This week the world witnessed the third-largest acquisition in the history of the tech sector, when Microsoft purchased LinkedIn for a mere $26.2 billion. We explore what benefits this will this bring to Microsoft Dynamics 365 users.
LinkedIn is the largest professional social network by far, with around 434m registered users and 100m visitors to its site each month. It is reported that Microsoft purchased it to reinvent themselves from the leading PC software maker to a company that sells business technology services more generally. This acquisition will likely change the face of Customer Relationship Management (CRM), not just for Microsoft’s products, but many other competitors too. The potential ability to start searching the huge LinkedIn database direct from Microsoft Dynamics 365 is going to be very powerful in the CRM landscape. Microsoft’s vision is to turn its CRM platform into one that can predict what customers want to buy, and then make those suggestions to them.
So, what imminent improvements are in store for Microsoft Dynamics with LinkedIn?
1: Sales intelligence and data cleansing improvements
LinkedIn along with its Sales Navigator tool, is one of the most important lead generation tools in a sales agents toolkit. Having easy to access information about connections, how you are connected to them, connections each of them have in common and being able to gauge their current status by the posts they have recently shared is all valuable insight. This, combined with CRM’s process driven interface and market leading activity management will mean that you never need to miss a single lead.
86.7% of top sellers always use LinkedIn to conduct in-depth research on prospects before making contact.
Within Microsoft Dynamics 365, InsideView (aka Insights) the market intelligence platform, it already gives you a preview of the contact. However, with the recent acquisition we expect to see a significant improvement in this area so it’s as easy to find out more information about your prospect from CRM as it is LinkedIn.
Active LinkedIn profiles contain some of the deepest, most up-to-date, and accurate information available about business contacts. After all most CRM’s contain a large number of out of date contacts. So, with the integration to LinkedIn, Dynamics data will have the potential to be of much higher quality in the near future.
There is talk that the acquisition will make it possible for new experiences such as a new LinkedIn newsfeed that serves up articles based on the project you are working on and suggesting an expert to connect with via LinkedIn to help with a task you’re trying to complete in Microsoft Office. If you are considering implementing Microsoft Dynamics 365 in the near future please get in touch.