A few weeks ago on May 3rd, Microsoft had a large, customer-facing event/presentation to discuss digital transformation, the future of Dynamics 365 and the evolution of business data. They called it the Microsoft Business Forward. Many Microsoft executives spoke, beginning with Satya Nadella (Microsoft’s CEO) who addressed a short keynote to the live audience.
After taking some time to digest the presentation, I thought it would be beneficial to give you my thoughts about what was discussed.
What I learned:
1. Digital Transformation is here to stay – or adapt.
Satya Nadella opened the Microsoft Business Forward by addressing one main point of emphasis – digital transformation. This buzz word has made waves in the technology community over the past year including heavy usage by Microsoft.
So, what is digital transformation? Essentially, it is the process of taking your company where it stands now and adapting/transforming the way it does business by integrating the latest technology to increase efficiency and effectiveness.
Nadella stressed the importance of digital transformation for all companies – large or small. He gave several examples of how companies have used Microsoft technologies to solve big issues that the company was facing. Nadella left the audience with a simple explanation that many large problems or high-level projects start off with a simple solution – such as analyzing data in Microsoft Azure. When insights or solutions are found in that data, the company now has a need to execute on that insight or plan. That’s where digital transformation and specifically Microsoft Dynamics 365 and other Microsoft Cloud solutions come into play.
Bottom line, digital transformation isn’t just a buzz word or a catchy term – it’s here to stay. Today’s market demands innovation; people want their products and services delivered and consumed the way they are used to – digitally.
2. LinkedIn Sales Navigator helps you win.
One of the more exciting conversations during the Microsoft Business Forward was about the power of LinkedIn Sales Navigator. Doug Camplejohn, Head of Products – Sales Solutions at LinkedIn, was called on stage to help explain the capabilities of LinkedIn Sales Navigator. He gave the audience the three main features, or value points, of LinkedIn Sales Navigator:
- Targeting – It helps you target types companies, and people, that your firm has a history of winning business from.
- Understanding Change – LinkedIn Sales Navigator helps sales reps understand changes with industries, companies, and talent faster. This allows sales reps to adjust their strategy to match new contacts and new points of emphasis.
- Engagement – Sales reps can engage prospects in new and different ways which allow them to vary their approach and strategy.
Additionally, some details were offered up about the success had when leveraging LinkedIn Sales Navigator. After performing an A/B Test wand ROI study with Qualtrics, Camplejohn explained that in deals that were closed and won, the sales rep was connected with 3x more people from the prospective company than when deals were lost. Furthermore, sales reps using LinkedIn Sales Navigator closed 20% more business and the deals they closed were 50% larger than those who were not using LinkedIn Sales Navigator.
3. Dynamics 365 for Sales will be a sales rep’s best friend.
Eric Boocock took the stage to present Dynamics 365 for Sales and give the audience a demo of both the desktop and mobile version of the software. He described that one of the best features of Dynamics 365 for Sales is its ability to leverage the data provided in LinkedIn.
You can watch more of this portion of the presentation below to get a look at the interface and operability of Dynamics 365 for Sales.
My takeaway? The interoperability of Dynamics 365 for Sales and LinkedIn will continue to be invaluable to sales reps. The ability to create quotes and proposals on-the-go with your phone or tablet is something that can completely change the game for many sales organizations. All in all, the integration of LinkedIn to Dynamics 365 for Sales is a major advantage over Salesforce and Oracle.
What did you learn?
These are just a few of the points that stuck out at me during the Microsoft Business Forward. What were your thoughts? Did you see something that peaked your interest? If so, comment below with your thoughts.