infotechAccounts and relationships
Connect account hierarchies, contacts, activities and opportunities. Give account teams continuity when a relationship moves between colleagues, territories or business units.
Dynamics 365 Sales
More meaningful conversations. A healthier pipeline.
Give sellers the customer context, guided processes and connected tools to focus on the opportunities that matter.
Built forSales leaders, sellers and revenue operations
The focusLead to opportunity to customer
Our delivery approach The business perspective
Technology witha clear purpose.
When customer information is spread across inboxes and spreadsheets, every handover loses context. Bring the sales journey into a shared workspace, from the first lead through to the next opportunity.
A CRM should help your team decide what to do next. That means useful account context, a pipeline that reflects reality and a sales process people can follow without an extra layer of administration. We connect the commercial journey to the information, approvals and handovers that support it. Start with one sales team or a defined market, validate the experience with sellers and use that learning to guide the wider rollout.
Explore the possibilities
Built for the workthat matters.
A closer look at the capabilities and decisions that shape a useful solution.
Lead qualification
Structure qualification criteria and follow-up responsibilities. Use appropriate scoring and prioritisation capabilities to help teams direct attention where it is most useful.
Opportunity management
Make stages, decision makers, commercial requirements and next actions visible. Configure the sales process around how your customers actually buy.
Forecasts and coaching
Review pipeline coverage, sales forecasts and stage movement. Give managers a consistent basis for coaching and explaining changes in the outlook.
Copilot assistance
Explore summaries, preparation support and drafted communications. Match available capabilities to your edition, data readiness and the decisions sellers retain.
Connected productivity
Bring sales information closer to Microsoft 365 and connect downstream processes. Reduce the need to reconstruct a customer conversation across separate tools.
From capability to everyday value
See itin practice.
Explore possible starting points for your organisation. Each scenario connects a business need with work to consider and measures to review.
New business · Illustrative scenario
Make the first handover count.
A marketing enquiry arrives with incomplete information and no clear owner. Design an intake and qualification process that records source, customer need and the next action before creating an opportunity. A shared review queue helps sales operations resolve incomplete or duplicate records.
What to measureLead response time and qualification completenessAgree a baseline and targets with your business owners.
Account growth · Illustrative scenario
Prepare before the next conversation.
An account manager is preparing for a renewal across several customer locations. Bring recent interactions, open opportunities and relevant service context together so the meeting begins with a coherent picture. Agree what information must stay current and who maintains it.
What to measureAccount-plan coverage and renewal preparationAgree a baseline and targets with your business owners.
Sales leadership · Illustrative scenario
Give the forecast a defensible basis.
Managers receive different definitions of a committed deal. Establish stage criteria, required evidence and a review rhythm, then use reporting to examine stalled opportunities and changes in expected revenue. The aim is a forecast the business can discuss and challenge.
What to measureForecast variance and opportunity ageingAgree a baseline and targets with your business owners.
The Defacto approach
Clarity at every step.Ownership beyond launch.
Start with your lead-to-opportunity and opportunity-to-order processes. We configure the solution around your sales model, connect essential systems and support adoption.
Explore our approach- 01
Define the sales model
Map territories, account ownership, qualification rules and reporting needs. Identify which parts of the process should be common and where variation is justified.
- 02
Connect the commercial journey
Plan customer-data cleanup, Microsoft 365 integration and handovers to finance or delivery. Rehearse migration using representative records and active opportunities.
- 03
Build adoption into the rollout
Test with sellers and managers using real tasks. Agree ownership of pipeline hygiene, dashboards and improvement requests after launch.
A useful first conversation
Bring the context.
We’ll help shape the next step.
A few examples of your current work will make the discussion more specific.
- A sample of active accounts and opportunities
- Current sales stages and forecast definitions
- Required connections to marketing, service and finance
- User roles, access boundaries and adoption priorities
Experience you can explore
See the workbehind the words.
Customer experienceAaron Equipment Company
Connected sales for a complex equipment business.
Aaron Equipment adopted Dynamics 365 Sales and Customer Insights to successfully address operational challenges and optimise service excellence across their equipment business.
Explore the customer storyMake an informed decision
Your questions.Considered answers.
The right scope starts with a clear understanding of your business, the platform and the work ahead.
Can we keep our existing sales methodology?
Yes. Start by separating the principles that make your process effective from workarounds created by the current system. We can align stages, fields and views to your methodology, while reviewing where standard capabilities provide a simpler experience.
What should we prepare before migrating our CRM?
Agree who owns each account, how duplicates are resolved and which activities or attachments must move. Decide what to do with inactive records. A trial migration should include reconciliation and seller review, not just a successful import.
Do all Sales editions include the same AI features?
No. Microsoft offers different editions and feature entitlements. We review the required seller experiences, available capabilities and capacity before proposing a design, so the business case reflects the solution you can actually deploy.
Explore Microsoft guidance
Your next chapter starts here
What’s your next?
A challenge to solve. An idea to explore. Let’s talk.