
CREATED INSIDE OF DYNAMICS 365.WELCOME,RYAN.>> GOOD MORNING,EVERYBODY.SO, I WANT TO ZOOM IN ON POWER APPS HERE AND WE’VE BEEN SEEING IT ALL MORNING. WE SAW IT AT TALENT,WE SAW IT IN FINANCE AND OPERATIONS,IT IS
THROUGHOUT DYNAMICS 365,THE PLATFORM WE’RE USING TO CUSTOMIZE AND EXTEND BUSINESS APPS.I WANT TO LOOK AT THIS THROUGH THELENS OF THIS AWESOME PROGRAM WE’VE BEEN TALKING ABOUT,THE POLARIS OWNED UNIT PROGRAM,POU.I DON’T KNOW WHAT YOUR EXPERIENCE WAS SHOWING UP AT YOUR COMPANY ON DAY ONE.I CAME TO MICROSOFT,THEY HANDED
ME A T-SHIRT AND A WATER BOTTLE.I WAS EXCITED TO BE HERE,BUT COME ON, YOU WALK INTOTHEY SAY,TAKE HOME ONE OF THESE
BAD BOYS.BUT FULFILLING THAT PROGRAM,THAT’S NONTRIVIAL.YOU’RE TALKING12,000 EMPLOYEES GLOBALLY ACROSS DOZENS OF CORPORATE LOCATIONS, ACROSS MULTIPLE CONTINENTS,THEY CAN CHOOSE FROM MULTIPLE RANGES OF PRODUCTS,IT COULD BE THIS RANGER, IT COULD BE ASNOW MOBILE,A MOTORCYCLE, THE LEVEL OF EMPLOYEE YOU ARE,IT’S TO THE
JUST FOR NEW EMPLOYEES,THE LEVEL OF EMPLOYEE YOU ARE DEPENDS ON THE BENEFIT AND THE TERMS YOU CAN GET.FULFILLING THIS THING,A LOT MORE COMPLICATED THAN HANDING OUT T-SHIRTS AND WATER BOTTLES,RIGHT, WHICH IS WHY — BUT THIS IS WHY POLARIS IS A LEADER IN THEIR SPACE, BECAUSE THEY UNDERSTAND THAT EMPLOYEES WHO ARE PASSIONATE AND CONNECT WITH THEIR FANS ARE BETTER EMPLOYEES. ANDSO IT’S WORTH DOING.BUT I THINK AS A CATEGORY — A ROOM FULL OF BUSINESS APPLICATIONS PEOPLE,WE CAN IMAGINE HOW A PROCESS LIKE THAT WAS CLASSICALLY MANAGED.THERE’S PROBABLY AN INTRANET SOMEWHERE,AN FAQ DOCUMENT YOU DOWNLOAD,A SERIES OF SPREADSHEETS AND E-MAILS AND PROCESSES IN PLACE.IN FACT,MORE THAN ONE EMPLOYEE DEDICATED TOFULFILLING THIS WHOLE PROGRAM.BUT I ALSO THINK, AS A ROOMFUL OF BUSINESS APPLICATIONS PEOPLE,WE CAN IMAGINE A BETTER WAY. WE CAN LOOK AT THE IDEAL FORM OF THIS PROCESS.WE CAN LOOK AT THE KINDSOF EXPERIENCES DELIVERING THE KINDS
OF — THE SAME KIND OF RIGOR AND
PRECISION AND DEPTH AND INTELLIGENCE TO OUR EMPLOYEES THAT WE DELIVER TO OUR END CUSTOMERS,RIGHT?YOU KNOW, I WANT TO BE AS A POLARIS EMPLOYEE TO COME TO A BEAUTIFUL WEB PAGE AND BE ABLE TO CHECK OUT ALL THE DETAILS OF THIS AWESOME RANGER AND GET ALL THE SPECS.I WANT TO BE ABLE TO ORDER IT INTERNALLY AND HAVE MANY OF THOSE SORT OF INTERNAL EMPLOYEE FACING PROCESSES DONEFORME OUT
OF THE BOX.I WANT TO AUTOMATICALLY CHECK OUR ELIGIBILITY,AUTOMATICALLY BEEN APPROVED FOR IT.GIVE ME THE STEPS THAT I NEED TO
FOLLOW AND HELP ME CHECK THEM OFF,EVEN BRING BOT TECHNOLOGY INTO EMPLOYEE FACING EXPERIENCES.DON’T MAKE ME READ THAT BIG FAQ DOCUMENT.JUST LET ME ASK, HOW LONGWILL IT TAKE TO GET THIS UNIT ANDPASS THAT OFF AND HAVE A QUO
QUERY OVER THAT INFORMATION AND BRING THAT DATA BACK AND EVEN MAKE THIS EXPERIENCE SOCIAL AND MAKE A FEEDBACK LOOP.LET ME GO RECORD MY FEEDBACK WITH THIS PRODUCT AND EXPERIENCE
AND BRING IN ALL THE INFORMATION
ABOUT EVERYBODY ELSE IN MY ORGANIZATION WHO IS DOING THAT.WHY DON’T WE DO THIS FOR MORE EMPLOYEEFACING APPS?WHYNOT?THERE’S A CLASSIC REASON WHY NOT.BECAUSE IF YOU’RE SITTING HERE AS A BUSINESS APPLICATIONS PERSON AND LOOKING AT THIS THROUGH THE LENS OF BUILDING A TRADITIONAL APP,BUILDINGTHIS KIND OF REQUIREMENTS DOCUMENT IN
YOUR MIND,IT’S COMPLICATED.IT’S NOT TRIVIAL FROM A SOFTWARE
PERSPECTIVE.WE GOT TO LOOK AT YOUR EMPLOYEE DATABASE AND GET TO YOUR PRODUCT
DATABASE AND FIGURE OUT WHATYOUR INVENTORY IS LIKE AND THEN WE GOT TO PUTTHAT TOGETHER AND FIGURE OUT AZUREA.D. IT’S AN INTERNAL FACING THING.AND CLASSICALLY,THIS WOULD MEAN
A REQUIREMENTS DOCUMENT THISLONG AND AN RFP PROCESS AND WE’D
GO THROUGH THIS PROCESS FOR MONTHS.THAT’S WHY WE’RE NOT CHANGING THESE THINGS,BECAUSE A LOT OF THEM,YOU KNOW,IN THE CASE OF POLARIS,HEY,YOU WANT ONE OF THESE, YOU’RE GOING TO FIGURE OUT THE PROCESS NO MATTER WHAT IT LOOKS LIKE.YOU’RE GOING TO FIGURE IT OUT.BUT THAT ATTITUDE,YOU’RE GOING TO FIGURE IT OUT,IS SOMETHING THAT WEEMBRACE TOO OFTEN HERE IN BUSINESS APPLICATIONS AND WE ARE CHANGING FUNDAMENTALLY. THIS IS WHAT JAMES TALKED ABOUT IN THE BEGINNING.87 FIELDS TO FILL OUT A NEW OPPORTUNITY.THEY’LL FIGURE IT OUT.WALK ACROSS THE WAREHOUSE FOR TEN MINUTES JUST TO USE A TERMINAL TO INPUT INFORMATION ABOUT A WORK ORDER.THEY’LL FIGURE ITOUT.WE GOT TO WIPE ALL OF THAT OUT OF OUR MINDS AND RETHINK HOWWE BUILD EMPLOYEE FACING EXPERIENCES BECAUSE THIS IS NOT A COMPLEX PROJECT IN A SILO. YOU’RE LOOKING AT A POWER APP.THIS WAS BUILT WITH LOW CODE AND
HIGH PRODUCTIVITY.THIS WAS BUILT ON A PLATFORM THAT ALREADY IS CONNECTED TO ALL
THIS DATA AND INFORMATION. YOU’VE SEEN IT ALL MORNING LONG. WHEN YOU’RE USINGTHIS PLATFORM,WE ALREADY KNOW ABOUT YOUR EMPLOYEES. WE KNOW WHO’S STARTING NEXT MONTH. WE KNOW WHAT PRODUCTS YOU OFFER. WE KNOW WHAT THEIR AVAILABILITY IS IN THEWAREHOUSE.ALL THAT INFORMATION IS AT YOUR FINGERTIPS AND IF IT’S NOT IN THIS SYSTEM,IT’S A LIST OF 200-PLUS CONNECTORS THAT ARE MAKING IT EASY TO GET AT AND THAT FUNDAMENTALLY UNDERLIES ALL
THE APPLICATIONS THAT YOU’RE USING AND BUILDING.WHEREI CAN THEN FLIP AROUND TO THE BACK OF THIS PROCESS,I CAN LOOK AT THE MANAGEMENT VIEW BECAUSE POWER APPS IS NOW THE PLATFORM THAT POWERSALL OF THESE DYNAMICS APPLICATIONS NATIVELY, SALES,SERVICE,MARKETING,FIELD SERVICE BUILT ON THIS PLATFORM AND ON THE SAME
PLATFORM THAT’S EXTENSIBLE TO BUILD YOUR OWN APPLICATIONS.YOU KNOW,THERE IS NO APP FORMANAGING THIS EMPLOYEE POWER SPORTS VEHICLE PROGRAM BUT WE CAN BUILD IT WITH ALL THESAME TOOLS.WE CAN WALK THROUGH THIS PROCESS
FROM A MANAGEMENT VIEW AND KEEP EMPLOYEES ON THE RAILS AND BUILD
ALL OF THE SAME INTELLIGENCE OUT
OF THAT.THIS IS ALL OFDYNAMICS 365,IT’S ALSO UNDER ALL OF OFFICE 365,SO I CAN TAKE THOSE EXPERIENCES AND NOT JUST CUSTOMIZE TALENT OR FIELD SERVICE,I CAN PUT THEM IN SHAREPOINT.I CAN PUTTHEMIN TEAMS. LET’S GO POP INTO POWER APPS AND TEAMS HERE AND SEARCH FOR THIS POU BENEFIT PROGRAM AND ADD THIS
TO A TEAMS TAB.I’VE MADE THIS PROCESS SO MUCH MORE THAN JUST A BETTER REQUEST PROCESS.I’VE MADE IT SOCIAL, I’VEBROUGHT IT TO THE POINT OF FEEDBACK WHERE EMPLOYEES ARE DISCUSSING THIS. I CAN USE IT INALL THESAME WAYS RIGHT HERE AND THAT IS POWERFUL. BUT THERE’S MORE GOING ONHERE THAN JUSTCUSTOMIZING OFFICE AND
CUSTOMIZING DYNAMICS.THIS IS ALSO ABOUT FUNDAMENTALLY MOBILIZING AND BUILDING STAND-ALONE APPLICATIONS.BECAUSE I DON’T WANT TO JUST DO FEEDBACK ABOUT THIS UNIT WHILE I’M SITTING AT MY DESK.I’M ALSO OUT THERE USING IT IN THE FIELD ALL YEARLONG AND I’M GETTING ALL THESE GREAT EXPERIENCES WITH IT AS AN EMPLOYEE.AND SO WE WANT TO MAKE THAT PROCESS MOBILE.NOW FOR THOSE OF YOU WHO ARE A LITTLE SKEPTICAL, HOW FAST IS POWER APPS REALLY,WHAT CAN YOU REALLYDO HERE.I WANT TO START BUILDING FROM SCRATCH.THIS IS A BRAND-NEW PROJECT.AND YOU’LL NOTICE THATPOWER APPS AT FIRST BLUSH LOOKS A LOT LIKE POWERPOINT.THIS IS NOT A HIGH CODE ENVIRONMENT AT ALL.I CAN POP IN AN IMAGE,I CAN POP
IN A BUTTON,I CAN GO DRAG IT TO
WHERE I WANT.I’VE GOT FULL CREATIVE FREEDOM ON THIS CANVAS,THIS IS NOT JUST
AN ON RAILSDECLARATIVE EXPERIENCE. I CAN GO MAKETHIS THE FEEDBACK BUTTON. AND I CAN EVEN PUT AN ARBITRARY TEXT.ALL OF MY OFFICE SKILLS APPLY THAT MY USERS HAVE BEEN BUILDING UP OVER TIME,JUST COLORS,FONT SIZES, IT’S ALL VERYFRIENDLY AND FAMILIAR HERE.BUT THE THING IS,THIS IS NOT JUST STATICTEXT.I CAN TYPE IN IT, I CAN GOSAY, HELLO,THAT’S VERY EASY, BUT YOU’LL NOTICE AS I’M DOING THAT, WHAT WE’RE DOING BEHIND THE SCENES IS SILENTLY UPDATING THIS
EXCEL LANGUAGE AT THE TOP OF THE
SCREEN. IN FACT,EVERY SINGLE PROPERTY OF EVERY SINGLE THING IN THIS APPLICATION IS GOVERNED IN A LANGUAGE THAT MILLIONS AND MILLIONS OF PEOPLE ALREADY SPEAK AND UNDERSTAND.WE HONOR IS ENTIRE EXCEL SYNTAX HERE AND WE’VE ADDED TO IT A LITTLE BIT TO MAKE BUILDING APPLICATIONS EASY.SO NOW I’M GOING TO DO SOMETHING
REALLY POWERFUL WITH JUST ONE LINE OF AN EXCEL EXPRESSION. I’M GROWING TOPULL IN ALL THE DATA I KNOW ABOUT THIS EMPLOYEE FROM OFFICE 365.I JUST DID A COMPLEX INTEGRATION
THERE AND ALL IT TOOK ME WAS TYPING ONE SIMPLE EXPRESSION. AND I CAN APPLY THAT TO BRINGING IN ALL OF THIS DATA FROM ACROSS MY APPLICATIONS.I CAN GO ADDSOURCES FROM LITERALLY200 AND MORE DIFFERENT PLACES.EVERYTHING FROM ADOBE TOZENDESK, WE LIKE TOSAY.ALL OF OFFICE AND DYNAMICS AND IF IT’S NOT IN THIS LIST,YOU CAN PUT IT HERE.YOU CAN ADD YOUR OWN CUSTOM CONNECTIONS, EVEN GET IT ON PREM
DATA SOURCES, THERE’S JUST SO MUCH RICHNESS AND HEAD ROOM FOR WHAT’S POSSIBLE.OF COURSEI CAN DO MORE THAN JUST TEXT BOXES AND BUTTONS AS WELL.I CAN BRING IN RICH CONTROLS TO MAKE THIS THING LOOK LIKE WHAT I
WANT IT TO LOOK LIKE.I CANFORMAT THESE EXACTLY LIKE I WOULD ANY OTHER THING IN A POWERPOINT DOCUMENT BUT AGAIN, THESE ARE ALL BINDABLE TO DATA SO I CAN GO MAKE THIS THING LOOK
EXACTLY LIKE WHAT I WANT IT TO LOOK LIKE, AND THEN I CAN CONNECT IT AND THAT IS PART OF THE POWER OF THIS PLATFORM. I CAN SAY,HEY,LET’S GO POINT THIS AT THE VEHICLE REQUEST.LET’S GO SEE WHAT RYAN HAS REQUESTED AND I HAVE ALL OF THE ABILITY TO WORK WITH ALL THE DATA ON THIS VEHICLE REQUEST I REQUESTED A RANGER,BOTH THROUGH
THESENICE POINT AND CLICK EXPERIENCES HERE BUT ALSO THROUGH MY NICE FORMULA BAR.I CAN PULL THE IMAGE IN WITH AUTO COMPLETE AND NOW I KNOW WHAT RYAN HASORDERED AND I CAN PULL THIS THROUGH REALLY QUICKLY.WE WANT TO COLLECT FEEDBACK ABOUT THIS PROCESS AS WELL.WE DON’T WANT TO JUST MAKE NICE BUTTONS SO I CAN ADD A SCREEN AND I CAN CONNECT RICH FORMS TO DATA,PULL IN THIS FEEDBACK REQUEST FROM THE COMMON DATA SERVICE AND I CAN ADD ALL KINDS OF THINGS HERE FROM MY FEEDBACK REQUEST.I’VE GOT THIS NICE QUICK FEEDBACK OPTION THAT SORT OF PREFILLS SOME OPTIONS.I’VE GOT A RATING.I’VE GOT COMMENTS,I CAN LIGHT THIS THING UP AND MAKE JUST THE SUBSET OF THE EXPERIENCE THAT MY
EMPLOYEES NEED AND OF COURSE I GET GREAT CONTROLS OUT OF THE BOX BUT I CAN CHANGE THEM,MAKE IT A STAR RATING SLIDER. I ALREADY KNOW THERE ARE CERTAIN NUMBERS OF THINGS I WANT TO FILL OUT HERE.THIS IS A GREAT EXPERIENCE. BUT IT’SSTILL A FORMS EXPERIENCE. I WANT TO TAKE ADVANTAGE OF THERICHNESS OF THIS DEVICE.I WANT TO SAY,HEY, LET’S START TO PUT IN SOME CAMERA CONTROLS.LET’S TAKE ADVANTAGE OF THE FACT
THAT OUR EMPLOYEES HAVE GREAT CAMERAS.HI,MOM.WE’VE GOT EVERYBODY HERE,AND LET’S ALSO TAKE ADVANTAGE OF THE
FACT THAT THIS DEVICE CAN DO TOUCH AND INPUT.LET’S NOT MAKE THAT A BLUE BACKGROUND.AND WE’LL DRAG THIS THING RIGHT OVER HERE. I CAN BUILD ALL OF A SUDDEN AN INCREDIBLY RICH APPLICATION.AND NOT ONLY THAT, I’M CONNECTING IT TO DEVICE CAPABILITIES, DATA SOURCES,WE’VE ALREADYINTEGRATED OFFICE AND DYNAMICS,THE COMMON DATA SERVICE.I CAN BACK THIS WITH INTELLIGENCE. I CAN USE MICROSOFT FLOW TO SAY EVERY TIME A FEEDBACK COMMENT IS ORDERED,LET’SGO RUN AZURE COGNITIVE SERVICES OVER IT.LET’S GO PULL SENTIMENT OUT OF THATTEXT AND DETECT KEY PHRASES OUT OF THAT TEXT AND ITERATE OVER THEM AND ENRICH THAT SAME RECORD BACK IN THE COMMON DATA SERVICE AND THEN BASED ON THE SENTIMENT WE’VE DETECTED,LET’S GO LOOK UP THE PRODUCT MANAGERFOR THAT PARTICULAR VEHICLE AND NOTIFY THEM IF AN EMPLOYEE IS OUT THERE IN THE FIELD HAVING AN
EXPERIENCE WITH A PRODUCT THAT THEY WANT TO GIVE FEEDBACK ABOUT. AND ALL OF A SUDDEN,WHAT STARTED WITH A COUPLE OF PHOTOS AND IMAGES ANDBUTTONS, LITERALLYSECONDS AGO, IS NOW A COMPLETELY STRFRMED PROCESS WHERE AS AN EMPLOYEE,I CAN GO GRAB MY MOBILEDEVICE HERE, WHEN
I’M OUT IN THE FIELD USING MY RANGER.SWITCH TO THE MOBILE DEVICE.BATTERY LIFE IS HARD.I’VE GOT MY AMAZING LONG POWER CABLE HERE.BUT I CAN POP IN AND SAY,I WANT
TO SEND FEEDBACK ABOUT MY RANGER.AND I WANT TOTAKE A PHOTO.I’VE PUT JUST A LITTLE BIT MORE LOVE INTO THIS APP THAN WHAT YOU
SAW ME DO.THIS LIGHT BAR WE INSTALLED A LITTLE BIT AGO,IT’S GREAT BUT AS I WAS RUNNING OVER ALL THESE TRAILS,I STARTED TO SEE THIS PARTICULARBOLT LOOSEN A LITTLE BIT.AND I’M GOING TO GO COMMIT THAT AND SEND THAT FEEDBACKOFF.RIGHT? AND SO NOW WE’RE TAKING WHAT WAS JUST A PROGRAMABOUT MAKING EMPLOYEES FEEL BETTER AND WE’RETURNING IT INTO FUNDAMENTALLY A FEEDBACK LOOP. NOW WE’RE CAPTURING ALL THIS INFORMATION AND NOW WE HAVE ALL THIS RICH CONTACT BECAUSE WHAT WE CAN’T DO WITH OUR END CUSTOMERS,NECESSARILY,BUT WE CAN DO WITH OUR COWORKERS AND REACH OUT AND TALK TO THEM.RIGHT NOW,EVERY PRODUCT MANAGER
CAN GO SAY,HEY,LET ME GO LOOK FOR JUST NEGATIVE SENTIMENT IN THIS POWER BI DASHBOARD AGAINST THE PRODUCT THAT I PARTICULARLY MANAGE AND POP IN AND SEE THAT,OKAY, RYAN HAD AN ISSUE WITH THE
LIGHT BAR AND AGAIN,THIS IS A POWER APP EMBEDDED IN POWER BI,CONNECTED TO ALL THESE DATA SOURCES,I CAN GO PLAN A MEETINGWITH RYAN,SCHEDULE AN INTERVIEW
ON ANOUTLOOK CALENDAR JUST LIKE
THAT.SO WE’RE BRINGING ALL OF THESE THINGS TOGETHER INA REALLY VISCERAL WAY,A WAY THAT IS TRANSFORMING BUSINESSES AROUND THE WORLD.AND THIS IS HAPPENING AT POLARIS AND HUNDREDS AND THOUSANDS OF ORGANIZATIONS AND IT CAN HAPPEN AT YOURS AS WELL. THANK YOU VERY MUCH.>>THANK YOU, RYAN.THIS,TO POWER PLATFORM TO ME HAS BEEN ONE OF THE MOST SURPRISING GROWTH AREAS.THE NUMBER OF CUSTOMERS WHO HAVE
SORTOFATTACHED A POWER BI, POWER APPS AND MICROSOFT FLOW TO
START ATTACKING THESE APPLICATIONS IS THAT THAT’S HAVE
NEVERBEEN ABLE TO BE BUILT BECAUSE IT WAS TOO COMPLICATED AND PRETTY STUNNING.WHAT MY EXPERIENCE HAS BEEN IS THAT ONCE ONE APPLICATION WITH POWER APPS GETS BUILT IN AN ORGANIZATION,IT’S ALMOST LIKE FISSION. THEAPP GETS BUILT,A BUNCH OF USERS SHOW UP AND START USING THE APP, THEY GET MORE IDEAS ABOUT THE NEXT APP AND IT TAKES OFF LIKE WILD FIRE INSIDE OF AN ORGANIZATION SO IF YOU’VENOT HAD THE OPPORTUNITY TO PLAY WITH
POWER APPS,TO PLAY WITH MICROSOFT FLOW, POWER BI,REM ENCOURAGE IT.IT ISA VEHICLE FORFUNDAMENTALLY CHANGING BUSINESS PROCESSES INSIDE OF YOUR ORGANIZATION AND DOING IT AT A PACE THAT WAS NEVER BEFORE POSSIBLE.AND ONE OF THE THINGS THAT I SAID EARLIER AND I’LL REITERATE HERE IS THAT IT’S SORT OF ACLIFFLESS EXPERIENCE.BUILT INTO POWER APPS IS A NATIVE UNDERSTANDING OF AZURE FUNCTIONS,LOGIC APPS,APP SERVICE, AND SO THE ABILITY TO SORT OF CREATE APIs,FOR EXAMPLE,THAT WRAP COMPLEX BUSINESS LOGIC ANDMAKE THOSE AVAILABLE AS BUILDING BLOCKS INSIDE OF POWER APDS IS SORTOF A NATIVE PART OF THAT EXPERIENCE
AND SO AN INCREDIBLY EFFICIENT,EFFECTIVEMECHANISM FOR RAPID APPLICATION DEVELOPMENT BUT BACKED BY ALL THE DEPTH AND POWER OFAZURE.SO,THATTAKES US THROUGH MYPART OF THE PRESENTATION.I WANT TO LEAVE YOU WITH THE INSIGHT THAT WE ARE NOWHERE NEAR
DONE.IN FACT, WE’RE REALLY ONLY GETTINGSTARTED WITH THEINNOVATION AROUND DYNAMICS 365 AND THE POWER PLATFORM.NEXT MONDAY,WE RELEASE OUR OCTOBER RELEASE, OUR AUTUMN RELEASE OFDYNAMICS 365, THE POWER PLATFORM,OVER 400 NEW CAPABILITIES AND YOU’LL SEE THAT PACE OF INNOVATION HAPPENING MONTH AFTER MONTH AFTER MONTH WITH THIS PLATFORM AND SO THE TEAM IS ON A TEAR,AS IT RELATES
TO JUST SORT OF DELIVERING INNOVATION ACROSS MODERN UNIFIED
ADAPTABLE AND INTELLIGENT, WHICH
ULTIMATELY IS WHATCHARACTERIZES THE DYNAMICS 365 FAMILY AND THE CONTEXT OF THELARGER MICROSOFT CLOUD BACKED BY THE POWER PLATFORM.SO, NEXT,I’M GOING TO HAVE ALYSA TAYLOR JOIN BACK ON STAGE AND TAKE US THROUGH HOW A NUMBER
OF INDUSTRIES ARE LEVERAGING DYNAMICS AND THE POWER PLATFORM TO TRANSFORM THEIR BUSINESSES.THANK YOU.>>THANK YOU,JAMES.THANKYOU. WHATAN INCREDIBLE DEMONSTRATION THAT WE SAW ACROSS POLARIS AND EVERY FACET OF THEIR BUSINESS.STARTING TO USE TECHNOLOGY TO INNOVATE.AND IT’S REALLY THE SOLUTIONS THAT EACH ONE OF YOU BRING TO LIFE THATMAKES THIS POSSIBLE,AND IT’S INCREDIBLE BECAUSE IF YOU THINK ABOUT WHERE WEUSED TO
BE WITH CRM AND ERP,WE’RE IN SUCH AFUNDAMENTALLY DIFFERENT PLACE TODAY,AND I TALKED ABOUT AT THE BEGINNING,WE SEE A NUMBER OF COMPANIES ACROSS ALL INDUSTRIES DOING THE SAME TYPE OF INNOVATION THAT WE SEE WITH POLARIS.AND SO WHAT I WANT TO DO TODAY AND FOR THE END OF THIS SESSION,IS REALLY HIGHLIGHT THREE INDUSTRIES.SO THE FIRST BEING MANUFACTURING
AND THEN WE’LL TALK A LITTLE BIT
ABOUT RETAIL AND THEN WE’LL MOVE
INTO HEALTH CARE AND WE’VE GOT A
SPECIAL GUEST JOINING US.AND SO,AS I TALKED ABOUT IN THE
BEGINNING,ALL INDUSTRIES ARE IN
TRANSITION,AND MANUFACTURING IS
ONE IN PARTICULAR WHERE WE’VE SEEN JUST LIKE THE FIRSTAND THE SECOND INDUSTRIAL REVOLUTION,REALLY CHANGE MANUFACTURING,THE
DIGITAL REVOLUTION IS DOING THE SAME THING. IT’S ALLOWING MANUFACTURINGORGANIZATIONS TO CREATE CONNECTED,AUTOMATED,INTELLIGENT TOOLS THATWORK TOGETHER TO CREATE FUNDAMENTALLY
NEWPRODUCTS.AND ONE OF THE CUSTOMERS THAT I WANTED TO HIGHLIGHT THROUGH THE LENS OF HOW THEY’RE TRANSFORMING
IS McDONALD MILLER.AND McDONALD MILLER IS A FACILITIES MANAGEMENT COMPANY.THEY’RE LOCATED IN SEATTLE,MYHOMETOWN,AND THEY HAVE SET OUT TO FUNDAMENTALLY CHANGE HOW YOU BUILD BUILDINGS,SO THEY BUILD THEM NOT ONLY WITH CEMENT BUT ALSOWITH DATA.AND I SAY THAT VERY INTENTIONALLY,BECAUSE WHAT MACDONALD-MILLER REALIZED WAS THAT TO BE ABLE TO CONSTRUCT BUILDINGS IS ONE THING BUT THEN TO BE ABLE TO MAINTAIN THEM AND SERVICE THEM WAS VERY COST PROHIBITIVEBECAUSE ALL OF THE SYSTEMS WERE INTERCONNECTED SO THE ABILITY TO MANAGE THE HVAC, THE WATER,ALL OF THE KIND OF DIFFERENT INS AND OUT OF A BUILDING WITHOUT HAVING INSIGHT INTO HOW THOSE SYSTEMS WEREFUNCTIONING WAS VERY DIFFICULT, AND SO THEY SET OUT TO CREATETHE WORLD’S BEST SMARTBUILDINGS
SO THEY COULD PREDICT PROBLEMS BEFORE THEY ACTUALLY CAME TO FRUITION.AND SO I THOUGHT IT WOULD BE BEST FOR US TO HEARFROM MACDONALD-MILLER DIRECTLY ABOUT THEIR STORY.SO IF WE COULD ROLL THE VIDEO.>>ANDSO WITH DYNAMICS 365 AND AZURE IoT,THEY’RE ENABLING THIS
NEW LINE OF SMARTBUSINESSES.I ALSO TALKED ABOUT RETAILAT THE BEGINNING.AND THE SHIFT FROM NEEDING HIGHLY PERSONALIZED EXPERIENCES BOTH IN A DIGITAL ENVIRONMENT BUT THEN ALSO IN THEPHYSICAL STORE. BUT RETAIL ALSO IS GOING THROUGH ANOTHER EVOLUTION OF HOW DO YOU BRING VERYTAILORED,RELEVANT EXPERIENCES TO CUSTOMERS AS WELL.AND SO ONE EXAMPLE THAT I WANTED
TO HIGHLIGHT IS 24 HOUR FITNESS.AND FOR THOSE OF YOU THAT MAY OR
MAY NOT KNOW THEM,THEY’RE ACTUALLY ONE OF THE LEADING FITNESS INSTITUTIONS.THEY’VE BEEN AROUND FOR 30 YEARS,AND THEY SET OUTON A JOURNEY TO THINK ABOUT HOW THEY WOULD ENGAGE CUSTOMERS BEFORE THEY WERE EVER KNOWN AND THEN BRINGTHAT ALL THE WAY INTO HOW YOURETAIN CUSTOMERS IN THE ACTUAL GYM.AND SO AS MANY OF YOU KNOW,LOTS OF PEOPLE SIGN UP FOR GYM MEMBERSHIPS. THEY VERY RARELY SHOW UP AND THEY ALSO DROP QUITE FREQUENTLY.THERE’S A VERY HIGH TOEFR.AND SO WITH THE ADOBE AND THEMICROSOFT PARTNERSHIP, 24 HOUR FITNESS DEEPLY CONNECTED THEIR MARKETS AND SALES ASSETS TO BE ABLE TO TARGET ANONYMOUS USERS THAT WERESEARCHING FOR GYM MEMBERSHIPS, AND BE ABLE TO NURTURE THEM ALL THE WAY TO BECOMING A LEAD,AND THEN ONCE THEYBECAME A LEAD,ENGAGING THEIR SALES FORCE,UNDERSTANDING THAT NURTURE CYCLE THAT THEY WENT THROUGH,AND THEN PROVIDING
A DIGITAL PLATFORM TO BE ABLE TOHAVE CUSTOMERS VERY EASILY AND QUICKLY SIGN UP. BUT 24 HOUR FITNESS ALSO KNEW THAT, AGAIN,ONCE THEY SIGNED UPTHAT DOESN’T MEAN THEY’RE GOING TO SHOW UP TO THE GYM EVERY DAY SO THEY BROUGHT THAT SAME HIGHLYTAILORED,RELEVANT PERSONALIZED EXPERIENCE INTO THE GYMS THEMSELVES.SO,BEING ABLE TO DIGITALLY RECOGNIZE A CUSTOMER WHEN THEY COME IN AND THEN BE ABLE TO TAILOR THEIR FITNESS GOALS AND CHECK IN PERIODICALLY WITH THEIR
FITNESS GOALS.AND SO BY BEING ABLE TO DO THIS,THEY ACTUALLY SAWA 200 INCREASE NOT ONLY IN THEIR ACQUISITION BUT ALSO IN THE LOYALTY SIDE AS WELL. AND SO THAT WHOLE FACET REALLY HAS ENABLED 24 HOUR FITNESS TO NOT ONLY PROVIDE NEW CUSTOMER EXPERIENCES BUT THEN TO ALSO MAKE SURE THAT THEY WEREMEETING
THEIR PROFIT AND THEIR BOTTOM LINE ASWELL.NOW,THE LAST INDUSTRY THAT I’LL
HIGHLIGHT IS HEALTH CARE.AND SO HEALTH CARE, I WOULD ARGUE,HAS ALSO GONE THROUGH SOME FUNDAMENTALLY MASSIVE CHANGES OVER THE LAST 20 YEARS,AND IT’S NOT JUST ABOUT THE COMPLIANCE AND THE REGULATION,BUT IT’S ALSO ABOUT HOW PATIENTS
WANT TO INTERACT WITH THEIR HEALTH CAREPROVIDERS.SO,IT’S GOING FROM A WORLD OF ACTUALLY COMING IN AND JUST INTERACTING AT THE TIME OF NEED AND THE TIME OF CAREBUT ALSO BEING ABLE TO EXPECT MORE PROACTIVE TYPE SERVICES SO WE’RE
VERYPLEASED TODAY, WE HAVE NORTHWELL HEALTH JOINING US TODAY AND THEY ARE ONE OF THE INNOVATORS IN HEALTH CARE AND THEY’RE DOING THIS IN TWO WAYS. ONE,THEY ARE REIMAGININGHOW ORGANIZATIONS SERVE PATIENTS,BUT THEY ALSO,AS THE ECONOMICS OF HEALTH CARE ARE CHANGING,THEY’RE ALSO WORKING TO BE ABLE TO PROVIDE NEW BUSINESS MODELS SO THAT THE HEALTH CARE ORGANIZATION STAYS VIABLE.AND THEY’VE DONE THIS THROUGH WHAT WE CALL AN INNOVATION CENTER.THIS IS ONE OF THE BEST EXAMPLES THAT I CAN SHARE IN THE HEALTH CARE SPACE,BECAUSE THEY ACTUALLY HAVE A CENTERLOCATED ON THE FACILITY THAT ALLOWS THEM
TO RAPIDLY TEST MANY OF THE THINGS THAT YOU SAWHERE TODAY BEFORE ROLLING IT OUT ACROSS THEORGANIZATION.AND SO WITH THAT, IF YOU WILL JOIN ME,PLEASE,IN WELCOMING THEIR CHIEF INNOVATION TECT,VISH ANANTRAMAN.HI,VISH.THANK YOU SO MUCH FOR JOINING USTODAY.IT’S A PLEASURE TO HAVE YOU HERE.>>MY PLEASURE TO BE HERE AS WELL.>>WHY DON’T WE START WITH, TELL
US A LITTLE BIT ABOUT NORTHWELL AND THE COMMUNITIES THAT YOU SERVE.>>SURE.NORTHWELL HEALTH IS ONE OF THE NATION’SLARGEST HEALTH CARE SYSTEMS.WE SERVE A POPULATION OF ABOUT 11 MILLION PATIENTSIN THE GREATER NEW YORK METROPOLITAN AREA AND REALLYOFFER A SPECTRUM
OF SERVICES, EVERYTHING FROM THE
23 HOSPITALS WE HAVE,INCLUDING CHILDREN’SHOSPITALS AND BEHAVIORAL HEALTH CENTERS TO THE600-PLUS OUTPATIENTFACILITIES WE HAVE.WE HAVE ABOUT68,000 EMPLOYEES, AND EMPLOY NEARLY 4,000 DOCTORS. SO WE REALLY ARE A VERY COMPLEX SYSTEM.>>VERY LARGE.>>IN FACT, OUR FACILITIES DELIVER NEARLY 15 OF ALL BABIES
BORN IN NEW YORK STATE EVERY YEAR.>>THAT’SAMAZING.THAT’S QUITE THE EXPANSIVE REACH
YOU HAVE.>>YEAH.SO BESIDES THE TRADITIONAL FORMS
OF HEALTH CARE,WE ARE ALSO IN THE LAST COUPLE OF YEARS DOING OTHER TYPES OF HEALTH CARE SERVICES, EVERYTHING FROMPREVENTIVE HEALTH CARE TOURGENT
CENTERS TO EVEN 911 SERVICES.>>OKAY.>>NEARLY 50 OF THE CALLS — 911 CALLS IN ONE OF THE LARGEST COUNTIES COMES TO ONE OF OUR HEALTH CARE CENTERS.SOIT’S A VERY INTERESTING ORGANIZATION THAT WE WORK IN.>>ABSOLUTELY.AND AGAIN,WE’RE SO THRILLED THAT YOU’RE HERE TODAY WITH US.ONE OF THE THINGS THAT WE TALKED
A LOT ABOUT IS DATA AND THE USE OF DATA AND I THINK THE HEALTH CARE INDUSTRY IS ONE WHERE YOU HAVE DATA ACROSS MANY DIFFERENT APPLICATIONS,BUT THEN ALSO MANY
DIFFERENT NETWORKS AS WELL.SO, HOW ARE YOU STARTING TO BE ABLE TO AGGREGATE AND UNIFY THAT DATA.>>HEALTH CARE HAS BEEN — IS BEING TRANSFORMED THE LAST COUPLE YEARS,EVER SINCE THE AFFORDABLE CARE ACT WAS PASSED.AND WE REALLY STARTED TO MOVE FROM AN INDUSTRY WHERE WE WERE PAID FOR JUST WHAT’S KNOWN ASFEE FOR SERVICE,FOR THE SERVICES WE PROVIDED,TO SOMETHING THAT WE CALL AS VALUE BASED CARE. NOW,WHAT VALUE BASEDCARE DOES IS WE ARE RESPONSIBLE FOR UNDERSTANDING NOT JUST THE SINGLE EPISODE THAT THE PATIENT IS HERE FOR US,BUT REALLY TRY TO UNDERSTAND THE360-DEGREE VIEW OF THE PATIENT SOWE CAN TAKE CARE OF THE PATIENT EVEN AFTER THEY HAVE LEFT OUR HOSPITALS.THERE’S A CARROT AND STICKAPPROACH THAT ALL OF OUR INSURANCE COMPANIES USE FOR THIS
AND IN SOME WASS WE ARE PENALIZED IF THE PATIENT’S OUTCOMES ARE POOR.IT’S LIKE A WARRANTY.FOR INSTANCE,IF THE PATIENT HAS
HAD A SURGERY AND THEY SHOW UP BACK IN THE HOSPITAL DUE TO AN INFECTION, THEN WE ARE RESPONSIBLE FOR THE ENTIRE COST OF THAT CARE.>>AND I TALKED ABOUT THAT,THE ACTUAL ECONOMICS OF THE HEALTH CARE INDUSTRY ARE CHANGING,SO I
THINK THAT’S A GREAT EXAMPLE.>>YEAH.ABSOLUTELY.AND NOW WE ALSO START TO GET INTO WHAT WE CALL US TAKING RISK
ON THEPATIENT’S FINANCIAL ASPECTS AS WELL,AS IN INSURANCE
COMPANIES ARETELLING US, YOU ARE THE BEST IN TAKING CARE OF THE PATIENTS.TAKE CARE OF THE PATIENT’S ENTIRE CARE FROMWELLNESS TO ILLNESS,SO WE HAVE REALLY STARTED TO BE ABLE TO UNDERSTAND
WHAT’S HAPPENING TO THE PATIENT OUTSIDE THE HOSPITAL,WHAT’S HAPPENING TO THIS PATIENT IN THOSE SYSTEMS THAT TRADITIONALLY
HEALTH CARE HAS NEVER USED SO TRADITIONALLY,HEALTH CARE HAS ALL BEEN ABOUT ELECTRONIC MEDICAL RECORDS AND NOW WE HAVE TO LOOK AT SYSTEMS OUTSIDE OF THAT ANDWORKFLOWS THAT ARE VERY
COMPLEX.SO IN SOME OF THESE CASES,WE ALSO HAVE HAD TO USE PREDICTIVE MODELS TO REALLY BEABLE TO UNDERSTAND WHAT THE RISKS ARE THAT THE PATIENT MAY HAVE.>> I WAS GOING TO ASK.IT’S NOT JUST ABOUT HAVING THAT VIEW OF THE CUSTOMER BUT ACTUALLYTO PROVIDE THAT WELLNESS, YOU HAVE TO DO MORE PREDICTIVE TYPE CARE.>>A GOOD EXAMPLE IS WHEN THE PATIENT LEAVES THE HOSPITAL,ONE OF THEMETRICS WE WANT TO TRACK IS WHETHER THE PATIENT COMES BACK TO THEHOSPITAL OR WHAT’S CALLED A RE-ADMISSION, SO WHAT WE’VE HAD TO DO IS IN REALTIME, BECAUSE THE PATIENT’S CONDITION IS CHANGING DYNAMICALLY,NOT JUST USE A CLINICAL CONDITIONS BUT ALSO SOME OF THE SOCIAL DETERMINANTS OF HEALTH AND PREDICT WHETHER THIS PATIENT IS LIKELY TO COME BACK TO THE HOSPITAL ANDINTERVENE A LITTLE EARLIER TO PROVIDE ADDITIONAL LEVELS OF SERVICES LIKE CARE MANAGEMENT SERVICES OR HAVE PROACTIVELY A DOCTOR ACTUALLY GO
TO THE PATIENT’S HOUSE IN SOME CASES,WHICH IS CHEAPER FOR US THAN THE PATIENT SHOWING BACK IN
THE HOSPITAL.>>ABSOLUTELY.AND SO ONEOF THE THINGS THAT WE
SAW TODAY,RYAN SHOWED US THE POWER PLATFORM AND BEING ABLETO
REALLYDEMOM DEVELOPMENT. I UNDERSTAND ONE OF YOUR DOCTORS BUILT A POWER APP.>>WE STARTED OFF WITH THE WORKFLOWS ARE CHANGING IN OUR HEALTH SYSTEM AND ONE OF THE THINGS WE WANTEDTO DO WAS THAT EVERY HEALTH SYSTEM TRACKS SOMETHING CALLED EXCESS DAYS.SO WHEN A PATIENT IS ESSENTIALLY — EXCESS DAYS IS WHEN THE PATIENT STAYSIN THE HOSPITAL FOR MORE THAN THE TIME THAT THEY SHOULD HAVE STAYED WHICH IS NOT GOOD FOR THE PATIENT AND CERTAINLY NOT GOOD FOR THE HEALTH SYSTEM BECAUSE NOW YOU HAVEA BED THAT’S NOT — THAT’S OCCUPIED BY SOMEONE WHO DOESN’T NEED TO BE THERE.WE SAID,WELL,FROM A PROCESS PERSPECTIVE,WE HAVE SOMETHING CALLED AN INTERDISCIPLINARY ROUNDS WHERE A DOCTOR,A NURSE,AN ADMINISTRATOR, A SOCIALWORKER,GO ON THE FLOORSEVERY DAY AND LOOK AT THE KEYASPECTS OF EVERY PATIENT FOR A COUPLE OF
MINUTES AND THEY WANT TO BE ABLE
TO TRACK SOME OF THE TASKS THAT MAY BE PENDING THAT ARE BARRIERS
TO THE DISCHARGE OF THAT PATIENT.FOR EXAMPLE,THE PATIENT MAY NOT
HAVE TRANSPORTATION AVAILABLE,WHICH IS WHY THEY GOT DELAYED.OR A DOCTOR HASN’T READ SOME RESULT AND WHICH IS WHY THEY ARE
NOT ABLE TO GO THERE.SO WE SAID, WELL,WHY DON’T WE LOOK AT WHETHER WE CAN BUILD THIS VERY QUICK APP USING POWER APPS AND SO WE JUST TOOK ONE OF OUR DOCTORS,HE’S A TECH SAVVY DOCTOR BUT CERTAINLYNOT A CODER
OR DEVELOPER, AND IN A COUPLE OFWEEKS,WHAT WAS VERY INTERESTING WAS WECAME UP WITH SEVERAL PROTOTYPES OF HOW THIS APP MIGHT
LOOK ANDTHAT WAS IMPORTANT BECAUSE WE FOCUSED ON THE PROCESS.WHILE THE DOCTOR WAS DESIGNING THIS FRONT END,WE HAD A DEVELOPER AT THE BACK END WHO LOOKED AT HOW WE USE THE HEALTH CAREACCELERATOR THAT MICROSOFT PROVIDES AS A PART OF THE COMMON
DATA SERVICE, AND INTEGRATE DATA
INREALTIME FROM OUR SYSTEMS,THE ELECTRONIC MEDICAL RECORDS USING FHIR,AND SO EFFECTIVELY, IN A COUPLE OF WEEKS,THIS DOCTOR WHO WAS DESIGNING A NUMBER OF SCREENS HAD ACCESS TO ALL THIS RICH DATA THROUGH THE COMMON DATA SERVICE.>>WITH THE STANDARDS THAT WERE ALREADY PREDEFINED THROUGH THEACCELERATOR.>>ABSOLUTELY.AND SO WHAT WE REALLY STARTED TO
DO WAS NOW WE WERE ABLE TO FOCUS
ON WHAT ELSE DO WE NEED TO DO WITH THIS.SO FOR EXAMPLE,WE INTEGRATED AN
AZURE BOT INSIDE THIS APPLICATION.AND THE REASON FOR THIS WAS VERY
INTERESTING BECAUSE AGAIN, WE FOCUS ON WHAT THE USER NEEDS WERE.THE USER IS ON A SMALL MOBILE SCREEN,YOU CAN READ SOME INFORMATION, HEALTH CARE PRODUCES LARGE AMOUNTS OF DATA SO IN A GIVEN VISIT,THERE’S ALMOST 15,000 DATA POINTS THAT A DOCTOR OR NURSE HAS TO PROCESS SO THEY SAID,WELL,YOU CAN NEVER PUT ALL THOSE 15,000 DATA POINTS ON THE MOBILE SCREEN.WHAT IF YOU HAD A BOT THAT SIMPLY YOU COULD ASKA QUESTION,WHAT’S THE LASTMEDICATION THAT WAS GIVEN FOR THIS PATIENT OR WHAT IS THE SOCIALDETERMINANTS THAT MAY AFFECT THE DISCHARGE.AND SO SUDDENLY,THEY WERE ABLE TO REALLY ACCESS ALL THAT INFORMATION TRAPPED IN THE EMR OR THE MEDICAL RECORDS VERY QUICKLY USING THIS BOT.>>THAT’S AMAZING.AND JUST TO START FROM THE DOCTOR AND THEN TO BE ABLE TO BRIDGE FROM THAT AND I TALKED TO
THE ROOM ABOUT THE INNOVATION CENTER THAT YOU HAVE LOCATED IN NEW YORK.SO, AS YOU’RE WORKING THROUGH THIS INNOVATION CENTER,WHAT’S NEXT?>>ABSOLUTELY. I THINK WHAT WE HAVE — WHAT IS VERY EXCITING FOR US IS HOW THE ENTIRE POWER PLATFORM AND AZURE HASDEMOCRATIZED APP DEVELOPMENT SO WE’RE REALLY ABLE TO BUILD ON THINGS WE’VE DONE AND TAKE IT TO THE NEXT LEVEL.FOR INSTANCE,WE’RE WORKING RIGHT NOW WITH THE HOLOLENS AND JUST LIKE THE EXAMPLE YOU SHOWED EARLIER,WE HAVE,AS I SAID,WE TAKE ALMOST 50OF THE 911 CALLS
IN OUR COMMUNITY,AND SO WE HAVE
OUR FIRST RESPONDERS WHO SOMETIMES HAVE A COMPLEX CASE IN
THE FIELD THAT THEY NEED AN EXPERT DOCTOR IN THE HOSPITAL TO
LOOK AT.SO WE’RE LOOKING AT HOW WE MIGHT
USE SOMETHING LIKE A HOLOLENS TO
REALLY SEE HOW THIS WORKS AND WHAT WE’VE DONE IN THIS INNOVATION CENTER IS SIMULATE REAL WORLD ENVIRONMENTS SO WE HAVE A PATIENT’S BED,WE HAVE THE REAL NETWORKS,WHICH WE HAVE A LOTOFDIGITAL DIRT THAT CAN SIMULATE WHAT CAN BE DONE THERE AND THEN BEFORE WE TAKE IT OUT TO THE FIELD AND THAT’S BEEN A VERY EXCITING EXPERIENCE.>>SO YOU CAN GET OUT OF,AS YOU
SAID, THE DIGITAL DIRT. YOU ARE ABLE TO SORT THROUGH THAT BEFORE YOU ROLL OUT A NEW TECHNOLOGY.>>ABSOLUTELY.>>THAT’S FANTASTIC. VISH,THANK YOU SO MUCH FOR YOUR PARTNERSHIP,AND FOR BEING HERE.>> THANK YOU, ALYSA.>>IT’S A PLEASURE. SO,AS I TALKED ABOUT HEALTH CARE IS A COMPLEX INDUSTRY AND ONE THAT’S CHANGING PRETTY RAPIDLY AND WHAT YOU SAW HERE TODAY WITH NORTHWELL IS THE ABILITY NOT ONLY TO PROVIDE PERSONALIZED EXPERIENCES BUT THEN ALSO HOW TO UNIFY DATA AND HEALTH CARE IS ONE OF THE MORE CHALLENGING INDUSTRIES TO BE ABLE TO DO THAT. AND THEN TO BEABLE TO REASON OVER THAT DATA,IMPLY INTELLIGENCE,AND THEN CREATE NEW SOLUTIONS THAT ACTUALLY ULTIMATELY HELP THE PATIENT,HELP THE ORGANIZATION, AS WELL AS THE CAREGIVERS WITHIN THE NETWORK AS WELL.SO,IT’S REALLY EXCITING TO SEE WHAT NORTHWELL IS DOING AS WELL AS THE CONTINUED INNOVATIONS THAT YOU GUYS BRING TOTHIS INDUSTRY.AND SO WITH THAT,I’M GOING TO WRAP UP FOR TODAY,BECAUSE I HOPE THAT YOU HAVE — YOU ENJOYED THE SESSION, LOTS COVERED TODAY ACROSS ALL OF THE TECHNOLOGIES,DYNAMICS,THE POWER PLATFORM,AND IT’S ULTIMATELY ABOUT THE SOLUTIONS THAT YOU USE TO BRING THIS TO LIFE FOR THE CUSTOMERS AND THE INDUSTRIES THAT YOU SERVE.SO, THANK YOU VERY MUCH, AND ENJOY THE

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