Understanding the Economic Impact of D365 Sales

To help organisations better understand the costs, risks and benefits of deploying Dynamics 365 Sales, leading research agency Forrester's latest report examines the total economic impact of Microsoft's CRM solution.

The author of this page: James Donohoe
James Donohoe, Microsoft Business Applications Account Manager Mar 07, 2023

In a 2022 study commissioned by Microsoft, leading research agency Forrester analysed the total economic impact of Microsoft Dynamics 365 (D365) Sales, a CRM platform designed to increase sales efficiency.

To compile their findings Forrester interviewed nine representatives from various organisations. The results were then aggregated into a single composite organisation.

Prior to using D365 Sales the organisations interviewed reported disjointed, manual processes involving fragmented systems and data. Where existing CRM systems were noted the solutions were bespoke homegrown systems again reliant on excessive manual effort with interviewees reporting a lack of data visibility across the sales lifecycle.

Analysing the business impact of D365 Sales, Forrester reported a number of business benefits, including;

  • Increased average revenue per seller, with sellers working more efficiently and achieving higher close rates (valued at $51 million for the composite organisation).

  • Improved seller productivity due to a streamlined proposal process and consolidation of necessary materials (valued at $13.3 million for the composite organisation).

  • Greater accountability with increased transparency around sales results and trends.

  • Enhanced business insights and decision-making across the sales life cycle.

  • Ease of use and time savings for end-users and IT staff because of integration across the Microsoft solution stack.

Analysing the three-year risk-adjusted present value of both the benefits and solution license and set-up costs, Forrester reported a composite organisational benefit of $70.86 million over three years versus set-up costs of $22.52 million, which demonstrates an ROI of 215%.

For further details and to read this report in full, please use the link provided below.

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