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Salesforce or Microsoft Dynamics 365, Which is right for you?

Korcomptenz - Total Transformation Blog - Salesforce or Microsoft Dynamics 365, Which is right for you?

Posted on February 10, 2020

How can you determine your CRM of choice?

CRM of Choice

A CRM is key tool forprospecting. Not only does it allow you to segment your database for better day to day planning but  a CRM is a also a real-time diary to keep notes on your sales activities, marketing campaigns, conversations, follow ups, minutes, and more, all in one place. You can see all the historical data to plan to win the deal strategically. This is particularly key when sales take time to close and all touch points need to be hand crafted and planned to make an impactful and timely value add throughout the lifecycle.

Difference between Salesforce and Microsoft Dynamics

Gartner defines Sales Force Automation (SFA) as systems that support the automation of sales activities, processes and administrative responsibilities for organizations’ sales professionals. Gartner considers SFA to be a foundational technology, implemented to automate an organization’s core sales processes. The core capabilities of SFA include account, contact and opportunity management; sales activity management; sales forecasting; mobile applications; reporting; partner relationship management (PRM); and platform capabilities. Based on the above capability criteria, both Salesforce and CRM score well. Both have cloud-based modules that cater to the core of the businesses around Sales, Marketing and Customer Service.

Salesforce Product Microsoft CRM Product Key Objectives
Salesforce Sales Cloud     Dynamics 365 for Sales
  • Close more deals. Identify more leads
  • Accelerate sales process with insights and manage sales team productivity
Salesforce Marketing Cloud Dynamics 365 for Marketing
  • Identify campaigns that work to making organizations more customer-centric
Salesforce Service Cloud Dynamics 365 for Customer Service
  • Enabling simple, convenient customer management solutions from self-service to intelligent tools
  • Provide specialized scheduling and mobile app functions for Field Service teams
Salesforce Commerce Cloud Dynamics 365 for Commerce
  • Omni-channel personalized customer solutions from web to physical store

While both software platforms share modules that perform similar tasks there are also differences.

A major difference between them is deployment options. Salesforce was built for the cloud while Microsoft Dynamics allow the user the flexibility to choose the best option for their organizational needs whether it is on-premise, in the cloud, or a partner hosted environment.

A few other areas of difference are integration options, extensions in the form of apps that can be added to the core platform, industry specialization, and price.

Microsoft Dynamics 365 gives users the advantage of being able to integrate well with all Microsoft Applications such as Outlook, OneDrive, Excel, SharePoint, Power Point etc all of which are essential tools used by every sales professional.  Salesforce also integrates with several Microsoft Apps, but the connections provided by Dynamics 365 offer greater advantages and ease of use. 

Salesforce, however, offers a wider variety of Apps in their Salesforce AppExchange which can be customized for specific needs. Microsoft’s AppSource also provides this option, but the variety of apps offered is not as wide or deep as Salesforce.  At the same time, Microsoft does offer a few superior apps.  For example, LinkedIn Sales Navigator Integration helps nurture new relationships, PowerApps allows you to easily extend functionality, and Power BI is best in class for data visualization.  Salesforce recently acquired Tableau and is expected to make strides against Power BI.

In general, Salesforce has more industry vertical specialization and can provide important insights that are relevant and valuable. For example, Salesforce Health Cloud and Salesforce Financial Services Cloud are leaders in their industry.  Microsoft is busy working on a Common Data Model that will address these needs, but at this point, Salesforce is more mature.  Salesforce Einstein AI is also better integrated, though Microsoft is making gains with their capabilities as well.

Lastly, pricing remains a difference.  Salesforce can a little more expensive than Microsoft, especially when it comes to the Marketing Cloud.  Otherwise, the prices are closer with Microsoft usually being a little expensive per user.

In summary, both are leaders in SFA and CRM solutions, but what’s appropriate for a business depends on your unique needs.   In that regard, neither is necessarily than the other and which one you choose should be based on the specific features you are looking for, your price range, and whether it can be easily adopted for the use of your company.

D365

KORCOMPTENZ is a Gold Certified Microsoft Partner and a Salesforce Registered Consulting Partner headquartered in New Jersey with extensive experience improving business outcomes for our customers, by leveraging end-to-end solutions involving the ongoing convergence of ERP, Azure Cloud, Analytics, Artificial Intelligence and IoT.

We’re here to help you make the best decision for your business.Contact us today for a free consultation.

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