Successful presentations

Best practice for demonstrating

Web interfaces and apps

CAS Partner Management

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The information contained herein may be altered without prior notice. The names and data used
in the examples are fictitious, except where otherwise stated. No part of this document may be
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CAS Software AG, irrespective of the manner or the means, electronic or mechanical, by which
this occurs.
© 2018 CAS Software AG. All rights reserved.
CAS-Weg 1 - 5, 76131 Karlsruhe, http://www.cas-crm.com/
All trademarks are the property of their respective owners.
Disclaimer
No guarantee can be made for the accuracy of the content. Notification of errors would be
appreciated.
January 2018
 Successful presentations Contents

Contents
1 Introduction 4

2 Preparing presentations 4
2.1 Hardware 4

2.2 VMWARE or local system 5

2.3 Operating system 6

2.4 Database 6

2.5 APP emulators 6

2.5.1 Android 6

2.5.2 iOS 7

2.6 Windows 10 App 8

2.7 Outlook integration 9

3 Special preparations for Web and App 10

3.1 Logos + colors 10

3.2 App Designer and DSL 10

4 Tips and tricks 10

4.1 Useful slides for a presentation 11

4.1.1 SmartDesign clients 11

4.1.2 The link logic as unique selling point 12

4.2 Location of the individual clients 13

4.2.1 CAS genesisWorld Web 13

4.2.2 CAS genesisWorld Apps 13

4.2.3 CAS genesisWorld Desktop 13

4.3 Presentation 13

4.4 Roles 14

5 Summary 14

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 Successful presentations Introduction

1 Introduction
Today, it is crucial for the success of a CRM presentation at a prospect to present a mobile and
flexible system. Moreover, it is vital to concentrate on a story instead of just presenting features.
In this document, we collected tips and tricks on how to deliver an excellent presentation using
the SmartDesign technology and CAS CRM Mobile Apps.

2 Preparing presentations
A fast local test environment is an important factor when showing the SmartDesign technology.
Online portals such as demo.cas.de are not suited for presentations, because CAS Software AG
cannot guarantee high availability; this platform is also used by various users at the same time
which may result in unwanted side effects. Furthermore, you will have restrictions with regard to
the interaction of Web, apps and custom data.

2.1 Hardware
The sales team of CAS Software AG mostly uses Lenovo Yoga devices. The devices of the Lenovo
Yoga Series feature state-of-the-art hardware including a pen, a touch screen with a rotating
monitor and a unique keyboard to support you when working mobile, for example, creating visit
reports or operating the laptop with just the touchscreen. We also recommend to take other
mobile devices, iPads or the like, with you in order to show your customers the haptic
difference.

Figure 1: Possible presentation devices

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 Successful presentations Preparing presentations

There are surely more Convertible or Ultrabook devices of other manufacturers which are
comparable in their performance.
We do not recommend typical office laptops with common hard disks and less RAM.
Please also keep in mind that you can present yourself as innovative company when using state-
of-the-art hardware.

2.2 VMWARE or local system

We do not want to make recommendations, but due to the growing consumption of disk space
of virtual machines we began to present everything locally.
Of course, not all content can always be presented on a local system: integrations or solutions of
third-party providers can often only be displayed virtually. Therefore you can decide between
two options.
The VMWARE demo of CAS Software AG and the database can be downloaded from the Partner
Portal.

Figure 2: Presentation systems on the Partner Portal

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 Successful presentations Preparing presentations

2.3 Operating system

Please use only Windows 10 as operating system for presentations. The Windows 10 app can
only be well integrated in a demo scenario on this operating system.

2.4 Database
The currently latest version of the demo database is used as database. You can use all released
MS SQL server versions. The currently latest demo database can be downloaded from the
Partner Portal.

2.5 APP emulators

To show the platform-independent operation of the SmartDesign concept, you can also
integrate iOS and Android quite easily in the demo scenario in addition to the Windows 10 app.
This is not about cost savings for hardware, but rather to be able to show important elements
on the projector during a presentation and make them thus visible for all participants at the
same time.

2.5.1 Android
Many emulators that are available for Android are mainly designed to emulate games. This also
means that ads are regularly displayed. We can recommend the Nox Player
(https://en.bignox.com/).

Figure 3: NoxPlayer with CAS genesisWorld

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 Successful presentations Preparing presentations

To use the emulator, you must either create a Google account or install CAS genesisWorld app as
sideload. The .apk file can be downloaded from the Partner Portal.

You can only show demo.cas.de on the emulator. We do not know of a possibility to call a local
installation. As already explained above, this is rather an option to explain the concept of
SmartDesign at the beginning of your presentation or make a little side note during the
presentation.

The emulator cannot replace the use of physical devices in a demo.

2.5.2 iOS
If you want to include an iOS device in your demo, you can use the very popular TeamViewer
remote maintenance software (https://www.teamviewer.com/en/latest-version/) which is
available since Version 13.

Figure 4: iOS app in the TeamViewer window

In doing so, you can quite easily show the "live" usage of the business card scanner. You also do
not have to replug a physical device during presentation and can avoid problems which often
occur when switching between projector or monitor, or connecting adapters (VGA - Lightning).

Other options would include, for example, the deployment of the "Reflector" app
(http://www.airsquirrels.com/de/reflector/) or the "AirServer" software
(https://www.airserver.com/). You can also use this software to access a local installation.

You can also make a live broadcast via TeamViewer with Android devices.
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 Successful presentations Preparing presentations

2.6 Windows 10 App

You can download the Windows 10 App from the Windows store. As per default, Windows store
apps cannot access the local host, irrespective of whether you enter the server name localhost,
the server name or the IP address.

Figure 5: Windows App in the Microsoft store

You can, however, use a command line operation. Please start the console as administrator
(cmd) and execute the following command line on the application server:
 For CAS genesisWorld x9
CheckNetIsolation.exe LoopbackExempt -a -
n="CASSoftware.CASgenesisWorldX9WindowsApp_r9xn6087wv500"
 For CAS genesisWorld x9 smartDesign App
CheckNetIsolation.exe LoopbackExempt -a -
n="CASSoftware.CASgenesisWorldx9SmartDesign_r9xn6087wv500"

With that, it is then possible to access a local data stock as well as prepared demo data. The
interplay between Web, apps and Desktop client can thus be well shown.
The Windows 10 app is currently the fastest user interface of the SmartDesign client and we
therefore recommend it for presentations.

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 Successful presentations Preparing presentations

2.7 Outlook integration

The flexible Outlook integration of CAS genesisWorld always positively surprises new customers
or prospects and we recommend to always show it live. Unfortunately, experience shows that
this feature is not very often presented, but mostly explained theoretically which often turns out
to be misleading.
Most of the time, the presenter has installed a local Outlook instance but does not want to show
– understandably – his or her "live data".
Outlook supports so-called profiles and you can thus easily set up a locally isolated installation.
You can make settings in the system settings of the e-mail area.

Figure 6: Outlook profile

After you have set up the local profile, Outlook offers you the option to choose between an
office or demo scenario.

To be able to show the integration feature, we have decided to use a local e-mail server. We are
often presenting at locations with a rather unstable Internet connection and working with online
profiles only would be not very helpful. We are therefore using the small and lean hmail
(https://www.hmailserver.com/) program.

This is now used as base for the demo profile (e.g. [email protected], server runs as
IMAP on localhost).

Now, you only must change the access data in the Outlook Addin for CAS genesisWorld BEFORE
you start your presentation; this can be done quite quickly. Additionally, an address contact
should be assigned an e-mail address [email protected] so that the dossier is being
opened in the Outlook sidebar.

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 Successful presentations Special preparations for Web and App

The local e-mail server can also be used together with the CAS genesisWorld e-mail client.

3 Special preparations for Web and App

3.1 Logos + colors

CAS genesisWorld Web can be adjusted to the corporate identity of the prospective customer
and we strongly recommend to use it. You find a guideline on how to do this on the Partner
Portal:
https://partnerportal.cas.de/SmartDesignSDK/gwweb/x9.1.9/sdk/index.html#appnetwork.

3.2 App Designer and DSL

With the App Designer and scripting, you can make comprehensive customizations to CAS
genesisWorld Web and apps. Advanced options offers also the domain specific language (DSL)
which offers you extended programming options.
This includes dashboards, the start screen with the app structure as well as masks and display of
information in tabs.
You find a comprehensive documentation here:
https://partnerportal.cas.de/SmartDesignSDK/gwweb/x9.1.7/sdk/index.html#overview
If anyone in your company needs training in this area, please contact your partner manager. The
same applies to requests for customer projects – here you can also ask our colleagues from
consulting at consulting@cas.
The Scripting function in the App Designer also enables you to make advanced customizations.
Please find a detailed documentation
https://partnerportal.cas.de/SmartDesignSDK/gwweb/x9.1.7/scripting/index.html as well as
documents and webinars in the Partner Portal.

4 Tips and tricks

In the first meeting with the customer, you usually talk about the customer-specific
requirements and focus topics. This appointment is very important to define the agenda for the
presentation and the processes, which have to be shown during the presentation.

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 Successful presentations Tips and tricks

However, especially at expert trade fairs or spontaneous online presentations, you have only
some time to convince a prospect not knowing much about their needs. Here, a skillful start
including some suspense elements can be critical for a successful presentation.

4.1 Useful slides for a presentation

Before starting with the live presentation, we recommend to use some slides to rise anticipation
in your audience and get them involved in your presentation.
In addition to the company presentation slides that include indicators and references we want to
recommend you adding the following slides to your presentation.

4.1.1 SmartDesign clients

Figure 7: SmartDesign slide

First of all, explain to your audience that CAS SmartDesign includes the cross-platform operating
concept of all mobile clients. This includes the CAS Web client and the mobile native apps for
iOS, Android and Windows.
Native apps have the same functions. Currently, the Web client already offers more functions
than the native apps. An exception is the offline option via the so-called caching, with which
marked data records can be made available offline. You can also enter data records offline.
It is important to know these differences to make a clear distinction of these mobile clients with
regard to usage.
You should always illustrate the SmartDesign concept BEFORE starting the presentation. In
doing so, you can already clarify some questions and assume that this knowledge is present in
the following presentation.
If you explain important facts during the presentation, you may mix conceptual and content-
related elements and risk to be misunderstood by the prospective customer.
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 Successful presentations Tips and tricks

4.1.2 The link logic as unique selling point

Figure 8: Link slide

Benefits and added value for CRM can be best illustrated in a slide shortly before you start the
live presentation. Arguments like
 Flexible link options for your processes
 Standard dossier functions for all data objects

 Start of CRM user with his or her role on the respective object
 Quick access, no long searching
 Comprehensive analysis of all links provides huge knowledge

 …
offer great potential for convincing prospective customers.
Ideally, you already explain on of the intended processes with this figure so participants can
already be introduced into the "philosophy" of CAS genesisWorld.
You can find all slides in the partner portal, you find the two latter ones in "Partner Sample
presentation (EN)".

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 Successful presentations Tips and tricks

4.2 Location of the individual clients

4.2.1 CAS genesisWorld Web

The responsive HTML5 client can be both installed as office work place and also as mobile work
place of external locations or from the home office.
The advantage of accessing external locations and/or the home office is that you do not need a
Terminal Server or Citrix.

4.2.2 CAS genesisWorld Apps

You can position the mobile apps as lean and easy access option while on the move. The easily
accessible dossier, card reader or visit reports show only a small climpse of the added values.

4.2.3 CAS genesisWorld Desktop

The Desktop client, of course, is used to map specific – and highly complex – processes in many
acquisition talks and offers many unique selling points.
In addition to the positioning of the mobile clients above, we position the Desktop client as
classic office work place. You can explain complex processes, for example, multi-phase
marketing campaigns or comprehensive project management can be used as strong arguments.
When planning the presentation, you can think about the clients you need when presenting
the different scenarios or requirements.
Even though you focus on the Desktop client during your presentation, do also position the
mobile clients. Scenarios between sales team and office staff are perfect to present a user
story. Here you can demonstrate the interplay showing specific processes.

4.3 Presentation
The results of the first meeting usually define the course of the presentation. During the
meeting, you coordinate your presentation together with the prospective customer. This makes
it hard to describe one general process.
Experience shows that an orientation towards running daily company processes is successful, for
example, creating addresses and tasks. Usually, prospective customers perform these actions in
their daily work, but have never executed them in a CRM system.
The following shows an example process with CAS genesisWorld Web and the apps, without a
claim to comprehensiveness.
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 Successful presentations Summary

 User: Robert Glade

 SmartSearch/Radial menu design concept
 Address wizard/business card app with attachment of prospective customer
 Unternehmensverzeichnis.org directory and Echobot integration
 Plan phone call ("Call prospective customer")
 Activities (Tasks: "Send prospective customer", appointment, "Visit")
 Concept of dossier – Prospective customer and customer address
 Survey: "Visit report"
 Creating opportunities
 Adding products
 Writing and sending offers
 Follow-up (tasks or phone call)
 Reporting ("Sale this week")
 Outlook integration

When talking about requirements for modules like Helpdesk or Project, the process must be
individually adapted.

4.4 Roles
The teamwork of field and office staff is always an important requirement within a company.
Presentation scenarios including different users and clients are thus well received by the
audience.
Therefore you should use the demo users provided in the Demo Database which can be
downloaded in the Partner Portal.

5 Summary
As described in the beginning, this docucment wants to help you when preparing your CAS
genesisWorld presentation. It contains many helpful practical tips from CAS partners.
We are happy to receive your feedback, requests and further suggestions at
[email protected].

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