How Dynamics 365 Sales boost results, from startup to Fortune 500


How Dynamics 365 Sales boost results, from startup to Fortune 500

This article was originally published by Microsoft.


Whether you’re a digital startup looking to hit the ground running from day one, or a global Fortune 500 company that needs to adapt, your sales team can’t afford to wait months to realize the benefits of digital transformation. The dynamic and competitive nature of today’s sales landscape requires solutions that can be swiftly implemented and scale with your business.


Businesses small and large have realized quick results with Microsoft Dynamics 365 Sales. L&T-NxT, a digital startup, is a spinoff of Larsen & Toubro, while Rockwell Automation, Inc. is a Fortune 500 company. Both companies chose Microsoft Dynamics 365 to empower their sellers with a comprehensive solution to manage sales and build strong customer relationships. The enhanced collaboration and complex problem solving enabled through the out-of-the-box capabilities of Dynamics 365 Sales led to immediate benefits in both businesses, with L&T NxT achieving implementation in only 26 days, Rockwell Automation reaching an adoption rate of 71 percent monthly active usage while rapidly growing, and both equipping their sales teams to deliver top-notch solutions for their clients.


Rapidly realize the benefits of digital transformation


When L&T-NxT started, they knew it was essential to equip their sellers with a modern customer relationship management (CRM) solution that could be deployed rapidly, without stalling their momentum.


While every other vendor L&T-NxT evaluated required four to six months of implementation, Dynamics 365 Sales, Microsoft Dynamics 365 Marketing, and LinkedIn Sales Navigator were deployed in only 26 days. “Dynamics 365 had most of the sales and marketing capabilities we needed right out of the box, so implementation was extremely quick, and we were able to see the benefits almost immediately,” stated Anantha Sayana, Chief Digital Officer at L&T Group. The comprehensive out-of-the-box capabilities of Dynamics 365 meant only minimal customizations were required to fit L&T-NxT’s business processes. The rapid speed of implementation allowed L&T-NxT to activate digital selling right before COVID-19 restrictions were put in place, ensuring that business operations remained uninterrupted and momentum continued to build.


L&T-NxT chose Dynamics 365 for its ability to grow their sales pipeline with relationship selling, accelerate the sales cycle, and increase their sales agility. “Dynamics 365 is the single solution to help us bring together our experts across the company to collaborate and solve complex problems for customers,” says Sudip Mazumder, General Manager, Head of Engineering and Construction Industry Digital at L&T Group. “We’ve gained transparency across the entire sales cycle, so every member has the information and insights to contribute to the deal.” With Dynamics 365, L&T-NxT has been able to centralize its sales data, improve its ability to manage leads, and ensure that its global sales force can easily access comprehensive customer information from any location.


Implement a comprehensive, scalable solution


While digital startup L&T-Nxt relied on the “out of the box” capabilities of Dynamics 365 Sales to fuel their launch momentum, Fortune 500 company Rockwell Automation saw Dynamics 365 Sales as the perfect solution to scale with the needs of their 2,800-person sales team.


Rockwell Automation simplifies complexity for its customers by providing industrial automation and digital transformation solutions. With a global customer base that spans over 100 countries and ranges across industries, Rockwell Automation’s salesforce, consisting of 1,600 sellers, 400 sales managers, and 800 subject matter experts, must regularly solve increasingly varied and complex customer needs. The complexity of customer needs and increasing demand for services required Rockwell Automation to upgrade their previous CRM platform, and replace it with a scalable, cloud-based CRM platform prepared to manage sales and build strong customer relationships while Rockwell Automation experiences continued growth.


Rockwell Automation needed a mobile and user-friendly solution that would reduce manual processes, support collaborative selling, and connect lead management with sales. After considering SAP, Salesforce, and Microsoft, Rockwell Automation determined that Dynamics 365 best met their requirements and fit their priorities of demonstrating a customer-centric focus and boosting outcome-based selling.


With an adoption rate of 71 percent monthly active usage, Rockwell Automation is already recognizing the benefits of Dynamics 365. “Our sales team uses Dynamics 365 Sales to respond to questions with real-time insights, be proactive about opportunities, and get proposals generated more quickly than before,” says Tom Forster, Director of Global Sales Strategy and Commercial Readiness. Sellers no longer struggle to engage with subject matter experts for critical information, and automated data capture proactively provides sellers with comprehensive client backgrounds. The streamlined process for collaboration and increased visibility has led to reduced churn and a more connected salesforce, and enabled sellers to focus on their most critical task: truly helping customers.


Watch a demo or take a guided tour to see how Dynamics 365 Sales can empower your sellers with actionable insights.


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Steve’s been with SMB Suite since 1998 and has been involved with nearly every aspects of the Company’s business as a strategist, professional services executive, cloud solutions architect, and senior consultant. In his current role, Steve is responsible for SMB Suite’s revenue and oversees the execution of ERP, CRM and BI projects for customers across a broad range of industries. Steve combines his expertise in MS Dynamics GP, CRM and other Microsoft products with a strong foundation in accounting and business to identify gaps and streamline customers’ processes. Prior to co-founding SMB Suite, Steve was previously Corporate Controller for MEHLE Behr and, prior to that, Audit Senior for Ernst & Young. Steve holds a Bachelor of Business Administration degree from the University of Texas at Arlington.

Jeremy is responsible for SMB Suite’s technology vision, strategy and implementation and is the architect of the Company’s Dynamics Cloud Platform. Highly adept in every facet of managed services, ERP systems and e-commerce platforms, Jeremy’s expertise spans the implementation and support of business and financial software solutions, as well as the customization and integration of SMB Suite’s cloud ERP technology stack. He holds numerous Microsoft and industry-related certifications, and was primarily responsible for designing the Company’s progressive business services platform in the early days of the Cloud. Prior to SMB Suite, Jeremy served as the financial analyst, systems administrator, and information systems liaison for a $2 billion financial services corporation.

Monty is responsible for SMB Suite’s day-to-day operation and, most importantly, its customers. As a leader, motivator and mentor, Monty creates loyal high performance teams willing to “walk through walls” to accomplish their goals. Prior to SMB Suite, Monty served as President of The Bradshaw Group (TBG), a global distributor, manufacturer, and repair facility for digital printers. In this role, he was the Company’s ambassador to its most important domestic, European and Latin American customers and TBG achieved a best-in-class Net Promoter Score of 74 for its superb customer satisfaction. Prior to TBG, Monty served as the General Manager of Sam’s Clubs three highest grossing U.S. stores and was named Regional Operator of the Year in 1999. Monty holds a BBA in Marketing from Texas Tech University and is an active member of Business Navigators. He has been active in Vistage International, Executives in Action, the Dallas/Fort Worth Retail Executives Association, as well as, A.P.I.C.S., the leading professional association for supply chain and operations management. Monty also volunteers with Hunger Busters and ManeGait, a therapeutic horsemanship organization.

David is a proven financial and information technology professional with expertise in providing business accounting software and computing solutions. He began his career by starting and managing a successful independent consulting practice for several years. He then launched the local systems consulting unit of Ernst & Young’s Entrepreneurial Services Group, leading the office into the hi-tech consulting arena. After successfully developing the unit for Ernst & Young, David founded NextCorp (which became SMB Suite in 2013) to serve the business software needs of clients throughout the US. David has made SMB Suite one of the best cloud ERP providers in the industry. In addition to being a successful entrepreneur and leader, he is a software and technology specialist, holding certifications in various Microsoft and other technologies.