In this extraordinary age of AI, we find ourselves on the brink of a profound revolution. Companies are looking for generative AI to solve longstanding problems around customer connection, loyalty, and seller productivity. Businesses are on a journey to become a digital-first business, not only to connect with customers, but to benefit from the advances in AI.
Both winning and retaining customers requires a unified customer understanding and ability to orchestrate experiences across sales, marketing, and service. To deliver exceptional experiences, businesses need a solution that breaks down data silos between applications and departments so sellers, marketers, and service agents can get the right information in the right interface at the right time.
Dynamics 365 2024 release wave 1
Release wave 1 brings new innovations and capabilities to transform your business.
Imagine if your sellers could effortlessly collaborate with contributing stakeholders and had the exact right information at the exact right time to make a persuasive sales pitch that speaks to the needs and wants of each individual customer to cement the sale.
Imagine if your marketing team could create the perfect end-to-end campaign, one that aligns input across departments, that pulls in the perfect target audiences, that includes campaign assets aligned with your brand identity. And instead of doing so in months, being able to create a good draft…in minutes.
Imagine if each time customers interacted with your company, no matter what department or touchpoint they engage with, they felt known, and each interaction built on the last.
With generative AI and our Microsoft Dynamics 365 customer experience solutions, these “imagine ifs” are reality.
The innovative capabilities that are coming to you in Microsoft Copilot for Sales, Microsoft Dynamics 365 Sales, and Microsoft Dynamics 365 Customer Insights will help you elevate the seller experience through AI-driven process transformation, optimize the buying journey with the power of data, and personalize every customer interaction.
Elevate the seller experience through AI-driven process transformation
A recent study of sales professionals showed that up to 70% of their time is used for administrative and non-selling tasks that reduce the quality of their interactions with customers.
With Copilot for Sales and Dynamics 365 Sales, we enable innovative AI-enriched experiences to support sellers as they move through the sales process. We help transform sales teams from just following leads and opportunities into being trusted advisors who can predict and support customer needs.
Copilot for Sales is designed to be an invaluable assistant helping drive productivity and improve sales efficiency. It combines all the unique role-based sales capabilities with Microsoft Copilot for Microsoft 365 to deliver a unified and highly relevant seller experience right within the Microsoft 365 suite of applications, keeping the seller in their flow of work. Sellers can use chat to identify answers to top sales questions, whether it’s to find out more about an account or opportunity, or to view the sales pipeline. We deliver relevant sales context using natural language and prompt-based actions.
Let’s look at some of the newest features within Copilot for Sales, an application for sellers who use either Dynamic 365 Sales or Salesforce but prefer to work within their Microsoft 365 productivity apps to manage their day:
- Enhance email summaries and replies to minimize app switching and provide a response that’s aware of the customer context. Insight related to sales such as buying intent is emphasized, and suggested changes such as updates to sales stages, opportunity budgets, or estimated close dates appear in the side panel allowing instant updates.
- Easily create meeting preparation reports that give you the information you need to engage your customers confidently. You can share the meeting prep with your team members so everyone can be on the same page with knowledge about the customer and the account. Using the power of Copilot in Word combined with Sales insight from your customer relationship management (CRM) application.
- Get immediate AI-generated tips, suggestions, and advice in Microsoft Teams meetings to help sellers concentrate on the meeting dialogue and ensure they can respond quickly to requests and possible challenges, such as competitor references, by surfacing relevant information when and where they need it.
- Generate post-meeting follow-up quickly and easily allowing sellers to follow-up with tasks and notifications that are generated from the Teams intelligent recap screens and review the key questions that need to be answered. Follow-up work with their team members can be managed using deal rooms and planner activities to review task suggestions and assignments ensuring no follow-up is missed.
- Keep systems up to date without the pain of manual effort. Copilot for Sales allows for quick creation of records, such as leads and opportunities, right in the Microsoft 365 surface area. In the Copilot side panel, create new records and update fields using pre-filled suggestions without leaving the screen.
Dynamics 365 Sales continues to be our market-leading CRM solution designed to streamline sales processes, cultivate customer relationships, and expedite deal closures for businesses of all sizes. We bring the power of generative AI right inside this surface area and help sellers transform their CRM interactions to support customer conversations and land deals. With the latest release we’re helping sellers to:
- Transform the CRM sales experience by using the immersive full-screen Copilot view right in Dynamics 365 Sales. Get all key information in one place including pipeline, suggested actions, deals in progress, and real-time insights on key accounts. Sellers can query that information to get further details and insights using natural language and suggested prompts. Use it to get started every day as a homepage for all sellers using Dynamics 365.
- Make the best use of prospecting time with intelligent lead management to make sure that sales development teams are using their time wisely and focusing on leads that have a higher chance of closing quickly. In this release, we’re adding qualification criteria that incorporate signals to help show how interested the customer is. The distribution of those leads is then improved based on seller capacity and our new notification alerts make sure that sellers don’t lose the opportunity to interact when the timing is right.
Optimize the buying journey with the power of data
It all starts with data. Generative AI takes what used to be specialized and trained roles and democratizes them so customer experience (CX) professionals can use and take advantage of the data, insights, and workflows from their CRM system. Generative AI will autonomously assist customers and sellers in their day-to-day experiences to:
- Elevate customer experiences in real time: With Dynamics 365 Customer Insights, CX professionals can now ensure customer profiles and associated insights are updated in real time based on data signals, allowing them to provide the most targeted and personalized experience as they engage with your website or mobile app, which will foster loyalty, increase engagement, enhance satisfaction, and drive higher conversion rates.
- Know your account better with AI-generated account summaries in Dynamics 365 Sales: With integrated data from Dynamics 365 Customer Insights, sellers can now quickly access a comprehensive overview of each account, enabling them to prioritize their work effectively and engage with customers in a more personalized and targeted manner.
- Maximize sales success with AI-suggested past successful deals: In Dynamics 365 Sales, sellers now have the ability to use the collective intelligence from past successful deals to identify and pursue similar opportunities effectively. This AI-driven feature simplifies the decision-making process and increases the likelihood of closing deals quickly. By analyzing personal success stories and industry-specific data, sellers can make well-informed decisions that enhance sales effectiveness. The strategic use of AI suggestions not only improves efficiency but also significantly raises the chances of winning deals, thereby boosting overall sales performance.
Personalize every customer interaction
Marketers and CX professionals are being empowered to go beyond automated spam to creating cross-channel cohesive, conversational experiences that drive loyalty and retention. The innovative capabilities in Dynamics 365 Customer Insights that are releasing in this wave enable CX professionals to:
- Take campaigns from concept to launch in minutes using Copilot in Customer Insights Journeys: With Copilot, instead of breaking down a series of fragmented work items, the team begins by telling Copilot the outcome they want to achieve. In minutes, they’re presented with the new project board, curating ideas for every component central to the campaign: such as segments, content, and journeys, all ready for review. It’s fueled by unified data from all sources of customer data, brand guidelines, past campaigns, and creative briefs.
- Generate unique on-brand creative assets in minutes: No more scouring media libraries or resorting to use of stock images. You can ensure images are on brand and personalized for each audience, generated by Copilot using the new Typeface integration. Copilot allows you to generate variations that then can be used for personalization—no special photo editing abilities required.
- Personalize omnichannel experiences with no code using Optimizely: Dynamics 365 Customer Insights and Optimizely now unlock omnichannel personalization and experimentation capabilities, enabling marketers and citizen developers to personalize every customer touchpoint with no code or prior expertise required. By combining insights and segments from Customer Insights with Optimizely audiences, you can create experiences that are tailored to your customer’s browsing activity, their loyalty, past engagement history, and other real-time signals. Moreover, you can continue the conversation or re-target your visitors by delivering the same consistent experience through customer journeys, based on which Optimizely treatment cohort the customer was part of.
With generative AI and Copilot, we’re revolutionizing the workflow for sellers and CX professionals. First, sending personalized content at every stage of the marketing campaign, improving the quality of sales leads, and next, optimizing the productivity of sellers and enhancing every single engagement with their customers, helping them to close deals faster, all thanks to Copilot. There has never been a more exciting and productive time to be a seller or marketer. We can’t wait for you to experience it.
Learn more about 2024 release wave 1 capabilities
The future of customer experience is here, and it’s driven by cutting-edge AI technology that empowers businesses to better connect with their customers, drive sales, and improve overall satisfaction for both customers and employees. This release wave is truly driving transformative change for customer-facing roles, so get your organization set up today.
To see how all of this comes to life, watch the CX overview segment of the Business Applications Launch Event and check out the 2024 release wave 1 plans to read more about these game-changing capabilities.
