Microsoft Dynamics CRM vs. Salesforce – How behavioural analytics impact sales

Microsoft Dynamics CRM vs Salesforce - Analytics

Microsoft Dynamics CRM vs. Salesforce

Data visualisations can help you sell more. With buyers having more power than before, businesses need to be able to analyse and identify contact buying patterns to be able to sell their products or services.

Aberdeen Group’s research confirms that companies that invest in predictive analytics outperform their competitors. Sales and marketing professionals use business intelligence technologies such as Microsoft Power BI, Tableau and QlikView to analyse their data and monitor key metrics. Analysts use this data to gain insight into customer behaviour and buying trends.


Predictive analytics

Predictive sales behaviour analytics has been Microsoft Dynamics CRM’s key strengths along with trend analytics. In 2015; Salesforce released ‘Salesforce Wave’ – their SaaS-only BI visualisation tool that analyses semi-structured and unstructured data and can reside within Salesforce. Salesforce Wave was introduced to compete with Microsoft’s Power BI.

Power BI has been around for a long time and has been rated a leader by Gartner’s Magic Quadrant. In comparison, Salesforce Wave is relatively new and is not yet capable of offering all the functionality. Microsoft Dynamics CRM and Power BI integration provides users the ability to combine the power of their data for predictive analytics.

Reporting dashboards

Both the CRM systems have put in tremendous effort into the design of reporting dashboards. Data visualisation is one of Dynamics CRM’s key strengths. Dynamics CRM allows users to create dashboards with a combination of fields to gain better insight into campaign management, customer journey, sales performance or return on investment. Users have reported improved satisfaction with the ability to build custom reports and dashboards; which addresses a gap that Gartner noted in previous years Magic Quadrant.

Microsoft’s aggressive marketing strategy and its wide scope of relevant capabilities for organisations; has landed this CRM product on many buyers’ shortlists. If you are evaluating Microsoft Dynamics CRM for your organisation; give us a call on 1300 797 888 to speak to a certified CRM consultant.

Microsoft Dynamics vs. Salesforce – Further reading