Office 365 update for June 2018

(Music) Welcome to the Office 365 update for June 2018. In the next few minutes I’ll be giving you a quick rundown of the latest Office 365 updates, with goal of helping you get the most out of the service. Newsflash! New capabilities in any product or service do nobody any good unless people actually use them. For Office 365, one challenge to using new capabilities is knowing they exist and what value they provide. That’s the focus of in this video. Another hurdle, and one I frequently hear from listeners, is training users on how to use Office 365 capabilities, both new and existing, to get work done. While I’ve touched on some great training already available in past videos, and provided links to training resources in the companion blog, there is also news on that front. On May 21st, Microsoft announced Microsoft Training Services, a digital, customized learning service for Office 365 and Windows 10. The training is designed to help customers leverage learning to transform their organizations without investing heavily in training and change management resources. To date, 25 organizations have participated in the pre-pilot phase, helping to develop and test the service, which includes: Customizable, always up-to-date content, experiences right-sized to an organization’s needs, and metrics on training materials users consume and the types of custom playlists they create and share. Microsoft Training Services will be available as a pilot in late July 2018. To be added to the pilot waitlist or to learn more, register at New Outlook features across Windows, Mac, web, and mobile, help you manage your time and keep what matters most front and center. Adding a new meeting or a location for an event just got easier and faster in Outlook for iOS. Even before you start typing, Outlook offers suggestions for your meeting location, including recently used conference rooms and other common locations such as “my office.” Once you start to type in the location field, Outlook suggests options, powered by Bing, and then autocompletes your meeting location with the necessary information, including the full address for public locations. In iOS, Outlook will use your current location, your destination address, and traffic updates to send you a notification to let you know when it is time to leave for your next meeting. Note that this feature will be coming soon to Outlook for Windows. Let’s face it. Some meetings are more important than others. Don’t tell my boss, but one criterion I sometimes use to determine if I’m going to attend a meeting is who else is going to be there. Up until recently, determining who would be attending a meeting could be challenging because meeting invitation responses were only visible to the meeting organizer. Now, Outlook allows you to see the tracked responses and RSVPs for the meetings you’re invited to, even when you’re not the organizer. This insight enables you to better manage your time and decide if you should attend based on the plans of others. For example, if I’m invited to two meetings that overlap, and I can see that one of my colleagues is attending one of the meetings, I could elect to attend the other meeting and then sync with my colleague afterwards. If you are planning a meeting that requires tight control of the attendee list, Outlook now gives you the option to allow or prevent the forwarding of your calendar invitation. Do you collaborate with people in different time zones? I do, every day. That’s why I was thrilled when the Outlook team added more time zone functionality to Outlook. This has become indispensable when I’m planning meetings and looking for “time zone friendly” meeting times. In Windows, you can now display up to three time zones in your calendar grid. Just click on File, then Options, then on the Calendar section. Under Time Zones, you can add whichever Time Zones you would like to see. In Outlook for Mac, you can add one additional Time Zone under Outlook Preferences. Now, at a glance, you can understand what’s happening and when around the globe with Outlook. The April 30th Office Blog post has additional details on all these features, as well as a preview of new features coming soon to Outlook on iOS and Android, including: The ability to sync your drafts folder from your desktop to your mobile device, Office Lens functionality for adding captured whiteboards, documents, and photos directly to new Outlook messages, and the ability to tag your favorite people to keep your key contacts front and center in your mobile search experience, and more. I’ll keep you posted on when these new features become available in future videos. At the May SharePoint Conference in Las Vegas, several exciting features were announced for both SharePoint and OneDrive. Here are some of the highlights. First, improvements in the built-in scan feature in the OneDrive mobile app for both iOS and Android. It’s now accessed from the dedicated icon in the tab bar making it easy to add images, multiple page files, and annotations right to your OneDrive. There’s also improved upload support in OneDrive for Business with automatic uploads for photos and videos captured to your phone’s camera roll. Another new feature is the ability to set and require a password when you share a file or folder with other people. This prevents others from accessing your files if your intended recipient accidentally forwards or shares the link. Note that this feature is independent from the secure external sharing controls managed by IT administrators. In addition, you now have the ability to prevent users from downloading files shared via view-only links. This enables you to share Office documents in the cloud while preventing people from downloading and keeping offline copies. There are several feature enhancements specific to Office 365 Administrators, including the ability to automatically connect and synchronize SharePoint team sites as part of a OneDrive deployment or upgrade process. For all the details and additional news, read the OneDrive blog post I link to in the transcript and resources document. One news item that generated a lot of buzz at the SharePoint Conference was Microsoft’s unveiling SharePoint Spaces. Leveraging Microsoft’s investment in artificial intelligence and mixed reality, SharePoint Spaces are immersive, mixed reality experiences that enables users to view and interact with content from every angle. They can also visualize and manipulate data and product models in real-time. With this innovation, SharePoint will become the first unified content collaboration and services solution to span files, websites, and soon, mixed reality spaces. Customers and partners can apply to be part of an early, limited preview of SharePoint spaces by clicking on the link in the May 21st Microsoft Blog post. The Title Bar has been a fixture in the Windows interface since the first version released to manufacturing 32 years ago. I’m happy to report title bar functionality in Office 365 has taken a huge leap forward in the name of productivity improvement. Click on the title bar and a new drop-down enables you to take several actions, including: quickly re-name the current document, open the document’s location, share the document via an invitation or a link, and quickly access the document’s version history. Truth be told, I sort of stumbled across this hidden gem in the Windows version of Office recently myself. But since doing so, I’ve particularly found the ability to open the document’s location to be a big productivity booster. Give it a try and I’m sure you’ll find how much it can speed up your work. On May 25th of this year, enforcement began on a European privacy law, the General Data Protection Regulation, better known as GDPR. This law imposes new rules on companies, government agencies, non-profits, and other organizations that offer goods and services to people in the European Union, or that collect and analyze data tied to EU residents, regardless of where the organization is physically located. GDPR is obviously a huge topic that we cannot adequately address in the time we have together, but we can at least get you started. One essential step to meeting the GDPR obligations is discovering and controlling what personal data the organization holds and where it resides. Many Office 365 solutions can help you identify and manage access to personal data, including: Data Loss Prevention, Advanced Data Governance, Office 365 eDiscovery, and Customer Lockbox. A second core requirement of the GDPR is protecting personal data against security threats. Current Office 365 features that safeguard data and identify when a data breach occurs include: Advanced Threat Protection, Advanced Security Management, and Office 365 Audit logs. I’ve provided links in the transcript and resources guide to pages in the Microsoft Trust Center that address GDPR and what Microsoft is doing to safeguard individual privacy with the Microsoft Cloud. That’s all we have time for. Remember to send your feedback or success stories to [email protected] I’m Jim Naroski, thanks for watching, and I’ll see you again soon! (Music)

Introducing Office 365 Attack Simulator

(mechanical theme music) – Coming up, we take a look
at the new attack simulator in Office 365 Threat Intelligence, which allows you to run realistic attacks against your environment to determine vulnerability to your users and determine proactive mitigation. The new attack simulator for
Office 365 Threat Intelligence can be found in the
security compliance center under threat management. This takes you to a landing page with three typical cyber attack types. Collectively, we refer to
these as part of a kill chain. Because they’re never used in isolation. They’re often used together
to penetrate an organization. These are the campaigns
inspired by the kinds of tests that our red team of penetration testers perform at Microsoft. It’s a tactic deployed at our proactive assumed breach approach to
discover and fix vulnerability in our environment at Microsoft before they can be exploited. So now you can benefit
from our pan test practices too. You see that we start
with the most common. A spear phishing attack. Where the purpose is to
steal user credentials. You can choose to run this
campaign, for example, among your high profile users such as your CEO and the exec team. Second in the kill chain
is a brute force attack. When many passwords are attempted against a limited set of users. This may be good to test
the password robustness of admin accounts. Third, is a password spray attack. When an outsider attempts
to get into your environment by bombarding it with a single password. This helps you test for
common or weak passwords in use by users that can make
your environment vulnerable. So let me walk you through
how a threat simulator helps you craft an email
phishing attack campaign. The subsequent user experience
and campaign metrics that we generate to give
you first hand insights of specific user behavior. Click on launch attack. And then this takes me
through a step-by-step campaign creation wizard. I’ll give the campaign a name. You can choose one of
two pre-build templates. The tip here is, that of course, the more you adopt a style that is meaningful to your recipients, the more successful your attack will be. I’ll pick target recipients. Now this only lets you select
mail boxes in your tenants. I mentioned before you
might want to choose your high profile users
here for the campaign. A good way to pick users is to go to the Office 365
Threat Intelligence dashboard. To investigate your top targeted users. And have the campaign targets those users. So that through the campaign you can understand what
it is that they are doing that is potentially making them
more vulnerable to attacks. Placing the organization at risk. Next I’m prompted to craft what we want the recipients
to receive in their inbox. You’ll want to choose a
meaningful display name. Something that will look
legitimate to your users. Again, I will use payroll update. Next, select the from field. Here we can use an email address, either internal or external
to your organization. After which, it will help you
craft a phishing email itself. Next I’m prompted to
pick a log on server URL. It will give you a few to choose from. So choose one that best reflects the type of attack you are looking to run. We then want to point to
a campaign landing page, which will alert the user that they’ve been part of
an attack simulation test. By default, we offer you
standard landing page. But if you have one that you typically use for security training on your internet, you can enter this here. And then I choose the subject of my email. I’ll choose a subject that seems normal and genuine by recipients. And now I can edit the body of the email. Tailoring the content with
a rich HTML experience. I can bold words, underline them, change the color or insert images. I’m going to use the HTML
supplied in the template. And you can also paste a HTML code which you created for
a customer experience. In order to make the attack
look as personal as possible, the user name tag in our HTML code will insert the recipient’s
name in the email. Now, we click next. We now ready to launch our
attack and we hit finish. And we will now run the campaign. So now let’s look at
the end user experience. You can see that the
email is in their inbox. It’s from payroll update requesting they update
their account details. When they click on the link,
they’re taken to a log on page. Notice the telltale signs here. It didn’t log me in automatically and it’s not a SSL secured site. Now with the user’s credentials secured, they are redirected to a landing page that we set up earlier. Either the default page or the
custom one that you provided. This makes the user
aware that they were part of a phishing awareness test and failed. This also offers tips on
what to avoid in the future. With the campaign launched to your users, you can look at the campaign results. You can see the total
number of users targeted. Where the campaign was
successful by users. And detail by each
recipient on what they did. Including when they click on the link and how long it actually took
to phish their credentials. All information that you
can use to educate the users to avoid the pitfalls of real attacks. And outside of our phishing campaign, you’ll see that we give you
a similar campaign setup wizard for password spraying and
also for brute force attacks. To help you perform
those attack simulations in your environments. So that was quick overview
of the new attack simulator in Office 365 Threat Intelligence. We will add more and more
attack simulations over time to help you harden your security posture. If you don’t have Office 365
Threat Intelligence today, it’s part of Office 365 E5 and it’s also offered as a stand alone service. You can try it out today
at the link shown. Thanks for watching. (mechanical theme music)

The Twins Challenge: Office 365 vs. Office 2019 – which one will win? (Excel)

[MUSIC]>>You ready to lose?>>We’ll soon find out. [MUSIC]>>All right. Capitals, all 50 states. Alright. All done.>>What? You did all 50? This, I’ve only done Alabama. [MUSIC]>>Yeah, all done.>>You’re all done with what? I’m literally on the first one, so. [MUSIC]>>Just double-check everything here. Okay. We are all done.>>No way. I don’t know how you’re doing it but.>>Can’t tell you all my secrets, man. [MUSIC]>>How’s it going over there?

Office, Catalina, and You

Hey everyone! Paul Bowden here,
from the Office for Mac Engineering Team, here with this week’s video. Now, we’re gonna talk about
Office, Catalina, and you. At this year’s Worldwide
Developers Conference, Apple unveiled macOS 10.15 Catalina, the new name for macOS. I want to go over, in this
video, what that means to you for IT Admins deploying Microsoft Office, how it applies to Office 365, 2019,
and the older generation 2016 product. So, let’s get started! So, Catalina is the name for macOS 10.15. Apple announced that there will be
developer beta seeds available within June, a public beta in July, and Apple expects final,
general availability to the public sometime in the Fall of 2019. So, what impact does 10.15 have on you,
as the Mac Office IT Administrator? First up, our goal is to have full Office
compatibility and production level support on the same day that Apple releases
the general availability of Catalina sometime in the Fall. If you have access to the
Catalina beta seeds today, you can go ahead and install Office. You’ll need a minimum of 16.26,
for either Office 365 or Office 2019. and if you’re using the
older generation 2016 product you need a minimum of 16.16.11. You can get all of those latest downloads
from the ‘’ website. Of course, I wouldn’t
recommend running beta seeds for your mission critical systems, But, for testing purposes,
I think you’ll be pleased with the level of
compatibility you see today, with our existing builds of
Office and 10.15 Catalina. As you may know, Apple requires
notarization for packages and apps when they’re downloaded
outside of the App Store. This is something which is
fairly new in 10.15 Catalina And, what we’re working on streamlining our
notarization process within Insider Builds you may see a few error dialogues. However, be rest assured,
that we’re working away to fix those. And, those will be cleaned up long
before we reach general availability. If you see any inconsistancies or odd
problems when running Office on Catalina, make sure that you send us
feedback via the ‘send-a-smile’ – the smiley face in Word,
Excel, and PowerPoint – In Outlook you can use the ‘Contact
Support’ option on the menu or the question mark icon to send
us a quick piece of feedback. And, through your feedback,
we can make sure to address those issues before Catalina gets released. Last year, we also introduced a
change to our macOS support model, that we will support the current,
in-market version of macOS and the two previous,
major releases of macOS. So, with the coming of macOS 10.15 Catalina that means that we will be removing
support for macOS 10.12 Sierra, once 10.15 gets released. Today, we support 10.14 Mojave, 10.13 High Sierra, and 10.12 Sierra. However, in the Fall of this
year, Apple expects to release the general availability
build of 10.15 Catalina. So, at that time, it means that we’ll
remove support for 10.12 Sierra. Removing support for
older versions of macOS allows us to take advantage of newer,
more performant, and more robust API’s. So, it’s definitely a good thing where
we can concentrate our efforts on the leading and the most widely used
versions of macOS out there in the world. So, what does removal of
support for 10.12 mean? Well, if you have an existing 10.12 system and it already has an
installation of Microsoft Office well, that will continue to
run, it’ll continue to function. However, you’ll no longer receive
updates to the Office applications and you’ll need to at least
upgrade to the new minimum OS – which will be 10.13 – before you’ll see further Office updates. Now, that’s true for
Office 365 and Office 2019. For the older Office 2016 product, well
that comes from an older code generation using older API’s. and that means we will continue to support
everywhere between macOS 10.10 Yosemite through to the new 10.15 macOS Catalina. Now, regardless of which version of Office
you’re using, we always recommend you use the latest and greatest
major release of macOS. For more information,
you can go to ‘’ As a reminder, Office 2016 for Mac
will continue to get security updates up to the end of life schedule, which is October the 13th, 2020. And, after that time, the 2016 product will
no longer receive any updates of any kind. For those of you that still have
pockets of Office 2011 for Mac, then Catalina really is the turning point, as Catalina will no longer
run 32-bit processes. This means that none of the Office 2011
applications will launch on Catalina. So, it’s definitely time to get those users
upgraded to a newer version of Office. So, hopefully that helps you with your
planning and your future deployments of macOS and Office. I hope this video was informative and we’re really excited here, at Microsoft to bring you Office on the latest and
greatest addition to the macOS family. If you have any questions, you can
find me on the Microsoft Office Forum on the MacAdmins Slack. And, if you liked this video, please remember
to click on the ‘thumbs up’ button below. And, hit the ‘subscribe’ button to get
notifications for new video releases. Take care and I’ll see you next time!

Meet the new icons for Office 365

[MUSIC]>>Office is evolving, becoming simpler, more
collaborative, more powerful. [MUSIC] Its icons are evolving too into a visual language that reflects the powerful simplicity and
harmony of the Office apps. [MUSIC]. Unique symbols that
adapt to their context. [MUSIC] Across platforms, across devices. [MUSIC] It’s a new look at color Lighter, more vibrant hues, but still so familiar. [MUSIC] A connected visual system
that speaks to a faster, more intelligent,
frictionless experience. Designed to reflect
the more connected, collaborative way we work today. It’s the look of the new Office. [MUSIC]

Core Concepts of Paid Search Marketing – John Gagnon

Hello everyone welcome to another Stukent Expert Session. My name is Trevor Erikson and we are extremely delighted to have John Gagnon with us who is a BingAds evangelist. He’s a former Google guy, a search campaign manager, and data analyst. John is a paid-search expert and that’s what we’re going to learn from him today. So without any further ado, John the time is yours. Well thanks Trevor and welcome everyone. I’m really excited to talk about paid search and actually really break down the core concepts of what paid media and paid search specifically look like. We’re going to have a lot of fun and I think when you look at the introduction to just digital marketing and paid search, they are so, you can get so into the weeds and just be looking down and go deeper and deeper into the rabbit hole. But today, what we’re really going to do is talk about the knowledge that you already have as business students, as PhD Students, maybe even business owners on the side and really relate all the core concepts and things that you’ve been picking up in real life into this online and digital marketing world. So we’re going to stay at a high level, but should be pretty fun. We’ll go down every now and then. Now you know, truth be told, I couldn’t be more excited for you guys, actually, for me and the industry and where things are headed right now and how much fun we’re about to have and for you, you’ll be in right in the thick of it if you choose the path to go down into online marketing and digital. You know, big Black Fridays is a really big deal in the U.S. We know this. Many of you probably have waited in line for hours to get one hundred dollars off, let’s say, any Apple device or maybe a computer on Black Friday. But what’s happening now in the industry that’s so fascinating is you can imagine a scenario and this is happening right now where, hey if you’re trying to reach that customer they really want to buy something what’s a moment, what are these Moments that matter and so if I were to tell you that somebody was scrolling through Facebook at two three o’clock in the morning of a mall parking lot. Do you think that reaching that person would be valuable. They havenít even done a search yet but they’re looking on Facebook is that a valuable interaction. You know likely they’re in that parking lot waiting to buy something and probably to spend a lot of money on gifts and so it’s a really critical moment to be able to reach and engage average consumers at this time and when you look at digital and Facebook and Twitter and Google and bing and all the other platforms out there, these are the scenarios that they’re built for. So, you know, how rude of me I didn’t necessarily introduce myself and give you a quick bit of background so everyone, my name’s John and I’m a bing ads evangelist. And really what that means is that I’m a huge search nerd. I’m a data geek. I love getting into numbers, talking about online marketing strategy and getting out there, really learning from the experts in so many different countries, companies and countries as well as talking to small business owners and seeing what works and what doesn’t, and sharing it with many of you students but also getting down and dirty with some of the really tactician, practitioner-focused agencies and SEM pros. So my background actually, before working, I’ve been at bing almost six and a half years. Before that, actually, I used to work at Google down in Mountain View so I’m really familiar with both systems. I was running the search campaign as a digital lead internally here at Microsoft, running accounts running a team that was doing the B2B types of management, and of course I spent time as an account manager which is a very typical job that you’ll see in the industry but managing the Microsoft accounts, big time accounts, esurance, Blackrock, Nintendo, a lot of really big accounts, and talking about the strategies, so I’ve seen it all. I do a lot of blogging and writing so you can follow me but I have a really cool job. I have a lot of fun which brings me here to my time with you. Now before we get started, I wanted to ask you a question and so you know, I want you to maybe jot down on a piece of paper what the answer to this question here is. So, how much does an auto insurance company like Progressive, State Farm, Allstate, Geico, how much do they pay per click for the search “auto insurance” on Bing? So somebody goes into bing, searches for auto insurance, cheap auto insurance. You know, somebody clicks on the ad Geico, Allstate, Progressive; how much do they pay? So go ahead and jot that down. So what’s the answer? Fifty bucks, fifty bucks, that’s definitely a really, really, it’s a big sum of money for just the click right, I mean, nobody’s actually bought anything yet. It’s not five cents, ten cents, it’s fifty dollars per click. You know, that is a lot of money. Well today, we’re going to talk about the auto insurance examples and why people are willing to pay fifty dollars for it and then we’re also going to talk about, at a high level, how you value a click, how much is a click worth. Then we’re going to jump into this concept, it’s really fundamental to Search, which is the search funnel, and then we’ll talk about ad copy of messaging strategy, which is important to make that connection. So we’re just going to start there. Now it’s important for us to break down what a search engine is and why do people come to search engines. I mean think for yourself, why do you go to Google, why do you go to bing or Yahoo? When you’re doing a search, usually what you’re trying to do is look for an answer right, make a decision, get from point A to Point B. You’re looking for a product or service, or some information of some sort. Well, this is a perfect opportunity for businesses because for the first time, not necessarily the first time, you can think of the Yellow Pages in the past where people had this long list of numbers and businesses and when they had a problem, what they do is they go, “Oh I need a plumber, where am I going to go?” They go to the Yellow Pages, they break out the yellow pages and look for a plumber and make a call. Well, there are so many other research questions and things that need to be answered before you even get to the Plumber, potentially. That’s what people go to search engines for. So, a search engine and paid search marketing sits in the middle of people looking for services, getting questions answered, businesses who want to reach those customers right when they’re looking for it, and, of course, making sure they get to the right, the user, the searcher gets that right information at the right time and has a great experience. And so let’s just really quickly break down a page, and I think many of us have seen this everyday. Probably you’ve searched a few times today maybe even on Facebook or who knows, or Instagram or WhatsApp, these days, what the kids are doing. And so when we look at the anatomy of a search page, this is what we have for bing and this is the same type of layout for Google. It is the same thing. So at that middle little bar there, you have your search. In this case, we’re looking for garage door repair. And this page looks probably familiar to you. Now in the orange here, we have what are called sponsored results, the ads, and they are on the top and typically on the right, and so that’s a lot of space for advertising. And then in this purple and red area, we have what are called the organic listings and these are actually free. Bing and Google, we have algorithms that go out and crawl trillions of pages on the web to figure out what’s important to answer a question and what these pages are about so we can actually go about answering a question and we report that back. Well, that’s all based on the information that you provide as a website owner, and all the content on your page and so there’s a lot into that and there’s that whole kind of section of search market called organic or SEO, search engine optimization on the organic side. Now on the sponsored listing side, it’s actually a number of businesses coming in and saying, “Hey, if somebody is looking for a garage door repair I want to be there, I repair garage doors.” I need to be there to take questions at that time. So there are two different systems. Now when we look at, we broke down just the organic results and we looked at the paid search results and so you know why is this a big deal? Well, it turns out when we’re looking at that page, we didn’t necessarily scroll or do any interaction, but that’s really uncommon. Seventy-five percent, really common, excuse me, it’s common not to scroll. Seventy-five percent of the users, when they’re doing searches, actually don’t scroll past the first page of search results. I mean, think about that, you know, three of every four people aren’t really scrolling past or getting past that first page, or even necessarily scrolling down. Now when we look at where the, if we look at organic clicks and we say, “OK, hey I don’t pay. I don’t click on ads. I click on the organic links below. Well it turns out of all the clicks that go to organic, there’s a number of studies that say that sixty percent of those clicks happen on the top three results. Sixty percent of the clicks on the organic section of the page go to the top three, so that means all the other listings that are out there are fighting for what? For that remaining forty percent, so if you’re not on top, if you’re not number one two or three, you’re really missing out. Well it turns out when we look now at paid search ads, you kind of see something similar. Now, a study on Bing that was done said that the click-through-rate for the top search result is close to ten percent, but the number four result, which typically is on the right-hand, top right hand-corner, drops all the way, almost to two percent. I mean, what a huge difference and that clip-through- rate again is about engagement. How many times out of one hundred, how many people are clicking on that number one ad turns out almost about ten, and then four out of one hundred, you know how many people are clicking on number four, about two. I mean, such a substantial drop-offs. So, being on top really matters. All right, so this is chance for redemption. Earlier we talked about car insurance and I asked you how much per click does Geico, Allstate, or State Farm pay Bing for the term “cheap auto insurance”, and it turned out that it was fifty bucks. So you know guys, I don’t know, maybe you can open up a new tab because I’m boring you right now but do a search and tell me how much Jimmy Choo shoes cost. Now I’m lucky I’m I married, and my wife actually told me the other day, I think they can be kind of ridiculous, up to fifteen hundred dollars but you can get a pair for six to eight hundred dollars, which seems like an incredible amount of money for some high heels. Luckily, my wife does not buy them, so I’m fairly happy with that but how much if Jimmy Choo shoes cost you know six to fifteen hundred dollars a pair, how much are retailers, like say Neiman Marcus or Nordstrom or Jimmy Choo paying per click for the term Jimmy Choo shoes? So, go on and write that number on the side. So what is it? actually, turns out, it’s about a dollar to two dollars. So you know, in the example before we had fifty bucks for auto insurance and now “Jimmy Choo shoes” is only worth a dollar, what’s going on here? Well, this is one of the very first concepts of search marketing and talking about the value of how much we pay per click. So, let’s talk about each one of these products. So what happens with auto insurance? Well you’re going to sign up for a policy and it may be one hundred fifty to three hundred dollars a month. Insurance is really expensive but you don’t just sign on for one month, you typically sign on for six months commitment. So I mean you’re talking about nine hundred to eighteen hundred dollars for that policy for six months. So if you get one person a sign up, that’s a lot of money. Now for Jimmy Choo, you’re talking about six hundred dollars plus, but what it really comes down to, in that second column, is the margin. Well, what are our costs involved in selling everything? Well, you know in retail, costs are pretty heavy, you have a lot of overhead, Jimmy Choo’s probably taking a really fat margin on their product and so let’s just say for the Jimmy Choo example, for that six hundred plus dollar shoe as a retailer, we pocket about a hundred bucks in our pocket. Now, as in the auto insurance example, you know, we don’t have to ship anybody any goods but we have a risk that we need to mitigate for. We have to underwrite and make sure we’re paying out policies and let’s just say, on average, per customer that we sign up, we make around four hundred bucks over those twelve months, so we have how much money, not just how much revenue we’ve charged but how much money we make. Now we go to is “Well alright, we got these clicks that are coming to my page and trying to buy auto insurance or to buy shoes what’s really happening here.” Well, when we look at this, what we look at is a ratio and really what we’re saying is if that click happened a hundred times, how many sales would we get? How many conversions would we get? We call this a conversion rate. So for auto insurance, it can be really high. Eight to twelve percent upwards or twelve percent. People don’t necessarily like to do a lot of comparison shopping on auto insurance if they find a price that works or maybe is a little bit cheaper than their policy, they’re ready to buy and get going. It’s a pain in the butt. Now for Jimmy Choo shoes, it’s a little bit different and you guys can see this. If you’re going to be spending six hundred dollars or more on a pair of shoes, you better make sure that it fits. You better make sure that you love the feel of it that you can walk in there and they look the right way and all of that. Because you’re making a big investment and you may not actually get that opportunity online. And so in this case, what we might have is a tremendous amount of, let’s call them windows, the equivalent of a window shopper online, where somebody is going and checking out Jimmy Choo shoes seeing what the prices are and buying them in-store, and so online, the number of sales that we get per hundred clicks is a lot lower and it turns out it’s about you know one to two sales per hundred clicks. Now let’s really dive into this margin and conversion rate section. Let’s do a quick translation between some of the business terms that we’re seeing into online marketing. And so let’s just focus on auto insurance. We talked about how much money they make, four hundred bucks per policy and so that’s the margin per sale we understand. Well, in search marketing we call that The CPA which is cost-per-action. And so, CPA- four hundred bucks. Now what’s that ratio of sales we make to one hundred clicks? Well that’s what we call the conversion rate. And then how much are we willing to pay per click? Well it’s actually a pretty simple math formula. You take four hundred, you multiply it by twelve percent and you actually get the break-even cost that you would need or you’d be willing to pay, up to forty eight dollars per click, and you’d still be able to make money. Now for Jimmy Choo, this is how the math works out. We have one hundred dollars on the margin of their CPA. We have one to two sales per hundred. Their conversion rate is one to two percent. Multiply those two together and you can see there, we have a buck or two dollars. So this is a very important concept because in Search Marketing, in the paid search side of things, the more money you’re willing to pay, the higher you’re able to show up. Now, we don’t want or search engines don’t just want people who are going to pay a lot of money; we want to make sure that users and searchers are getting that relevant information because how easy is it to go from Google to Bing or vice versa there’s no cost. It’s just a habit. And so you really want to show up on top. Now if you’re a marketer where would you rather be? You know that seventy-five percent of people don’t scroll past the first result. Many of us don’t even scroll below the fold. And so do you want to be above or below? You want to be on top, and there’s a really good reason when you break down and look at the number of clicks. This is for a different term Office 365, which is a brand term (you can think of Excel and Word, all that online). It turns out when you break down all of the clicks to the paid search ads that you’re getting, seventy three percent, an unbelievable amount is going to that top result and everything else if you look on the right hand side, there are only two percent, less than two percent are actually going to that right hand rail. So if you’re not in position one, two or three, you’re really missing out on a ton of clicks. So you need to be on top. You need to be able to afford a lot. Going even further, this is another example, looking at just car insurance and breaking down what does the number of clicks look like by position. So that top spot that we had on the page is position One. The one under is position Two. You can see all the way through ten. Here, looking at the number of clicks by position, what do you notice? After you get past spot number four, there’s virtually no click volume coming. It’s not to say that there are no clicks, just not very many, and so we want to be able to, in search, be on top for a lot of different reasons but e want to be on top more for everything, and that’s why we talk about break even CPC and being number one because that’s one of our main factors. So gosh, you know, I’ve done I don’t even know how many conferences and talks and different things over the years. Gosh well, I say like three, four years, maybe four or five years ago, I was at a conference in Orlando and I was talking to a lot of lawyers and it was a group of a couple hundred lawyers that wanted to do search marketing so we broke down some strategies and before the talk, one of us things I thought was like, “Oh lawyers, you know, you always hear ‘how do you, how do you start off a presentation?'” I’ll kick it off with a joke, you know, break it down, make it perfect. There are thousands of lawyer jokes online, so I did what a lot of people would do, I went to search. Well, I’m on Bing. I searched for lawyer jokes and you got a lot of results here, sort of a lot of lawyer jokes, but one of the things that really hit me when I looked at this and preparing was that there were a lot of ads showing up. Look, here I am preparing for a presentation not, looking for any kind of attorney or personal injury help or accident or anything of that nature. I’m looking for a joke and I’ve even said that specifically, but you know we have all of these ads showing, and so it turns out that, you know, this is probably not a really good experience for these advertisers to have. And so there is this concept in search marketing called a negative keyword, because what you tell a search engine is, “Hey, this is what my customers are looking for”, but on the same token you can also say, “This is what I know they’re not looking for.” They’re not looking for jokes or maybe I’m located in Seattle or Denver. I’m not located in, I don’t have any offices, I don’t do anything in New York or Chicago and so I want to make sure if anybody’s looking for Chicago lawyer or New York lawyer, I don’t show up. And so there’s a lot of tools and levers here to not just tell the search engines what you want to show up for as a business, but also what not to show up for and that’s really important when you’re planning your strategy. So let’s just come back to this whole concept of breakeven C.P.C. We talked about it again. It’s just really simple. It’s how much money you make per action times your conversion rate, and that gives you that breakeven point. So if we looked at an umbrella, again just to reinforce that example, if we looked at an umbrella, I know I make thirty-five bucks when I had that sale. Excuse me, I sell for thirty-five dollars. It cost me ten dollars as far as inventory when I bought it from London Fog, which is this brand of umbrella. So I can afford to pay twenty-five dollars for this umbrella. So it’s my profit. Now, a conversion rate we’ve looked at the history that we’ve had in the past, and we see how many clicks that we actually get for these umbrellas and how many sales that we’ve had and out of one hundred, we have four out of a hundred, which is four percent. Multiply those together and turns out again into a dollar. Now when we’re looking at it, this is the math, that top example: twenty-five bucks times four percent. Now again, we want to show up on top, and so because we want to show up higher in the search results to get way more clicks, it’s important for us to be able to pay a little bit more. That’s one of our main levers that we have. Well to do that, you have to be able to afford it. If I paid two dollars for that umbrella, I told you just now that I can pay at most one dollar so if I’m paying two bucks, I lose money and that’s really bad. So to be able to be more competitive in search, one of the things that marketers have to do is really look at what are the levers that we have and in this case increasing that conversion rate, that ratio of how many sales I make for every hundred clicks that I receive for this term, is really important. So what are some of the ways that we actually go about doing that? One of the funniest ways to to do that is through landing page testing. There’s a lot of really cool tools out there optimizely, optimize- L Y , .com, unbounce and visual website optimizers. Endless tools that you can go in and test and do so many different things to pages one of the really common tests that people run are a button tests, and so you know, you’re telling marketers hey you know what are you missing out on? This is the value I’m bringing and then you’re telling them to act. So they are already on your page and you’re telling them to act. How are you getting them to convert, and so button testing is really common. And so you know, based on the need to show up higher for internal products that we did many years ago, what we did was we said, “Hey let’s test buttons. We want to increase our conversion rate so we can afford to pay more and do better. So we had our big landing page and in that big landing page, we had, at the top image above the fold, was this image here, which is: Do you want to reach more customers?, free help et cetera, et cetera and we have this button which says “Sign up”. Now “Sign up” doesn’t necessarily confer value like, “Hey you’re going to click this button and get signed up”, but it doesn’t necessarily say, you know, what you’re about to do other than sign up. That’s not necessary a valuable term, so we thought, “Hey, real quick, what if we just ran a quick message test and tried something different like ‘launch your campaign as a pro’ or ‘get started’?” and so all we did on that landing page was change this button and looked at “launch your campaign” and “get started” and see, “Hey Was there any difference? Did it get better or did it get worse? What happened?” Well it turned out that launch your campaigns worked much better actually by eleven percent and so we were able to either you know make more, eleven percent more money or pay eleven percent more and get more volume and so these kinds of tests are really important in search and it gives you a fundamental understanding of some of the levers that we have. So we just talked about break-even CPC you know, the whole concept of taking some of those terms of conversion rates and Negative keywords. We talked about landing page testing and all the knobs and levers that you have, but the big thing again, is you know what your business is or marketers know what their business is. What they need to do is just connect some of these online marketing concepts. So now let’s switch to a really big one which is this search funnel, and in search marketing, this thought is kind of one of the fundamental pieces of how we operate. So the search funnel is important, but let’s really quickly just take a step back and think about what the flow of the searcher looks like. So you know this is probably not unfamiliar to you. You go to a search box and so you type in your search here. After you’ve done that, you receive a search page and that page has a bunch of listings. Some of them paid, some of them organic, and you find the information that you’re looking for, you click on it, then you go to a landing page and on that landing page has the message that the marketer and their business wants you to see. They have the product that you’ve been looking for and they want you to buy because of the value proposition and all the things that they have on their page and let’s say that it worked so they go to buy it, they check out. And money’s in. You know, the searcher gets what they need and you as a business get a sale, you make cash and everybody’s happy, everybody wins. So that’s what the typical search flow looks like but what’s interesting is in search, what we, you know, let’s break down some of the terminology a little bit. So, when somebody does a search and then their ad shows, so that when their ad shows, that’s actually called an impression. So going from that search box, and then boom, hey their ad is showing in the paid search results. Now there, that’s called an impression. If somebody goes in, they read that search result and now click on it, they respond to it almost like a vote of “Hey, this is important to me.” We call that a click. Now when they’re on the landing page and they’re seeing your message and they see the price and they’re feeling really good about what you offer, they buy that, they click on it and they buy it. They go to the thank-you page. We call that a conversion, and so this process of going from seeing the ad to engaging with the ad and then going to your landing page and buying the product is huge in the overall landscape of search and so these are really important pieces to know. Now when we look at this further: OK, so we have the impression, we have the click you have the conversion. As marketers, we love to look a little bit at some of these ratios, and so now we start to say, “Hey you know, it’s not just about my ad showing or me getting clicks. The thing that we really need to know is how effective is my ad, how good is that ad that I have out there? I mean, maybe I could offer a free shipping, I could, instead of highlighting the benefits, I could, you know, create a sense of urgency or highlight what they’re missing out on. I have all these different strategies I could use to be really, really creative. You know how can I measure that? Well, here are the tools for you. We have a lot of different things that as far as terminology, but when we look at that ratio of how many times your ad got shown to how many times you got clicked, we call that the click- -through-rate, and then we look at it. Well, you got a ton of clicks to your page, but did you make a sale? You know what that ratio is: the number of sales you made to the number of clicks it took to get that sale, we call that the conversion rate, and so these actually help you figure out the effectiveness of your ad for the click-through-rate and the effectiveness of your landing page for conversion rate. Now, we can get into a lot of different slices on that But really those are the big things that these metrics measure. But, you know, this is almost like a marketing machine, like “Hey, I have my ad, is it showing, it’s good, go to the landing page, I’m good at selling and moving everything on, fantastic!”, but what really matters is what people are looking for. If somebody is looking for let’s say, a customer service support line for auto insurance or filing a claim, they already have auto insurance. They’re not necessarily looking to buy. You can’t necessarily convince them to buy insurance especially at the moment that they need it. It’s kind of “Junk in, Junk out”, but if somebody says “Buy auto insurance now”, and that’s what they type into a search engine, you better believe that that is a critical moment to reach them. and so what goes into the search box matters, and so what we start to think about a little bit more mentally is something that you’re probably accustomed to and so the question becomes, and think about this in your day to day you know, “How do I search?”, you know, “What do I start with?”, you know, “What questions am I answering?” You should be paying attention to that over the next week. It could be on your phone, it could be on your tablet, it could be you know on your computer at school. What are you looking for? Well it turns out, when we look at this behavior, it’s actually really interesting. Now people can come in and out of these different points, but in general it kind of kicks off with initial research so let’s just say in general right now that we’re a small business looking to advertise. So I might come to a search engine and look at “advertise my business” or “options to advertise my business”. After some reading, I realized that advertising on T.V. is not going to work for me. The yellow pages aren’t a great option. Actually, what I want to do is I want to look for online marketing channels and I have some in mind but really, I need some tips. I need to do a little bit more information so now we’re getting a little bit more specific. and then we’ve come across this really amazing tool called search marketing and it has paid-search and organic. There’s so many great options here. I think this is really what I want because this is where users and searchers, where I get to meet them and talk to them right when they need what I offer. And after a little bit more research what you figure out is, hey, some ad- -vertising networks have better conversion rates and are a little bit cheaper than others. So I’m going to start with this specific brand, Brand X. In this case, Bing. Advertising on Bing is what I want. So we went on this journey of going from the need to advertise a business, all the way down to a specific brand, and so this, in many ways, is what we call the search funnel. There, they get going from that interest in that research phase to purchasing, and getting ready to make a decision, and so, you know, in your mind as you’re thinking about your search activity and what this looks like, be thinking of this funnel, that the top of the funnel isn’t as close to the path to purchase as the bottom of the funnel and so you can see what those differences are. Going back to that auto insurance example, if somebody is looking at, you know, a policy claim, well then there you go right there, that’s probably they’re not necessarily interested or need auto insurance, but if that claim goes bad, they might be looking at different options but if somebody is looking at like “Get discount on Progressive Insurance”, they are interested in Progressive Insurance or looking for a deal. They’re ready to pull the trigger if they can find the right price. That is somebody you want to compete with, so be thinking about where some of these terms and where people would be for your business or your friends businesses, and think about it in terms of this funnel. Higher or lower is a very important because when it comes down to it, what we’re going to be building a lot of our content and our ads and our landing pages would be based on what people are searching for. So if somebody is looking for a review on advertising networks, well you know if I tell them, “Here’s a hundred dollar coupon so you better sign up for Bing right now”, that’s probably not going to work, but if somebody says “Advertise on Bing”, and I send them a hundred dollar coupon and I say “Get started right now.”, that’s a great experience. That’s something that they’re looking for, and so what I need to be doing as a marketer, as a search marketer, a digital marketer in general, is be thinking about where are we capturing in the funnel or in the process, a customer journey, where am I communicating with them and what is that next right step for them? You know in some cases, it’s going to be closing the deal to get that coupon. In other cases, it’s going to be providing, let’s say, testimonials on how we work versus Google or you know, again, back to the auto insurance example, like what the difference is between Geico, All-State etc., and so what happens is when you’re building out an account as a marketer and you’re figuring all this out, you pretty quickly come to an account outline or a map and you think about, “Okay, so what are some of the terms that people are doing when they are doing the initial research for what I offer?”, “What are some of the pieces that might indicate that they know a little bit about what they want but maybe not completely the solution?” In this case, you know, you have like online or internet marketing, and then, you know, we talked about the field names so “Search Marketing”. Well, search is called many things. There is pay per click, there’s PPC, the abbreviation paid-search, sponsored links, Search Marketing, SEM, all of that, and then, now back to the specific brands, you have Bing ads, Yahoo ads and you have Google. You have so many other options, and you want to get a clear map of this. Because that is what’s going to matter to help you reach again and create those experiences. Not just what ad they’re seeing, but what landing page you’re going to get to, what information we’re going to show etc. Oftentimes what I like to do is, before we start, if I’m working even with the biggest product groups, is to think about, or even the biggest Fortune 500, is to think about, you know, what are the highest margin or the best goods that make sense for them to sell online right now? It’s not everything. Jimmy Choo shoes is the necessary stuff that you should advertise but that’s not made for online advertising. If you’re starting out, you really want to focus on the things that make a lot of sense online so write that down, and then what we want to do, to be thinking about our business and think about, you know, how do we differentiate, how are we different than our competitors. You know, have we won awards? Maybe we’ve been in business longer, we won a J.D. Power award for customer service, we offer the lowest price. What is it? So you write that down and then you get to seasonal offers, maybe promotion that you’re running, incentives that you have, and then you do some math on like, you know, “How much money is it worth if I make a sale?”, “What’s that margin look like”, and you know, “What are my peak times?”, “When are all these things happening?” Well, if you can do this exercise, you can come up with the beginning pieces, the fundamental building blocks for a search marketing campaign because the product that you have is going to lead to the keywords. The differences are going to lead to the ad copy, and then of course, how much you’re willing to pay we just went over all that. It is going to lead to how much you’re willing to pay, which is your bid. So you have the searches, the search funnel. That is where people, the entry point where you’re reaching people. That’s called a keyword, and then the message that you’re hitting them with on, that search results page is the ad copy. That’s the ad, and so this unit of making sure that you reach a search mark, or somebody who’s a search user, when they’re searching for a specific topic with the right message at the right time in that ad, That’s the basic building block of a search marketing campaign. So I set an example ad there. So let’s say this is what it looks like. We actually have something called an ad group and all the ad group does is the combination of a keyword of what people are looking for, what they’re searching for, and then an ad which is, you know, ad copy. You guys, we know what ads look like. They’re all standard on search marketing so that kind of thing. So it’s a keyword and an ad. If you have those two together, that is actually called an ad group. And so a good rule of thumb is when you put these groups together, you typically want ten to thirty keywords. You want them to be closely related. If you want to go from “buy auto insurance now” to “Geico reviews” or “all state versus Geico”, because those are different needs, and so if I’m hitting them with an ad that just talks about reviews but they want a discount, well that’s not good and if I can’t connect it to a landing page that has that discount, that’s not going to be as great as it could be either. It’s not to say that it wouldn’t work but it’s one of those things that you start to think about a little bit more because we want to optimize an experience of what they’re searching for, the message we show them, and what landing page they go to. And here’s just a quick example to talk about: If I was a florist and I was doing weddings, well in one ad group, I’d have wedding flowers, so I’d have keywords like “wedding florist”, “Seattle wedding florist” if I was in Seattle, “wedding flowers” or “wedding bouquet”, and then maybe I’d focus on, let’s say “quick quote” or “great service” or “award winning” types of terms in my ad copy to make that message come clear, but I wouldn’t put things like “chocolate tower” or “chocolate fountain” because they’re not looking for that, or “photo booth”, you know, they might be looking for that in the wedding, but what I need to hit them with, and what they respond to when they see that ad, is they’re looking for wedding flowers. I need to hit them with that. So now let’s switch gears a bit. We’re going to talk about effective ad, but before we do, what we just talked about is a search funnel. Visualize what that looks like and where the search is that you’re looking at, maybe you’re doing on a day to day basis or that you’re seeing when you’re putting together and using some tools that are out there, where do they lie in that search formula? Are these people really ready to buy or are they really just looking at doing some initial research. That’s going to dictate a lot of how you group things and what pages they look at. That whole search flow that we wrote down, so let’s talk a little bit about search ads. It turns out that this is one of those fundamental pieces in search, because you can test ads and learn things and repeat and so on. Our top ads here, what do we have? We actually have a picture, excuse me, we have an ad that talks about same-day delivery and that we’re a family florist. But we call these things out a little differently. In Ad A, we don’t say “family” in the title, we only say it in a description, but down below, we try it a little bit differently and we say “family” in the title, and we also put out, you know, “For Mom” here, and talk about, just use a little bit of capitalization, and it turns out that these different types of ads are going to get different responses and so the click-through-rate, that effectiveness measure that we talked about earlier, seven clicks out of one hundred for ad A is lower than ad B so what we could see if we we’re trying these two ads and saying, “Hey, what message resonates?”, we’d know, “Hey, wait a second. Looks like things in components of Ad B are really helping out. What can we do to build on that further?” Because there are innumerable number of combinations that you can use to test out ads. I mean there’s so many different strategies, you have only so many characters that everybody can look at, you have headlines and body copy, but really, you need to have things like a call to action. Make clear your value proposition, which is why should somebody buy from you and not your competitors, and of course things like emotional appeal and you know, how are we tugging on all those different heart strings and everything else, but there’s so many other strategies, so many different changes that we need a framework to look at this and think about “How do I build out what I’m trying to do in an effective way to market them.” So I’m going through one of my favorite resources. It’s called That image earlier was actually from Boost CTR,, great blog, great research there too, but has fundamentally changed the way that I thought about online marketing and I wanted to show you guys that so definitely go check that out, but they have something they call the conversion sequence, and what they break down is they’ve done tests with thousands of clients and thousands of test with hundreds of clients and what they found is that this is more or less the formula that it takes to drive a conversion. So let me read this to you. This is not something you put your numbers into, but it gives a sense of weight, that the probability of your conversion is equal to four, the biggest, times the motivation which is when you reach that user, think Search, think if it’s mobile or devices alike, when you reach that user plus three times the clarity of the value proposition, which is why somebody should buy from you and not your competitor, plus two times any incentives that we’re offering, promos, free shipping et cetera, minus any friction that they have in the process, think about putting in information like credit card information, minus any anxiety that they feel – they don’t trust you. So this sequence gives you an idea of what things they prioritize: the clip, the clarity of how you can communicate, how you differentiate from your competitor is huge and also when you reach them. That’s why we focus a lot on what searches we’re putting in. So if we apply this in action, we can do this for ad copy, not just our landing pages, not just for campaigns, and so here, all I’ve done is just taken the different components and pillars and I’ve broken them down and what we see here is, you know, value props or some ideas of how we can do what, the highest quality we’re offering at the lowest price, maybe we have the greatest selection and convenience. What does that look like in messaging? Well, there’s an endless amount of ways but my point in saying all these is, you know, we’re not looking to test out one word, but we’re looking to test out a strategy of “How do I increase my, how do I increase the incentive that I’m looking at?” Well, you know, there’s multiple ways to do that. And then, how it reaches in messaging and landing page and ads copy is important, but the point is be thinking strategically about the tests that you’re putting down for your companies, instead of looking at things word-by-word in isolation. Really looking down in the weeds, not to say that that’s bad, but there’s so much richness that you can have by looking at a higher level. Wow, I can’t believe how quickly this is going. You might be tired of listening to me. For that I apologize. I hope some of you guys had a great time, but here’s what we covered today: What we talked about was the break-even CPC Strategy and the simple formula there that talked about the value of a click, how much money do I make in CPA times how good I am at converting people out of one hundred conversion rate, and that tells me how much money I could pay, valuing a click. That’s really big. The second thing we talked about was the search funnel and how the search funnel is really important when we reach them in that process of research or are they ready to buy. That’s going to dictate a lot. That’s a very important piece, the search funnel helps us organize our thinking. And the third piece is that messaging. That response and engagement is the other piece that tells us, you know, that really drives our ad to the top. If you have great engagement, you’re going to show up higher and so what are the things that we can test? How do we locate this and how do we really move things forward? So those are actually the really big questions that I had. A really big point that I had. There’s so much answers that we could actually go through, but I know that we have a couple of questions and so I want to spend just a few minutes going through questions and let’s go ahead and get started. So the question that I have here is you know “Hey John, I’m a small business with a low budget. Can I even compete with the big brands and their large budgets?” Well, this is a great question and the answer is “Absolutely, yes, you can.” When you have a small budget, the thing to be thinking about is where you can really win. Right? Like, what is the message that we’re getting across? It turns out that consumers, a lot of consumers, really love local businesses and that is something that big brands can’t compete with. So you might want to highlight that in your ad copy. You might want to put pieces that show, we have these things called extensions, that put your kind of pin on a map, and it shows that you’re a local. So that piece is actually really valuable. That’s actually why somebody should buy from you and not your competitor, and the other piece is, you know, there are some terms, you want to really pick your battles and be smart on which terms that you want. What I would say is we call them longer tail terms, but maybe more words in the keywords. So not just “plumber”, but maybe a specific neighborhood in Seattle. Be a “Queen Anne plumber”, or “Queen Anne plumbing services now”. You know, emergency “Queen Anne plumbing services.” Pick your battles and focus there. That’s a big big tip there and you can absolutely win, and then another great question is: what’s the biggest mistake you see people make in their ad copy? Number one cardinal sin is not to test out different ads. If you’re leaving so much money on the table, I think that’s a really big one. If I look past that, it’s going to be, it’s not thinking about answering that question of why should somebody buy from you, not your competitor. And really just following what your competitors are doing, you can get ideas from competitors, but you want your value to really shine through, and so thinking about what that looks like, testing it out, and of course, figuring out which things resonate so you can build on it. Don’t just test one thing. After you figure out what works, go and try something else. You know, it looks like those are the questions that we have today. I know that it’s been a good amount of time that we’ve had together. Just wanted to say, thank you very much. You know, if you have any questions, go ahead and hit me up on Twitter. You can see my Twitter handle there: J M G A G N O N Thank you very much for your time. Good luck and have a great rest of the week.

How to set up payment methods in Dynamics 365 Business Central

Microsoft Dynamics 365 Business Central. Set up payment methods. In Business Central, we assign payment methods to customers to define how they will pay us, and to vendors to define how we prefer to pay them. Some typical payment methods are “on Account”, cash, cheque, and bank. This video shows how to set up a payment method. After we assign a payment method to a customer or vendor, all sales and purchase documents that we create for them will automatically use the payment method. However, we could change the payment method for an individual document. To set up a payment method, in the Search field we’ll enter “Payment Methods” and then choose the Payment Methods link in the search results. We’ll choose New to create a new payment method. The two required fields are Code and Description. Depending on the type of payment method and how we will use it, we can specify some additional settings. Let’s quickly walk through the options. The Balance Account Type field defines the account type, Bank or General Ledger Account, of the balancing entry when we use this payment method. The Balance Account Number defines the account number for the balancing entry. The Direct Debit checkbox specifies whether this payment method is used for direct debit collections. If we do allow direct debit, the Direct Debit Payment Terms Code is used to assign a payment term. The Payment Export Line Definition defines the data exchange definition used to export payments. And finally, the Bank data conversion Payment Type is used when exporting payment transactions by using the bank data conversion service. Now that we have a payment method, we can assign it to customers and vendors.

SharePoint, OneDrive, and Office updates with Jeff Teper (Microsoft Ignite)

(upbeat music) (audience claps) – Hello everyone and welcome
to Microsoft Mechanics Live. Coming up, we are joined
by the Father of SharePoint Jeff Teper, to hear about the
latest updates to SharePoint, OneDrive and Office, we’re gonna give you a tour
of the new capabilities to modernize your
internet with SharePoint, major updates to expand OneDrive Sync and sharing capabilities, deeper integration within
SharePoint and Microsoft Teams and enhancements across the
collaboration experience for the Office apps. Everyone, please give a warm welcome to Mr. Jeff Teper. (audience claps) – Thank you. Thanks Jeremy, it’s great to be back. – Thank you. You got a big crowd today also. – Yeah, it’s awesome. – So it’s really great to
have you on the show and there’s been a lot of
updates announced this week. It was crazy to see how long the blog was from Jared actually. What’s behind all these
recent round of updates? – Yeah, we made a bunch of
exciting announcements yesterday. Our sort of, first we
started in the internet. The things we’re doing
around making great websites easier than ever to create
in the web and inside Teams, around fluent design language, branding, a bunch of new parts. Then we talked about collaboration with OneDrive and Office, we’re gonna talk about some
new capabilities there. A lot of integration for
a variety of scenarios with Microsoft Teams. Again OneDrive and SharePoint
plugging in to Teams as well as being standalone destinations and then lastly, we
made a big announcement at Satya’s keynote with Project Cortex, how we’re bringing AI to help companies conquer the skills gap. – And of course we’re
gonna get to Project Cortex but before we start there, we want you to take us on a tour, something that’s known for
you especially SharePoint, so what’s new on the SharePoint side? – Yeah, our goal at SharePoint
is just making it better and making it easier. So we’ve got here the
new SharePoint home site. This is an out-of-box internet experience we are rolling out this week and I’m gonna take you
on a tour through that and you can see we’ve got in this site, not only top level branding for Contoso but branding for the
Internet Home, The Landing with their color scheme – [Jeremy] Okay. – [Jeff] And so this
is coming out this week but we’re gonna show you
something that’s coming out next ’cause it’s Ignite and that’s what we do. – [Jeremy] Okay. – [Jeff] And over here
we see on the right, we’d see Your Feed. We’re using the graph to
personalize your internet for you, showing documents that are trending that you might be interested in, SharePoint news, videos. We even take internet news
that might be referenced and email around you and put it in the graph and
present it to you in Your Feed to make it more relevant. – [Jeremy] Very cool. – [Jeff] If we keep
scrolling down of course, we’ve got more of the curated news, we’ve got stream video. We’re making Internets even
more engaging with video whether it’s Top Down or
Ad Hoc Video production that’s put on your site and then social with Yammer. Hopefully people have seen this week that we’ve got a brand
new experience with Yammer as both a standalone destination and connected inside Teams and SharePoint. Here we’re using this for
Q & A on this internet for people’s feedback
on the company meeting. – [Jeremy] Awesome. – [Jeff] And then lastly,
as part of finishing the job and making it easy to
just create the internet that people want, we’ve got a new footer support where people can create
and customize these footers that they want in their internet and require them across all their pages. So that’s a quick tour
– Right. – Of Home sites. We also have an update
for that on the phone and we’re excited about it. – Cool, so I have something
that I’m really excited about actually is just the fact
that we can do site renames and also swap site roots. I know
– Yeah, they got the biggest – I know it’s kind of
pluming and pride out of sexy as some of the demos but I think a lot of people
are gonna enjoy that, that capability. – That was clearly a
delight or the ability to go to the root of your internet and replace it with one of these sites. Let me show you a couple of other things that people have been asking us for that we’re excited to
have announced this week. One is multilingual. So here’s a site where the content, both overall and page and
inside this here a web part is in English and I’m gonna go ahead
and switch the language for this site to Spanish and you’ll see the page will refresh with all the content in Spanish. We’ve done some work to
complete the workflows so that you’ll get
notified if a page changes so you can go ahead and translate it. So huge source of customer feedback and excitement this week on multilingual.
– And another thing – That’s awesome I think is
the analytics capabilities. Wanna show what that looks like. – Yeah, no exactly. People have had to sort
of grovel through the logs for years in SharePoint
and struggle with this and we’re doing more to build
in analytics for the site and hubs and your internet overall. Here we’re showing just a couple of slices of the new things we’re announcing. You can see obviously By Device type and then here’s a heat map that shows when is the peak time for
traffic on your internet. What day, what hour and this helps companies
schedule their content and figure out communications via Teams and social and email about when to drive
traffic to your internet. – Awesome. So it’s really great to
see all these updates to SharePoint itself but something else that
you’re very near and dear to, OneDrive. I know you’ve got a
lot of updates to share in this, so
– Yeah. – Why don’t you show us
what’s new in OneDrive? – So we announced some big
news this week for OneDrive. Well how big, well this big. 100 Gigabyte files stored in Microsoft 365 synced through OneDrive and of course that’s support in SharePoint and Teams. So really excited about
being able to support your largest files, ZIP files,
PSTs, video files et cetera. – But it gets even better because – Yes
With large files – Comes a lot of synchronization typically but we’ve got some updates there as well. – Yeah, exactly. So Delta synchronization, we’ve had this for years as you know with Open XML in Office, where if you made changes
in Word, Excel, PowerPoint, only those bytes that had changed get updated to the service. But we support hundreds
of other file types in Microsoft 365 and we want to bring Delta
Sync to those as well. So we’re gonna go ahead and
take this gigantic video file and change the copyright to Microsoft. Go ahead and save the metadata for that and what’s gonna happen
is only those bytes are patched up on the service. And so I’m gonna bring up
the OneDrive Sync Client so you can see and we’ve got about a
100K of this 100 Meg file and before I finish talking, that 100 Meg file was
synced back to the service cause we only sync the deltas. – That’s awesome. It would have taken a long, long time. Now it’s a syncing that
little tiny delta there but I know you’ve we’ve got
a little bit more to show in the web experience for
OneDrive as well, right? – Yeah, exactly. So OneDrive, one-stop
shopping for all your files wherever they are. This is the OneDrive web experience. You can see we’ve got Shared Libraries. These may have been created
in SharePoint and Teams, wherever you can find all
of them inside OneDrive but my favorite new feature is what we’ve done with this Hover Card. So I’m gonna select this document and you can see that right here, we’ve got conversations and we seem to be
missing the icons for ’em but you’ll have to trust me because this is still in preview. – Right.
that these are – the conversations that
are related to this document in both Outlook and Teams. So for years you’d been
able to go on Outlook and search for a document but you’ve never been
able to do the reverse where I’m in a document and I wanna see all the mails
flowing around around that and so you can now use in this File Card to see all the conversations
whenever they’ve happened so that you can update the
document for the changes that people have asked you for. – Awesome, so lots of great,
really really big updates here on the OneDrive side. Big in terms of file size as well. – Yup. – But I know a lot of people, some a lot of people love Dark Mode and I think something that’s cool here, we’ve added Dark Mode to Outlook but now, even on the OneDrive side, we have also have Dark Mode on the phone. So you can see it matches the new IOS dark theme capabilities – [Jeff] Aha. – All very, you know very
nice and now available in OneDrive as well as Outlook
– Yeah we’ve seen – Their early stats that a about a quarter of our IOS 13 users are
using OneDrive in Dark Mode so it’s really great that
we’re able to get it to out to there in front of ’em. – Very cool stuff, so why don’t we talk about Microsoft Teams. I think this, a lot of
people are kind on their way to adopting Microsoft Teams. It’s really got that
foundation underneath it using SharePoint and OneDrive kind of as part of the
files experience for the the main hero I should say
of the files experience. Can you tell us what’s new there? – Yeah, it’s… Two weeks ago we had a major milestone where we finished
rolling out to production the updated shared Microsoft
365s files experience. So it exists in SharePoint and OneDrive and now Microsoft Teams and so let me go in and get
in a little more focus mode on Teams on this and you can see a Rich Files view served by SharePoint that’s backing this, Microsoft Team, where we’ve got you know color coded conditional
formatting on Status. We’ve got bar charts. We’ve got different kinds of metadata and we’ve even got of
course, the Sync button that would allow you to sync
files down to your machine and keep them offline. So that’s just one thing we’re doing. Another which is a huge source of feedback is the ability to Copy and Paste a URL and you see just like that, Teams calls into SharePoint and uses the common dialogue
– It’s a miracle. – that we’ve done across
OneDrive and SharePoint, Outlook and now Teams, so that you can set the
permissions on that link so that we can give, just keep it the way it is, people with existing access or have it be more broadly shareable. Maybe I want Irvin to be
able to share that link with other people after the fact and so it’s this common experience on any platform, on any app. And then
– Now if we open files, it even gets better, right? – Yup, yup. Let’s go back to that Team and we will go ahead and
click on this Annual Report and we’ve done work some work between the Office team and the Teams team to streamline the user experience when the Office apps are
hosted in Microsoft Teams to make the performance great, to get rid of multiple layers of menus, to clean, streamline or commenting are anchored in document commenting so you can have that office collaboration right in Teams without
leaving the context. – Right and beyond SharePoint, it’s great to see all the
integrated experiences. A lot of integration here. I think everybody will agree. Now in Microsoft Teams, the integration also extends to Office but why don’t you show us a
few updates that we’ve made in the Office collaboration side cause that just keeps getting better. – Great, yeah. I’m gonna enlist your help there because it’s hard to collaborate with yourself. (Jeffrey laughs) – So in this case, I’m Allan. You’re Adele.
– Right. – Your singing’s quite good. I love your words.
– Thank you. – And so you can see at the top here, I Allan have made a comment
anchored on this document where I’ve @ Mentioned you Adele, – Okay.
And a new thing – We’ve introduced is something we call Replies to @ Mention, so why don’t you show
this that on the phone. – All right, so I’m on my phone here. I’m gonna go ahead and this
time I’ll open Outlook for real. Okay and I can see, I’ve got a few different
things that have come through. I’ve had look at the
message from you as Allan, I can see that it’s here. Nice thing is, I can
actually see the document. It’s linked on top. I can see the context around the content. It’s actually highlighted in purple so I know exactly what
it’s in reference to, January 2020. We need to be ramped up
up to 400 units per day and inside of my phone, I can say “Got it.” I could reply with ach if I wanted to, whatever I wanna do here. I’ll say “Got it.” Do an Insert and now that’s gonna be sent into the thread of
conversation on the doc. – Yeah, that’s right. If we switch back to my machine, just to sort of go through carefully what’s going on there is we didn’t have you on the
phone leave the context about looking, jump to Word. Your comment is going into Microsoft 365, Exchange is letting SharePoint know we’ve got that comment. SharePoint’s opening up Word and putting that comment in
the body of the document. So whether you’re in Outlook or in Word, you can see those conversations going on. And it should come up here in a second and while we’re waiting for that, let me show you one of
the other new capabilities we’re introducing this week, the ability to assign tasks within each of the Office
applications in these comments. – Okay.
So you can see – This second comment here, I’ve @ Mentioned you Adele. But this one, I’ve marked as special. I’ve assigned it as a task. In that way, if we’ve got a workflow where multiple things have to be
tracked within the document, I can use the document as a view on the source of truth and you can see by the way
Adele, there’s your got it that came in. – [Jeffrey] Yup. – But these tasks, because they’re tasked in the Microsoft graph, you within your Task
Management tools and Teams and To Do in Outlook, in Planner
we’re working on as well, you’ll be able to see all in
one place, all your tasks. So the same data, a document
with tasks in the graph, you can see that in the Word view as well as you can see that
in your holistic task view. So I’m really excited about that. I think what’s the most
comprehensive view of Tasks in collaboration in the industry. – Cool, I know you’ve
done a lot of work also to add to what we can do in terms of AI and ideas inside of words. Why don’t you show us
what’s new there as well. – Glad to. So here’s a fairly complicated document. As you said we’re using
ideas to help people analyze spreadsheets
and create PowerPoints and also now be better writers. And so I’m gonna click on the Ideas button and you’re gonna see through AI and ML, trained by users feedback, we’re refining this document and you can see there’s in this case a few different things that
it’s highlighted for me. The good thing about this document, it looks pretty good. But let go me in to their
highlights on conciseness and see the issues that it’s found there and I can go ahead and go and see what’s highlighted there for me. – [Jeffrey] Okay, so really cool stuff. It’s also awesome in terms
of the phone experience. So I’ve found that we’ve got
a brand new phone experience. – [Jeff] Yes. – Speaking of my phone here
Can you show us – [Jeff] how Office on the phone, yeah. – So one thing I wanted to show, so beyond all of the different AI and all of the things we can
help to become better writers, we can also become better
collaborators on our phones with one Office app so we’re gonna go ahead
and not send our feedback in this case but we will
show you what we can do. So, through the One
App I can actually view Word, Excel, PowerPoint, everything here. I see my most recently
used documents or MRU, all there and the common Actions, some of my favorite stuff. Being able to say take
a picture of a table and insert that into Excel, sign or scan PDFs, all
those different kind of phone specific functions right here built into One App. So very cool stuff in the phone. – Yeah, this, I’ve been using this app, our internal version
for the last few months. It’s indispensable because as you said, it brings together
Word, Excel, PowerPoint, the full versions of those on the phone in a single curated app as well as having these
Mobile-First actions where we’re leveraging things
like voice, like scanning, to do these common tasks
I’ve showed yesterday in our talk about the
ability to create a survey, Microsoft Forms using AI to
author all the questions. So it’s a great three-in-one experience for the apps you know but also brings in a lot more
of these Mobile-First tasks. – All right, so lots of awesome updates on the SharePoint side
– Yup. – Teams, the Office
collaboration experiences. We’ve got this Project Cortex screen that we’re seeing here
– Yes. – Why don’t you tell us
about that and what’s next? – Yeah, so this is we’re incredibly excited about this. We’re taking a set of AI
technologies across Microsoft and allowing you to
apply that to capturing and organizing and
discovering information. We’ve got tons of new
content coming out on that. I’m gonna give you a super quick tour. I wanna show you three things. First, here’s a page. I’m a new employee. I’m trying to get up to
speed about what’s going on and there’s all these acronyms and I don’t understand what they mean. They’re project names. And here I’ll hover on what’s been automatically
highlighted for me. I don’t have to author this page and it sees I get a topic card. We’ve magically used AI to generate an Enterprise Wikipedia for you of topics and pages and so forth and here’s one of these
topics, Project Delta where we’ve got to the
experts and resources associated with it. And if I wanted to drill in
to that more detailed page that’s behind that topic card, we’ve authored that for you too. But of course we know
people are gonna use the AI to augment their work and they’ll go ahead and edit this and augment it with descriptions. Here we’ve got people, resources and a exciting visualization
of the Topic Graph. So you can see additional
terms like Project Thor and Geothermal that are related to it. And then lastly, from the topic card to the topic page, we go to the Knowledge Center where you see the aggregation
of all the topics, highlighting those that are
trending or relevant for you, information about contribution and because Project Cortex
is all built on SharePoint, you can customize it. We give you all sorts of web parts. You can add your own. So you really can curate this page and Knowledge Center experience exactly like you want to meet
the needs of your organization – Project Cortex is coming in the future – Yup. – But where will you tell people to go in terms of being able to
actually get their hands on this or learn more about the
all the different updates that we announced today. – Yeah, we announced an
incredible amount yesterday so two URLs that I would suggest, and that’s where you can
get the broad overview. But we know from the
excitement from yesterday that people wanna learn
more about Project Cortex, and there you can go
to – Also a set of updates,
thanks so much again for joining us today and of course keep watching
Microsoft Mechanics. Hit Subscribe if you haven’t already and we’ll see you next time. – Thanks very much. (audience claps) (upbeat music)