In a previous blog, we discussed how modern, AI-enabled customer relationship management (CRM) platforms and enterprise resource planning (ERP) systems help drive new, more effective ways of working for employees and more satisfying outcomes for the customers they serve in three key ways: by streamlining operations, by empowering more informed and insightful decisions, and by elevating customer and employee experiences.  

In this blog post, we’re going to focus on the third item: elevating customer and employee experiences by showing how AI-enabled CRM solutions help increase productivity and provide unprecedented levels of personalized service across three key business functions: marketing, sales, and customer service. We’ll also provide insights and best practices for how to help employees get the most from AI, including how they can be empowered to create personalized experiences for their customers.  

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Revolutionizing marketing: How AI-enabled CRM software drives personalized experiences and enhance customer engagement 

Marketing is one area where generative AI is already in active use. According to a Forrester survey of CMOs, more than half (56%) of B2C marketing or advertising decision makers have been using generative AI in three key ways:  

• To help employees minimize tedious tasks, allowing for more time to focus on strategically important work. 
• To summarize insights and enable swift action without the need to dig through data manually. 
• To boost the scale of creative output by generating starter ideas along with visuals and copy.¹

AI is particularly capable of delivering personalized experiences in marketing, where AI-enabled CRM platforms can marry customer data to messaging to create memorable moments and impact sales. One example of a company using AI-enabled CRM solutions to generate marketing content is North Carolina-based sports club NC Fusion, which used Microsoft Copilot in Dynamics 365 Customer Insights to help its marketers create personalized messaging tailored to its audience segments, increasing the reach of the brand. Using AI-enabled content ideas, descriptions, and summaries has provided significant time savings, and personalizing campaigns has been more effective with Copilot.²  

“For families, we are able to tailor the message they receive. This means a family will only receive messages that apply to their situation, and not a multitude of emails that have no application to their family situation. With AI-assisted content production, our customer engagement has increased from 10% to 30%.”  

Chris Barnhart, Head of IT and Data Systems at NC Fusion

Empowering sales teams: How AI-driven personalization can transform customer interactions and boost revenue 

Another area where personalization can impact an organization’s bottom line is sales, where making authentic connections with customers at the right time is paramount. Few organizations know this better than superyacht brokerage Northrop & Johnson, which has used AI to deliver highly personal sales experiences tailored to the wants and needs of its high-value clients. 

“In this market, we have high-wealth customers who are considering very high-value purchases, and we can’t afford any interactions that leave them feeling anything less than special.”

Keith Perfect, Director of Technoloy & Intelligence at Northrop & Johnson 

Microsoft Dynamics 365 Sales, Microsoft Dynamics 365 Customer Insights, and Copilot provide Northrop & Johnson sales teams with comprehensive and timely data for each client, which helps them deliver personalized conversations at precisely the right time to engage. 

“Clients at this level want to know they are taken care of. And when you must make an impact in minutes, which is all you have with these busy clients, you need to be very attuned to them. Otherwise, it could cost you the sale. So, having a solution at your fingertips that connects the entire journey is huge for our sales team.” 

Daniel Ziriakus, President & Chief Operating Officer at Northrop & Johnson

Sales teams using AI-enabled CRM software also realize significant time savings as salespeople assign more tedious tasks to their AI assistants. In fact, according to new Microsoft research, 79% of Microsoft Copilot for Sales users say it reduces the amount of administrative work they have to do, 67% say it helps them spend more time with customers, and 64% say it allows them to better personalize customer engagements.³  

Transforming customer support: How AI-driven assistants enhance productivity, satisfaction, and retention 

Customer service is still another area where AI-enabled CRM platforms can make an immediate impact. According to a November 2023 study from the National Bureau of Economic Research (NBER), customer service agents using a generative AI-based conversational assistant were able to increase productivity—specifically measured by the number of issues resolved per hour—by an average of 14%. The effect was even more pronounced with novice and low-skill workers, who experienced productivity increases of 34%. Researchers also found that AI assistance improves customer sentiment and increases employee retention.⁴ 

One company using an AI-enabled CRM solution in customer service is Microsoft. We operate one of the largest customer support teams in the world and process more than 145 million contacts per year. We use Microsoft Dynamics 365 Customer Service to help utilize the full expertise of the engineers on staff and provide better resolution of customer issues across the board.⁵  

“The challenge for every support engineer is to connect with the human being on the other end of the call who has a problem that needs solving. You want to connect with them, but you also need to be able to pull in a great deal of technical information. Copilot provides us the support to offer the customer understanding while also sorting out their technical problems.” 

Ric Todd, Director of Support Strategy at Microsoft

Download The AI Advantage: Driving sales performance with next-generation tools.

Bringing AI to your organization  

For leaders looking to roll out AI solutions in their organizations, we have some encouraging news: people new to AI begin recognizing its value quickly. Recent Microsoft research shows it takes a time savings of just 11 minutes per day for most people to see its usefulness (a key factor in getting new work habits to stick). ⁶  

Encouragingly, most respondents report having saved more than 11 minutes. The most efficient among them are saving up to 30 minutes per day—the equivalent of 10 hours per month—and the average person is saving 14 minutes per day for a time savings of almost five hours per month. 

What’s more, the breakthrough moment by which respondents report seeing improvements in productivity (75%), work enjoyment (57%), work-life balance (34%), and the ability to attend fewer meetings (37%) happens within one business quarter—11 weeks.⁷  

While personal productivity gains from Copilot are real and significant, building an AI-powered organization requires committing to working in a new way. Some best practices to consider include:  

• Encourage daily use. Realizing productivity gains from AI will take intentional everyday practice. Those who start building the habit early will pull ahead. And don’t forget—11 weeks is all it takes for people to recognize the effect.  

• Help people manage their new assistants. Employees taught to treat their generative AI tools as assistants, not search engines, will get the most value. Teach team members to manage their new assistant and to recognize when to delegate a task to AI and when to apply their human intelligence, judgment, and skill. 

• Find good use of reclaimed time. Help your team take advantage of time savings to focus on the higher-order and creative tasks only people can do. Salespeople can devote more time to building relationships with customers and closing deals. Marketers can carve out time to dream up new solutions. Customer service teams can focus on solving problems, and managers across the organization can spend more time coaching and caring for their teams. 

Taking the next step forward 

Take the next step in your AI adoption journey by learning more about Copilot and other AI-powered capabilities in Microsoft Dynamics 365. Discover how to keep your organization on the cutting-edge by realizing that a new paradigm of customer engagement through AI-enabled personalization empowers both customers and employees.  

Join us at a Microsoft Dynamics 365 Virtual Training Day to gain the skills needed to help your organization sell, service, and deliver on the customer expectations of tomorrow. Register for free, in-depth training events, where you’ll uncover new efficiencies of scale, discover smarter connections, and utilize built-in intelligence for deeper insights into your business. Register now! 

Sources

1.  Leap Now, Not Later, into a Responsible Generative AI Strategy for Marketing (July 5th, 2023) 
2. Microsoft Customer Story-NC Fusion expands youth marketing outreach, taught kids leadership and life skills with Dynamics 365 Customer Insights
3. What Can Copilot’s Earliest Users Teach Us About Generative AI at Work? (microsoft.com) 
4. Working Paper 31161; Generative AI at Work; NBER 
5. Microsoft Customer Story-Microsoft empowers support engineers to shine brighter with Dynamics 365 Customer Service 
6. AI Data Drop: The 11-by-11 Tipping Point 
7. AI Data Drop: The 11-by-11 Tipping Point 

The post Elevating experiences with AI, from productivity to personalization  appeared first on Microsoft Dynamics 365 Blog.

At Microsoft, we don’t see ourselves as a vendor. When it comes to our customers, we want to be seen as partners—and as trusted advocates. Today, we want to share a story about how Microsoft can help customers take the long view when it comes to transforming their businesses and adapting to the ever-changing needs of their industries and markets. In 2021, facing an uncertain post-pandemic economy, G&J Pepsi embarked on a transformation journey to maximize customer service, revenue, and cost savings by implementing solutions including Microsoft Dynamics 365 Field Service, Microsoft Dynamics 365 Remote Assist, Microsoft Dynamics 365 Sales, and other Microsoft technologies. Since then, it has continued to adapt and adopt solutions like Microsoft Copilot to position itself for future growth and continued success in a competitive landscape. 

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G&J Pepsi is always striving to innovate and provide better services for its customers. As the largest family-owned and operated independent U.S. Pepsi franchise bottler, it’s a respected leader in its industry. Supplying Pepsi and alliance products such as Starbucks, Gatorade, and Dr. Pepper to thousands of customers in Central and Southern Ohio and Eastern Kentucky, G&J Pepsi covers manufacturing, warehousing, distribution, trucking, digital print, and more. It produces, bottles, markets, sells, and distributes beverages consumed on-premises—restaurants, schools, entertainment complexes—as well as those purchased in retail outlets. 

Breaking down siloes for a better customer view 

In 2021, the company’s sales, field service, and other customer interactions were siloed. This meant that sales had no visibility into when a new customer might have its equipment installed, while field service technicians had no insights into a customer’s hours of operations, key contacts, or equipment needs. Customer information was stored in a mix of Excel spreadsheets, hand-written notes, and batch systems. In addition, employees across the service chain from sales to field service had no common platform for communicating and sharing information.  

G&J Pepsi adopted Dynamics 365 Sales and Dynamics 365 Field Service to create a customer engagement management (CEM) platform, so it could accelerate its end-to-end customer journey by unifying cross-functional support and removing barriers to customer visibility. The CEM was a game-changer, especially because it provided real-time visibility into customers that sales, field service, and leadership never had before.  

For field service operations, G&J Pepsi’s data resides in Microsoft Dataverse and is accessed through Dynamics 365 Field Service. Completing certain actions within Microsoft Dynamics 365 triggers a Microsoft Power Automate flow to kick off another process. For example, a business development representative (BDR) requesting a piece of equipment for a new customer triggers the creation of a new work order, which moves through equipment prep to scheduling a field technician for installation. Using built-in Dynamics 365 capabilities, a scheduler can assign best resources to a work order by looking across service locations instead of only selecting from a smaller subset of available technicians. Field service technicians use the Field Service mobile app’s built-in map and routing features to optimize travel time and status flags to indicate if they are on-site or traveling. Field techs can also access all the pertinent customer information in the mobile app: service tasks, customer details, product needs, and so on. And with minimal development effort using Microsoft Power Apps, G&J Pepsi extended the mobile app so that field technicians can generate service reports at the customer site and instantly email them to other departments as needed. 

Simplifying and enhancing business processes for better employee experiences 

G&J Pepsi has a digital transformation and business process team that selectively built their DevOps skills to simplify their application environment and processes using the Microsoft suite of services. In addition, they included frontline employees like service agents and field technicians through all stages of development, testing, and deployment. For example, the company’s Equipment Move Operation (EMO) process, which it performs about 10,000 times a year, had 17 manual steps—170,000 manual touchpoints annually. With Dynamics 365 and Power Automate, it automated that process, reducing a four-day event with 17 manual tasks down to a process that now takes about a minute. With these new processes, existing field technicians immediately felt more efficient and productive during customer visits, and G&J has found that it’s also attracting new talent because it provides modern tools and information flows that result in a better working environment.  

Accelerating customer response times and improving first-time fix rates 

The CEM platform based on Dynamics 365 Field Service and Dynamics 365 Sales has dramatically transformed G&J Pepsi’s operational workflow, cutting down paperwork processing from weeks to mere seconds and significantly boosting efficiency. The unified systems give salespeople, service agents, and field technicians immediate access to critical information, so they spend less time retrieving data and can focus on delivering exceptional customer service. Dynamics 365 Field Service has especially improved efficiency for onsite workers through smart scheduling and automation, and its interoperation with Pepsi’s other backend services helps it provide service agents with real-time updates and better stock management, enabling more effective customer service and streamlining operations. In addition, the interoperability of Field Service with Microsoft Teams has reduced email and simplified collaboration across the service chain, enabling service agents and field technicians to quickly locate information and subject matter experts, leading to faster resolution times. 

Adopting Field Service also helped G&J Pepsi improve mobile operations for field technicians because now they no longer need to return to the office or another physical location with dial-up to sync data with backend systems. Now, dispatchers can adjust service schedules in real time, so technicians can quickly address urgent issues, such as water leaks at major accounts. The Field Service mobile app has also enhanced efficiency by improving communication between field technicians and dispatchers and enabling them to manage tasks, like work order management and inventory control, on the fly. The Field Service mobile app also uses cellular technology to auto-update inventory as technicians use parts, avoiding manual entries and speeding up restocking processes. These changes have profoundly improved the responsiveness of field service technicians, resulting in better customer service. Overall, G&J Pepsi is experiencing better first-time fix rates, reducing the need for return visits, which in turn saves costs related to time, mileage, and fuel. It also helps G&J Pepsi achieve greater operational efficiencies and improve overall customer satisfaction by ensuring technicians have the necessary parts and information to complete jobs effectively on the very first visit. 

Benefitting from streamlined operations—and $30 million ROI over three years 

By giving salespeople, service agents, and field technicians instant access to sales history, equipment details, schedules, parts, and pricing, G&J Pepsi has streamlined operations and enhanced customer service. Before implementing its CEM platform based on Dynamics 365, the company was experiencing a $9 million yearly loss due to siloed information, outdated manual processes, and inefficient communications and collaboration. But over its three-year journey with Dynamics 365, G&J Pepsi has achieved a $30 million ROI, amounting to a total of $57 million in cost savings over the same period. In addition, simplifying processes and using technology for better data access and automation led to a 10 point increase in market share in the on-premises sector, significantly outperforming the norm of 0.5 point annual growth. And with its data residing in the Dataverse, G&J has been able to gain access to real-time insights that have transformed its operations. Overall, using Dynamics 365 and Power Automate, it has streamlined 180,000 manual steps that used to take seven to 10 days each down to 35 seconds. 

Embracing a future powered by AI through Microsoft Copilot and Microsoft Azure 

Moving forward, G&J Pepsi is excited to explore the possibilities of using Microsoft Copilot to help frontline employees address real-world challenges, like optimizing scheduling and service flows based on data analysis. It plans to employ technologists and AI experts to help drive awareness and adoption of Copilot capabilities to help transform the customer experience. Microsoft tools like Copilot, Microsoft Azure AI, and Power Automate will also play a big role in helping G&J enhance its enterprise resource planning strategy and growth by creating a digital thread through its daily business operations to help succeed daily. 

“We truly see Microsoft as an organization that is tied to the entire success of G&J Pepsi, not just the entire success of the department, but as a true collaborator, where we’re getting our voice heard on some of the challenges and opportunities that we have with the products. Not just with Copilot, but with all the platforms, from Dynamics 365 to Microsoft 365 to Azure.”

Brian Balzer, Executive Vice President of Digital Technology & Business Transformation, G&J Pepsi-Cola Bottlers. 

Read more about G&J Pepsi’s transformation here: 

• Microsoft Customer Story-Dynamics 365 quenches G&J Pepsi-Cola Bottlers’ thirst for innovation, integration, and agility 

• Microsoft Customer Story-G&J Pepsi discovers untapped potential with Dynamics 365, boosts profit by $30 million 

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On July 16, 2024, we published the 2024 release wave 2 plans for Microsoft Dynamics 365 and Microsoft Power Platform. These plans are a compilation of the new capabilities planned to be released between October 2024 to March 2025. This release introduces a wealth of new features designed to enhance customer understanding and improve overall user experience, showcasing our dedication to driving digital transformation for our customers and partners. 

The upcoming wave is centered around utilizing advanced AI and Microsoft Copilot technologies to enhance user productivity and streamline operations across diverse business applications. These enhancements include intelligent automation, AI-powered insights, and immersive user experiences that are designed to break down barriers between data, insights, and individuals. Watch a summary of the release highlights. 

Discover the latest features that empower organizations to operate more efficiently and adaptively. From AI-driven sales insights and customer service enhancements to predictive analytics in supply chain management and autonomous financial processes, the new capabilities enable businesses to proactively address challenges and capitalize on opportunities. 

Highlights from Dynamics 365 

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Microsoft Dynamics 365 Sales continues to enhance customer understanding and boost sales through data, intelligence, and user-friendly experiences. In this release, we are focused on including natural language copilot for summarizing information, creating a new full-screen Copilot Home with curated insights and role-specific actions, and using AI-powered insights to find leads. Watch this video to discover the new and enhanced features included in this release wave. 

Microsoft Copilot for Sales continues to deliver and enhance cutting-edge generative AI capabilities for sellers by enriching Copilot in Microsoft 365 capabilities with sales-specific workflows, data, and actions. We will focus on using AI-powered insights to create leads, deepen the integration into Copilot in Microsoft 365, and use natural language capabilities to allow sellers to ask data-related questions of their CRM. View this video to learn more about the features releasing in this wave. 

Microsoft Dynamics 365 Customer Service will continue to empower agents to work more efficiently through new copilot capabilities such as proactive prompting, ability to access data from external systems securely with plugins, email enhancements, and AI-infused routing. Watch this video to discover how the latest enhancements to Customer Service can benefit your business. 

Microsoft Copilot for Service is now generally available, bringing new capabilities to enhance user experiences. These features will be integrated across Outlook, Teams, Microsoft 365 Chat, and Copilot embedded in third-party CRMs. View this video about the features launching in this wave for Copilot for Service. 

Microsoft Dynamics 365 Contact Center will add new features for voice, messaging, Copilot, AI-infused routing, and contact center operations including out of box support for additional CRMs. Watch this video to learn about the new features releasing in Dynamics 365 Contact Center this wave. 

Microsoft Dynamics 365 Field Service enables a shift from reactive to proactive and predictive service, empowering digital transformation and innovative business models. Using Copilot, frontline workers will be able to retrieve critical information and initiate mixed-reality remote assist calls within Teams through Copilot. Managers will be able to create, update, and manage work orders effortlessly across web, Outlook, and Teams interfaces. View this video to learn more about the features releasing in this wave. 

Microsoft Dynamics 365 Finance continues its journey of leading in autonomous finance, using AI to transform common end-to-end financial processes. This release focuses on in-app copilot capabilities, immersive persona-based user experiences, expanding country coverage, electronic invoicing enhancements, business performance analytics and planning enhancements, and autonomous reconciliation capabilities. Discover how the latest enhancements to Finance can benefit your business in this video. 

Microsoft Copilot for Finance is expanding data reconciliation capabilities in Excel with assisted data sanitization and preparation routines. Extending variance analysis capabilities with support from additional data sources and enabling collaboration on findings with stakeholders will also be a focus in the upcoming wave. Additionally, the Teams integration will facilitate collections calls with suggested scripts and automated recording of action items in the financial system. Check out this video to see the exciting new features releasing in Microsoft Copilot for Finance.

Microsoft Dynamics 365 Supply Chain Management is advancing along the path of an autonomous supply chain by integrating intelligence, automation, and analytics into every facet of business procedures, thereby improving user productivity and enhancing organizational adaptability. In this update, the spotlight is on improving order-promising capabilities for manufacturers. Demand planning is upgraded to incorporate forecasting with external signals, and the inclusion of Copilot weaves insights and analyses directly into workflows, identifying trends and irregularities, while also allowing for specific data inquiries at the cell level. Additionally, Traceability Copilot keeps track of actual products in production and compiles a comprehensive historical record of related activities. Watch this video to discover the exciting features launching in this release wave. 

Microsoft Dynamics 365 Project Operations is focused on enhancing usability, performance, and scalability in key areas such as project planning, invoicing, time entry, and core transaction processing. The spotlight is on AI-assisted core functionality improvements in estimation, proposal generation, journals, approvals, and contract management, with added mobile capabilities and scale improvements to handle larger projects and invoices at an increased scale. Watch this video to learn about the new features releasing in Project Operations this wave. 

Finance and Operations cross-app capabilities will continue to invest in capabilities applying to Finance, Supply Chain Management, Microsoft Dynamics 365 Commerce, Microsoft Dynamics 365 Human Resources, and Project Operations. We are infusing copilot experiences across applications, including natural language chat, embedded AI, and intelligent process automation, and enabling extensibility for copilot scenarios. We will also bring more value and insights to finance and operations apps data and enhancements to ensure continued enterprise-grade security and compliance at scale. 

Microsoft Dynamics 365 Human Resources continues to build intelligence, develop automation and analytics around the hire-to-separate process, increase user productivity, and empower business agility. We are enhancing recruiting with AI-driven assessments and offer management, improving experiences for employees and HR business partners in benefits and performance management, and advancing analytics, insights, and planning through business performance planning and analytics capabilities. View this video to learn more about the features releasing in this wave. 

Microsoft Dynamics 365 Commerce is using the power of AI to empower retailers to streamline their operations and drive increased customer loyalty and conversions. With Copilot, retail managers, sales associates, and merchandisers will gain new AI-powered insights into customer buying patterns and preferences, recommendations for positioning and selling products, and business intelligence on store performance. Improvements to the self-checkout POS make customer checkouts more efficient, and user experience updates to Store Commerce app streamline daily tasks for faster, more efficient sales and service. Watch this video to see the new features releasing in Microsoft Dynamics 365 Commerce.

Microsoft Dynamics 365 Business Central is focused on maintaining service reliability performance and security standards. We’ll continue enhancing productivity by optimizing core processes with Copilot, expanding to cover more than 170 countries, and offering enhanced reporting with more than 80 Microsoft Power BI reports. Additionally, integration with Field Service will be expanded, along with new financial management features. We will also enhance development tools and governance, along with improved data privacy and compliance management. 

Microsoft Dynamics 365 Remote Assist will bring significant improvements to the quality of Mixed Reality (MR) annotations in Teams mobile for both iOS and Android users. The update will enhance the accuracy of MR ink on irregular and complex surfaces, making it easier for remote experts and technicians to collaborate seamlessly. Mixed Reality annotations in Teams mobile will be generally available in the next wave, along with ongoing investments in stability, performance optimization, and usability improvements across HoloLens 2 and iOS and Android applications. 

Microsoft Dynamics 365 Customer Insights—Data empowers every organization to unify and enhance customer data, leveraging it for insightful analysis and intelligent actions. This release enables you to streamline data integration by using Microsoft Dataverse and Microsoft Fabric, attach your data in OneLake to Customer Insights, accelerate time to insights with data in Data Lake format, increase control when attaching to data in Dataverse, and seamlessly generate insights from marketing. Discover how these latest enhancements can benefit your business in this video. 

Microsoft Dynamics 365 Customer Insights—Journeys brings the power of AI to redefine the workflow for marketers, enabling them to be more productive than ever before. Businesses can optimize every interaction with their customers with end-to-end journeys across departments and channels. With this release, you will have more flexibility and control when it comes to journeys, managing your web forms and tailoring Copilot to your business. Watch this video to learn about the new features releasing in this wave. 

Highlights from Microsoft Power Platform 

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Watch this video to explore the exciting new features releasing across Microsoft Power Platform. 

Microsoft Power Apps will continue to transform app experiences with infused intelligence, enabling users to be more productive by using Copilot to work with data, get insights, and improve their apps. Makers will continue to benefit from AI-assisted development, enabling rich and complex applications to be built with monitoring, control, and unmatched governance for admins, ensuring organizations can adopt low-code and AI transformation at scale. 

Microsoft Power Pages will expedite site building for a low-code maker or pro developer to build intelligent sites that reimagine the way you interact with your employees, customers, and partners. 

Microsoft Power Automate will continue to make it easier to build flows by using natural language and multi-modal generative AI capabilities across cloud flows and desktop flows, troubleshooting runs, and managing your automation estate with an end-to-end view. This, along with improvements in process mining to jumpstart creation of automation through Microsoft 365 integration and ongoing improvements to scaling, means it’ll be easier than ever for new users to get started and scale. 

Microsoft Copilot Studio is advancing copilot capabilities and IVR support with Customer Service and will expand geographically to the United Arab Emirates and Germany. Additionally, the team is improving software lifecycle management capabilities with topic-level import/export and role-based access control (RBAC), as well as enhancing governance and administration functionalities. 

AI Builder is investing in Prompt Builder for creating and deploying GPT prompts with enterprise data to enhance flows, apps, data tables, and copilots. We are also enhancing Intelligent Document Processing with a new validation station in Power Automate, application lifestyle management (ALM) support, and pre-built AI models for translation, classification, and personally identifiable information (PII) detection. Lastly, we’ll improve AI governance through capacity management, data policies, and including AI Builder capacity in the Power Apps developer plan. 

Microsoft Dataverse is enhancing the maker experience by boosting app building productivity with Copilot, ensuring seamless connectivity to external data and knowledge sources, and integrating AI-powered Enterprise Copilot in Microsoft 365. These investments aim to streamline development and use AI for more efficient and intelligent solutions. 

Governance and administration continues to advance via tools and insights that empower Microsoft Power Platform admin to easily get their job done. This wave focuses on governing Copilot adoption and easily securing low-code assets, helping enterprises boost adoption of Microsoft Power Platform solutions in their organization while keeping their digital environment safe. 

Early access period 

Starting July 29, 2024, customers and partners can validate the latest features in a non-production environment. These updates include user experience enhancements that will be automatically enabled in production environments by October 2024. Take advantage of the early access period to test these updates and effectively plan for your customer rollout. Explore the 2024 release wave 2 early access features for Dynamics 365 and Microsoft Power Platform or visit the early access FAQ page for more information. 

For a complete list of new capabilities, please refer to the Dynamics 365 2024 release wave 2 plan and the Microsoft Power Platform 2024 release wave 2 plan. We also encourage you to share your feedback in the community forums for Dynamics 365 or Microsoft Power Platform. 

The post 2024 release wave 2 plans for Microsoft Dynamics 365 and Microsoft Power Platform now available  appeared first on Microsoft Dynamics 365 Blog.

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.

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Release wave 1 brings new innovations and capabilities to transform your business. 

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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.

The post 2024 release wave 1: Transforming experiences with Microsoft Copilot and Dynamics 365 appeared first on Microsoft Dynamics 365 Blog.

Today we launched the 2024 release wave 1 for Microsoft Dynamics 365 and Microsoft Power Platform, a rollout of new features and enhanced capabilities slated for release between April and September 2024. These updates include new Microsoft Copilot capabilities across Dynamics 365 and Microsoft Power Platform—as well as role-based extensions of Copilot for Microsoft 365—that transform business processes with natural language processing, AI-generated insights, and assistance with time-consuming tasks.

This morning’s Microsoft Business Applications Launch Event, available to view on-demand, includes highlights and demonstrations of features from the release wave, as well as a firsthand look at how organizations like Lenovo, Sonepar, Ford, Omnicom Group, and G&J Pepsi are using these capabilities in transformative ways.  

Extend Microsoft 365 with role-specific Copilot capabilities

The central theme across this release wave is how, across the business and productivity applications organizations depend on, Copilot is helping to better empower employees, improve business processes, and engage customers. In fact, 68% of surveyed Copilot users told us that it helps them jumpstart their creative process, and 70% said Copilot made them more productive so that they could do their job faster and easier.¹

Since each role is unique, we have extended Copilot for Microsoft 365 even further to tailor Copilot experiences for specific business functions. This includes Microsoft Copilot for Sales, Microsoft Copilot for Service and the recently announced Microsoft Copilot for Finance—all integrated with the apps and data you use every day so that you can spend less time searching for data and more time engaging with customers and driving a strategic agenda for your organization.

Underpinning these Copilot extensions is Microsoft Copilot Studio, which makes it easy to customize and build your own customer and internal-facing copilots using your data and workflows. We are excited to dive deeper into Copilot this release wave and help you use it to transform your business.  

Business Applications Launch Event

Tune into demos of new capabilities, on demand.

Watch here

Transforming customer and field service with generative AI 

Release wave 1 introduces new Copilot capabilities to help customer service agents and frontline workers boost efficiency, reduce training costs, and deliver exceptional customer experiences. 

New Copilot capabilities for Microsoft Dynamics 365 Customer Service and Microsoft Copilot for Service—which infuses generative AI into your existing contact center and customer relationship management (CRM) solutions—include Copilot-drafted knowledge articles to streamline the knowledge creation process, as well as proactive Copilot responses for conversations with customers. 

At the launch event, we shared how Lenovo is integrating Dynamics 365 Customer Service, third-party solutions, and custom bots to scale its innovative service delivery solution, Premier Support Suite for PC devices. Thousands of agents can now provide omnichannel support to customers in 200 regions and in more than 40 languages globally.   

We also spotlight how G&J Pepsi, the largest family-owned and operated Pepsi franchise bottler in the U.S., has reduced operating costs by 6.6% and increased revenue by 8% with Microsoft Dynamics 365 Field Service, Dynamics 365 Sales, and Microsoft Power Platform. They expect Copilot to further streamline work order management and enhance their best-in-class service by giving the field service teams access to a complete picture of their accounts in real time.   

Explore the release plans for Dynamics 365 Customer Service, Copilot for Service, and Dynamics 365 Field Service.  

The future of enterprise resource planning (ERP)

ERP is going through a once-in-a-generation transformation. For decades, employees across the globe have manually completed a significant amount of ERP processes daily to keep their companies running. Microsoft is pioneering a new vision for ERP—a world where ERP solutions powered by AI operate more independently, continually adjusting to evolving circumstances, involving users when necessary, and opening new possibilities for businesses.  

At the launch event, we spotlighted how Omnicom Group, a global leader in marketing communications, envisions leveraging Dynamics 365 for a new, autonomous ERP model that will help it to accelerate growth, become more efficient, and power its ability to innovate. They can use the new Copilot to optimize their strategic decision-making and transform their operational processes, such as prompting Copilot to identify opportunities for growth expansion and gauge the performance of initiatives.  

We also introduced new Copilot capabilities for Microsoft Dynamics 365 Business Central that help small and medium businesses to automate processes and complete tasks faster. A new Copilot chat pane allows users to quickly find and go to data, reveal insights, and get help with tasks. Users can prompt Copilot to create sales lines, match e-invoices with purchase orders, answer questions about data analyses, help with repetitive tasks, and more.  

Other updates include sustainability tracking, the ability to connect Business Central with Shopify B2B (business-to-business), and developer tools for Copilot.  

Explore the release plans for Microsoft Dynamics 365 Finance, Microsoft Copilot for Finance, Microsoft Dynamics 365 Project Operations, Microsoft Dynamics 365 Supply Chain Management, and Dynamics 365 Business Central.  

Accelerate development with Microsoft Power Platform 

Microsoft Power Platform is the rapid modernization platform of choice of hundreds of thousands of organizations, providing AI-first, low-code tools to build enterprise-wide solutions and automations. Copilot is seamlessly integrated across Microsoft Power Platform, empowering you to create applications, automations, and analytics through simple, natural language and conversational interactions.  

At the launch event, we demonstrate how Ford is leveraging Copilot to produce connected services to enhance the driving experience. Like Ford, organizations can take advantage of new Copilot capabilities in this release wave to transform workflows. Microsoft Power Automate introduces new ways to create cloud flows, desktop flows and process mining using natural language prompts. Microsoft Power Apps accelerates app development with enhanced user reasoning and data insights in custom apps. Microsoft Copilot Studio enables organizations to build custom copilots, with new ways to build custom prompts and generative actions, along with access to OpenAI’s custom GPTs and AI Builder models for extended scenarios.   

Explore the release plans for Power Apps, Microsoft Power Pages, Power Automate, Microsoft Power BI, and Copilot Studio.  

Deliver more personalized customer experiences  

Buyers expect businesses to cater to their unique set of needs. To do so, marketing and sales teams need a unified understanding of the customer and the ability to orchestrate experiences across marketing, sales, and service.  

Sonepar is leveraging Copilot in Microsoft Dynamics 365 Sales to become the first global B2B electrical distributor to provide a fully digitized and synchronized omnichannel experience to every customer. With Copilot alongside sellers, Sonepar can personalize marketing content, improve the quality of leads, and enhance every engagement with customers.  

New Copilot capabilities in release wave 1 provide recommendations, summarize data, retrieve information, and perform actions in context and within the flow of work—so they can stay productive and focus time on engaging customers.  

Explore the release plans for Dynamics 365 Sales, Microsoft Copilot for Sales, and Microsoft Dynamics 365 Customer Insights. 

Watch the virtual Microsoft Business Applications Launch Event  

We invite you to tune into the launch event on-demand for more details and demos of new capabilities across Dynamics 365 and Microsoft Power Platform. In addition, you can explore several special topic presentations covering the evolution of generative AI, including small language models and AI experiences to help transform strategic, cross-domain business problems.  

Be sure to read the detailed release plans for Dynamics 365 and Microsoft Power Platform and keep track of what’s new and upcoming, as well as create a personalized release plan in the release planner.  

Sources:

¹ Microsoft Work Trend Index Special Report: What Can Copilot’s Earliest Users Teach Us About Generative AI at Work? (microsoft.com) 

The post 2024 release wave 1 kicks off with hundreds of AI-powered capabilities for Microsoft Dynamics 365 and Microsoft Power Platform appeared first on Microsoft Dynamics 365 Blog.

Sellers, service agents, and supply chain professionals share a common goal: delivering quality goods and services to customers on time, every time. Today, we are announcing new experiences for Microsoft Dynamics 365 that help professionals across business functions to collaboratively solve challenges, streamline workflows, and focus on what matters most—key factors for transformative customer experiences. These new products and capabilities join hundreds of other features launching between April and September as part of the 2024 release wave 1.

Innovations announced include:

• New AI demand planning capabilities in Microsoft Dynamics 365 Supply Chain Management Premium, a new product offering that’s now available.
• New AI-powered insights and actionable recommendations to improve operational processes and deliver exceptional customer experiences, from sales to service.
• Updates to Microsoft Copilot for Sales and Microsoft Copilot for Service, extending Microsoft Copilot for Microsoft 365 with role-specific insights and actions that integrate with your existing contact center, customer relationship management (CRM) systems, and productivity apps.

New AI capabilities with Dynamics 365 Supply Chain Management Premium

In October 2023, we announced the public preview of new demand planning capabilities for Dynamics 365 Supply Chain Management. These capabilities are available today in a new product offering, Dynamics 365 Supply Chain Management Premium. The new demand planning capabilities create a more flexible, simplified, and intuitive user experience. By combining insights with streamlined collaboration, planners can have an increased level of trust for a more reliable forecast. Customers like Poloplast, an Austrian pipe manufacturer, is using Dynamics 365 to enhance its demand planning and forecasting.      

“The storage space allocation of our goods has improved because it is now based on statistical methods surfaced in Dynamics 365 … . We have seen a measurable reduction in external storage costs as a result, significantly less than what we used to require.”

Holger Kreisel: Head of Enterprise Resource Planning, Poloplast

With general availability, we are also adding several new capabilities that significantly enhance demand planning. Users can engage with Copilot-provided data insights that bring a new level of intelligence and automation to demand forecasting, and allowing for more accurate and data-driven decision-making. The new product phase-in-phase-out process helps support smoother transitions in product life cycles, minimizing disruptions and optimizing inventory levels. The introduction of row-level security enhances data protection, allowing for granular access control and safeguarding of sensitive information. Moreover, the new cell-level commenting feature complements the existing plan-level commenting, providing users with the flexibility to annotate specific data points. This fosters a more detailed and collaborative planning process, where insights and context can be shared directly within the demand planning workspace.

New AI capabilities help boost seller productivity and close deals faster

Microsoft Dynamics 365 Sales continues to bring new capabilities that extend customer insights and boost sales through intelligence, collaborative selling, and Copilot-enhanced sales processes. A new proposal summary feature recaps important details within lengthy customer proposals associated with a specific contact, opportunity, lead, or account. The summary briefs sellers on the budget, authority (decision maker), need and timeline gleaned from the proposal or agreement documents, and recommends next best steps.

Additionally, sellers can access enhanced AI-powered insights and actionable recommendations in the flow of work, including in the immersive Copilot homepage, helping them stay on top of active customer email conversations and post-meeting actions to move deals forward faster.

New lead qualification enhancements enable sellers to assign opportunities to the right seller, view an AI-generated lead qualification summary, and create multiple opportunities from a single lead. These features will be available in public preview in mid-May 2024.

Microsoft Copilot for Sales introduces new generative AI capabilities that enable sellers to access sales-specific skills, data, and actions from within Microsoft 365 applications like Outlook and Microsoft Teams. With the new conversation intelligence platform, managers can measure and guide their sellers’ activities without physically shadowing them. Sales managers can use this dashboard to coach sellers to improve their sales interactions, understand customers and analyze market trends, and get insights which will help you build a sales strategy. You can download the public preview here, available since March 15.

Activity orchestration across various accounts and activities is one of the biggest challenges for sellers. When sellers work in a collaboration space in Teams, Copilot will monitor conversations and suggest tasks based on the selling team’s activities. Once accepted, the tasks are automatically generated with assigned owners. Sellers can add a tab in the collaboration space to access and view the status of tasks assigned to team members. This capability will be generally available in mid-April 2024.

New AI innovations continue to boost agent productivity and deliver personalized experiences

Microsoft Dynamics 365 Customer Service continues to deliver innovations that empower agents to accelerate case resolution and provide exceptional customer experiences. Agents can now get a succinct overview of the most recent and significant updates related to any record in the Dynamics 365 timeline, and swiftly catch up in just a single click. Copilot generates the streamlined timeline highlights, summarizing key developments from various activities, such as those in emails, notes, and conversations, enhancing agent productivity by minimizing unnecessary clicks and lengthy scrolling. This helps agents to have faster and clearer interactions with customers to meet their expectations.

Agents can also conveniently use Copilot inline right within the email editor, in addition to the side panel, to generate contextual draft email responses. They can refine their existing drafts with follow-up custom prompts and single-clicks, using Copilot without requiring any knowledge articles. Together, these enhancements make navigation in the workspace more flexible and deliver an easier email authoring experience. The capabilities will be generally available in North America this month with a subsequent planned rollout for other regions.

In addition to currently supported knowledge sources such as Microsoft SharePoint, Copilot can now be extended to access customer, product or case data in Microsoft Dataverse, with prompt plug-in support. Agents can get a unified experience using these plug-ins, as they no longer need to switch to other tabs and tools to connect to information residing in Microsoft Dataverse. Agents save time as well, as Copilot can automatically identify the right prompt plug-in needed, based on the question being asked and through a deep understanding of the intent implied by the question. Available in public preview later this month, support for prompt plug-ins created in Microsoft Copilot Studio helps agents deliver faster resolution and increased customer satisfaction.

AI innovations in Dynamics 365 Customer Service omnichannel capabilities also significantly uplevel self-service automation, redirecting more cases that would be typically escalated to an agent. Customers can engage with a robust conversational AI driven experience, with IVR enhancements that now include fine-tuning speech for optimized authoring, improved speech recognition accuracy, and an overall better customer experience when dealing with interrupts, latencies, and information collection.

Additionally, Copilot for Service features previously available in preview status will reach general availability later this month. These include the ability to use Copilot in Outlook and Teams to summarize and draft emails, access case summaries, browse and update CRM records, and more. Download the Copilot for Service app to experience Copilot for Service in Teams and Outlook.

In May, we will introduce in preview the ability for agents to ask Copilot for answers to questions about CRM data—such as case, contact, or knowledge details, as well as use Copilot to summarize case details.  

Be sure to explore the detailed release plans for Dynamics 365 and Microsoft Power Platform and keep track of what’s new and upcoming, as well as create a personalized release plan, in the release planner.

Business Applications Launch Event

Learn about new features and capabilities for Dynamics 365 and Microsoft Power Platform.

Register today

Watch the virtual Microsoft Business Applications Launch Event

Tune in to the Business Applications Launch Event this Wednesday, April 10, at 9 AM Pacific Time for more details and demos of new capabilities across Dynamics 365 and Microsoft Power Platform. In addition, you can explore several special topic presentations covering the evolution of generative AI, including small language models and AI experiences to help transform strategic, cross-domain business problems.

The post New Microsoft Dynamics 365 and Microsoft Copilot innovations for supply chain, sales, and service join the 2024 release wave 1 appeared first on Microsoft Dynamics 365 Blog.

The potential for AI at work is practically endless—and understanding how your teams can accomplish more with generative AI is more important than ever. Every day, more companies are turning to AI features to help their employees work more efficiently, provide positive customer experiences faster, and stand out among competitors.  

Join us on Wednesday, April 10, 2024

See what's new at the Microsoft Business Applications Launch Event

Register now

Redefine what’s possible with AI 

Join Microsoft product leaders and engineers on April 10, 2024, for an in-depth look at the latest AI features and capabilities in Dynamics 365 and Microsoft Power Platform. You’ll learn how advances in AI and Microsoft Copilot can help you connect teams, processes, and data, and respond to changing business needs with greater agility—and see how organizations across several industries already take advantage of the newest AI features to streamline business processes and accelerate low-code development.  

Register now to see key presentations from Microsoft leaders, including:  

• Business Applications Launch Event—2024 release wave 1. Charles Lamanna, Microsoft Corporate Vice President of Business Applications and Platforms, will provide opening remarks and shed light on the strategy and vision behind new Copilot and core platform capabilities in 2024 release wave 1. 

• Amplifying contact centers and field service operations with AI. Jeff Comstock, Corporate Vice President, Dynamics 365 Customer Service, will share how Copilot is transforming the customer service landscape, boosting efficiency, reducing training costs, and ultimately delivering exceptional experiences for agents, frontline workers, and customers.  

• Streamline sales and marketing with Copilot. Lori Lamkin, Corporate Vice President, Dynamics 365 Sales and Marketing, will discuss how sellers can close more deals by optimizing sales and marketing strategies and increasing productivity. 

That’s just a small sample of what we’ve got planned. You’ll also hear directly from other Microsoft leaders about their vision for AI, customer service, and operations, and get timely tips on how to use these new technologies to take on your business’ toughest challenges. If you have questions about new AI features, how Copilot experiences work, or what’s new in low-code tools, take advantage of the live Q&A chat with Microsoft experts throughout the event. 

Explore new AI features and capabilities for Dynamics 365 

We’re excited to share the latest AI features for Dynamics 365 spanning across end-to-end customer experiences, sales, finance, supply chain, commerce, and other areas. Here are just a few of the new features in 2024 release wave 1: 

• Microsoft Dynamics 365 Sales features include recommended content for documents, insights from past successful deals, and summaries of account details—including customer buying behavior, recent activity, and more.   
• Microsoft Copilot for Sales helps teams deliver more seamless experiences within Microsoft Teams and Outlook. New features include suggested updates to customer relationship management (CRMs) systems as sellers work and suggested responses based on customer questions across platforms. 
• Microsoft Dynamics 365 Customer Insights empowers every organization to unify and enhance customer data, using it for insightful analysis and intelligent actions. New features now make it easier and faster to ingest and manage data, while AI enables quick insights and easier access to analytics. 
• Microsoft Dynamics 365 Finance includes more autonomous finance features, building intelligence, automation, and analytics around every business process. This release adds AI-powered experiences to ease setup of financial dimension defaulting. 

See what AI can do for you  

Microsoft customers are already doing amazing things with the new AI features in Dynamics 365, and we can’t wait to inspire you with their stories. Register now and join us to see what’s new in the 2024 release wave 1.   

Microsoft Business Applications launch event  

Wednesday, April 10, 2024  

9:00–10:30 AM Pacific Time (UTC-7)

The post Explore the next wave of AI innovation at the Microsoft Business Applications Launch Event appeared first on Microsoft Dynamics 365 Blog.

A new chapter in business AI innovation 

As we begin a new year, large companies and corporations need practical solutions that rapidly drive value. Modern customer relationship management (CRM) and enterprise resource planning (ERP) systems fit perfectly into this category. These solutions build generative AI, automation, and other advanced AI capabilities into the tools that people use every day. Employees can experience new, more effective ways of working and customers can enjoy unprecedented levels of personalized service.  

Upgrade your customer experience

Harness the power of AI and boost your sales

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If you’re a business leader who has already embraced—or plans to embrace—AI-powered CRM and ERP systems in 2024, you’ll help your organization drive business transformation, innovation, and efficiency in three key ways: 

• Streamline operations: Transform CRM and ERP systems from siloed applications into a unified, automated ecosystem, enhancing team collaboration and data sharing. 
• Empower insightful decisions: Provide all employees with AI-powered natural language analysis, allowing them to quickly generate insights needed to inform decisions and identify new market opportunities. 
• Elevate customer and employee experiences: Personalize customer engagements using 360-degree customer profiles. Also, boost productivity with AI-powered chatbots and automated workflows that free employees to focus on more strategic, high-value work. 

The time has come to think about AI as something much more than a technological tool. It’s a strategic imperative for 2024 and beyond. In this new year, adopting CRM AI for marketing, sales, and service and ERP AI for finance, supply chain, and operations is crucial to competing and getting ahead. 

2023: A transformative year for AI in CRM and ERP systems 

Looking back, 2023 was a breakthrough year for CRM AI and ERP AI. Microsoft rolled out new AI-powered tools and features in its CRM and ERP applications, and other solution providers soon followed. Among other accomplishments, Microsoft launched—and continues to enhance—Microsoft Copilot for Dynamics 365, the world’s first copilot natively built for CRM and ERP systems. 

Evolving AI technologies to this point was years, even decades, in the making. However, as leaders watched AI in business gradually gain momentum, many took steps to prepare. Some applied new, innovative AI tools and features in isolated pilot projects to better understand the business case for AI, including return on investment (ROI) and time to value. Others forged ahead and broadly adopted it. All wrestled with the challenges associated with AI adoption, such as issues around security, privacy, and compliance.   

In one example, Avanade, a Microsoft solutions provider with more than 5,000 clients, accelerated sales productivity by empowering its consultants with Microsoft Copilot for Sales. Consultants used to manually update client records in their Microsoft Dynamics 365 CRM system and search across disconnected productivity apps for insights needed to qualify leads and better understand accounts. Now, with AI assistance at their fingertips, they can quickly update Dynamics 365 records, summarize emails and meetings, and prepare sales information for client outreach. 

In another example, Domino’s Pizza UK & Ireland Ltd. helped ensure exceptional customer experiences—and optimized inventory and deliveries—with AI-powered predictive analytics in Microsoft Dynamics 365 Supply Chain Management. Previously, planners at Domino’s relied on time-consuming, error-prone spreadsheets to forecast demand at more than 1,300 stores. By using intelligent demand-planning capabilities, they improved their forecasting accuracy by 72%. They can also now quickly generate the insights needed to ensure each store receives the right resources at the right times to fill customer orders.  

Trends and insights for CRM AI and ERP AI in 2024 

All signs indicate that in the years to come organizations will continue to find new, innovative ways to use CRM AI and ERP AI—and that their employees will embrace the shift. 

In recent research that looks at how AI is transforming work, Microsoft surveyed hundreds of early users of generative AI. Key findings showed that 70% of users said generative AI helped them to be more productive, and 68% said it improved the quality of their work. Also, 64% of salespeople surveyed said generative AI helped them to better personalize customer engagements and 67% said it freed them to spend more time with customers.¹ 

Looking forward, the momentum that AI in business built in 2023 is expected to only grow in 2024. In fact, IDC predicts that global spending on AI solutions will reach more than USD500 billion by 2027.²  

Some of the specific AI trends to watch for in 2024 include: 

• Expansion of data-driven strategies and tactics. User-friendly interfaces with copilot capabilities and customizable dashboards with data visualizations will allow employees in every department to access AI-generated insights and put them in context. With the information they need right at their fingertips, employees will make faster, smarter decisions.  
• Prioritization of personalization and user experiences. Predictive sales and marketing strategies will mature with assistance from AI in forecasting customer behaviors and preferences and mapping customer journeys, helping marketers be more creative and sellers better engage with customers. Also, AI-powered CRM platforms will be increasingly enriched with social media and other data, providing deeper insights into brand perception and customer behavior.  

• Greater efficiencies using AI and cloud technologies. Combining the capabilities of AI-powered CRM and ERP tools with scalable, flexible cloud platforms that can store huge amounts of data will drive new efficiencies. Organizations will also increasingly identify new use cases for automation, then quickly build and deploy them in a cloud environment. This will further boost workforce productivity and process accuracy. 

• Increased scrutiny of AI ethics. Responsible innovation requires organizations to adhere to ethical AI principles, which may require adjustments to business operations and growth strategies. To guide ethical AI development and use, Microsoft has defined responsible AI principles. It also helps advance AI policy, research, and engineering. 

AI innovations on the horizon for CRM and ERP systems

Keep an eye on technological and other innovations in the works across the larger AI ecosystem. For example, watch for continued advancements in low-code/no-code development platforms. With low-code/no-code tools, nontechnical and technical users alike can create AI-enhanced processes and apps that allow them to work with each other and engage with customers in fresh, new ways. 

Innovations in AI will also give rise to new professions, such as AI ethicists, AI integrators, AI trainers, and AI compliance managers. These emerging roles—and ongoing AI skills development—will become increasingly important as you transform your workforce and cultivate AI maturity.  

To learn more about the innovations that will drive—and be driven—by generative AI, read the Gartner® Hype Cycle™ for Artificial Intelligence, 2023.³  

Best practices for AI adoption in 2024 

To drive transformation with AI in CRM and ERP systems, you should carefully plan and implement an approach that works best for your organization. The following best practices for AI adoption, which continue to evolve, can help guide you: 

• Strategic implementation: Formulate a long-term AI implementation strategy to empower employees and optimize business processes, emphasizing data-driven culture, relevant skills development, and scalable, user-friendly AI tools in CRM and ERP systems. 
• Ethical adoption: Adhere to evolving ethical guidelines, starting with AI-enhanced process automation and progressing toward innovative value creation, while ensuring your organization is hyperconnected. 
• Data quality and security: Maintain high data integrity and security standards, regularly auditing AI training data to avoid biases and ensure trustworthiness. 
• Alignment with business goals: Align AI initiatives with strategic objectives, measuring their impact on business outcomes, and proactively managing any potential negative effects on stakeholders. 

As you and your organization learn more about AI and discover what you can do with it, don’t lose sight of the importance of human and AI collaboration. Strongly advocate for using AI to augment—rather than replace—human expertise and decision-making across your organization. Remember, although employees will appreciate automated workflows and AI-generated insights and recommendations, AI is not infallible. Successful business still depends on people making intelligent, strategic decisions.  

The importance of embracing AI in business 

Immense opportunities exist for organizations across industries to use AI-powered CRM and ERP systems to accelerate business transformation, innovation, and efficiency. According to Forrester Research, businesses that invest in enterprise AI initiatives will boost productivity and creative problem solving by 50% in 2024.⁴  Yet, without leaders who are fully engaged in AI planning and implementation, many organizations will struggle to realize AI’s full potential.  

Be a leader who prioritizes and champions AI in your business strategies for 2024. Your leadership must be visionary, calling for changes that span across roles and functions and even your entire industry. It must be practical, grounded in purposeful investments and actions. It must be adaptable, remaining open and flexible to shifting organizational strategies and tactics as AI technologies evolve.  

Team up with a leader in AI innovation 

Wherever your organization is in its AI adoption journey, take the next step by learning more about how AI works with Microsoft Dynamics 365, a comprehensive and customizable suite of intelligent CRM and ERP applications. 

With copilot and other AI-powered capabilities in Dynamics 365, your organization can create unified ecosystems, accelerate growth, and deliver exceptional customer experiences. It can also continually improve operational agility while realizing greater productivity and efficiency. Get started today to make 2024 a transformative year for your organization. 

End notes 

¹ What Can Copilot’s Earliest Users Teach Us About Generative AI at Work? 

² IDC Blog, Top 10 Worldwide IT Industry 2024 Predictions: Mastering AI Everywhere, 1 November 2023. 

³ Gartner, Hype Cycle for Artificial Intelligence, 2023, Afraz Jaffri, 19 July 2023.  

Gartner is a registered trademark and service mark, and Hype Cycle is a registered trademark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and are used herein with permission. All rights reserved. 

⁴ Forrester 2024 Predictions: Exploration Generates Progress, Forrester Research, Inc., October 2023. 

The post AI in CRM and ERP systems: 2024 trends, innovations, and best practices appeared first on Microsoft Dynamics 365 Blog.

In a rapidly changing business landscape, organizations face numerous challenges in meeting their customers’ expectations and staying relevant. With the COVID-19 pandemic driving a sudden shift to remote work and the introduction of new technologies, many struggled to keep up with the pace of change and financial pressures.

In this blog post, we’ll showcase some of our recent success stories with Microsoft Dynamics 365 Sales customers in the financial services and manufacturing industries. From improving client relationships to streamlining operations and reducing overhead costs, each of these organizations uses Dynamics 365 Sales to overcome unique challenges and achieve outstanding business outcomes. So, whether you’re in financial services or manufacturing, join us as we explore real-world examples of how Dynamics 365 Sales can help you succeed in today’s market.

Succeed with Dynamics 365 Sales

Streamline operations and achieve outstanding outcomes.

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Revolutionizing the finance industry: How Dynamics 365 Sales is helping financial institutions build stronger client relationships

Customers and investors of banks and insurance companies expect a personalized experience that incorporates their unique needs. Long-term clients expect these institutions to know them, and proactively approach them with services that are relevant to them. However, large financial institutions tend to spread across the globe, and different divisions must offer different services and products based not only on local markets, but also on changing regulations.

To tackle these challenges, Investec, a global financial services company, uses conversation intelligence in Dynamics 365 Sales to transcribe sales calls accurately and analyze the content. This helped build stronger client relationships, identify appropriate next steps, and ultimately save time and reduce overhead costs.

Franklin Templeton is one of the largest asset management companies in the world and prides itself on effective stewardship of its clients’ capital. After recent acquisitions, it aimed to restructure its many inherited customer relationship management (CRM) systems under one do-it-all sales platform to gather customer data efficiently. Through proof-of-concept trials, the Franklin Templeton technology team found Dynamics 365 Sales to be the best CRM solution for its pre-built integrations and user-friendly interfaces, improving its relationships with customers and streamlining its operations.

Empowering the manufacturing industry with Dynamics 365 Sales

In the manufacturing industry, companies are required to coordinate their work with multiple internal departments, partners, and customers. At the same time, buyers are looking for consistent experiences. Traditional dealer networks have been key in this industry, but now, end customers are looking for direct contact with the manufacturer. Let’s have a look at some of the successful Dynamics 365 Sales customers in this industry.

Lexmark, a global provider of printing and imaging technology, needed a sustainable path to digital transformation by overhauling its sales and reporting processes. Lack of integration between different platforms within the company and its complex product and service ecosystem made it difficult to build configurations using its old configure, price, quote (CPQ) system. Using Dynamics 365 and Experlogix CPQ, the company integrated its CRM and CPQ system, resulting in a 43% drop in quote revisions and significant reduction in time-to-quote.

Andreas Stihl AG & Co. KG, a German-based company, develops, manufactures, and distributes power tools for professional and private users in the forestry and agriculture, landscape maintenance, and construction sectors. STIHL’s customers want consistent experiences across all touchpoints—online, print, or on-site at the dealer. However, STIHL didn’t have a unified CRM system. To overcome these challenges, STIHL adopted a central solution that would bring transparency to its business processes, combining dealer and customer data. STIHL rolled out its OneCRM, basing it on Dynamics 365 Sales and Customer Service. This solution provides a 360-degree view of customers and specialist dealers. By implementing this solution, STIHL significantly sped up its customer support response, and improved transparency within and between its sales subsidiaries worldwide.

As a premier supplier of transportation solutions, Siemens Mobility has been for 160 years handling complex solutions that require working with many departments, customers, and partners. In spring of 2020, the company had an urgent need for a CRM solution that could keep pace with its highly collaborative selling process and intricate customer journey. In just five months, Siemens transitioned fully to the new CRM solution. Since then, Siemens Mobility has been using Dynamics 365 to personalize and streamline marketing communication and to accelerate their tender-based sales processes. Dynamics 365 is used all the way from lead acquisition to deal closure including lead generation, lead qualification, and account and opportunity management. With all these processes in the same system, Siemens can easily follow process performance across all touchpoints and continue tuning the ways of working to keep equipping the world with seamless, sustainable, and reliable transport solutions.

Looking ahead with Copilot in Dynamics 365 Sales

You’ve seen how Dynamics 365 Sales has helped five customers from the financial services and manufacturing industries achieve their sales goals. Each faced unique challenges, but they all shared a common vision: to deliver more value to their customers. They’re not done yet—some of them are already exploring Microsoft Copilot for Sales capabilities to gain further insights and guidance.

“At Investec, we are very excited to see how we can leverage Copilot and AI within the Microsoft stack to connect our internal teams and to enhance our understanding further of prospective and current clients to ensure we are providing a best-in-class experience.”

—Dan Speirits, CRM Product Manager at Investec

Join our customers on their continued journey, ensuring their success and their customers’ success with the use of Dynamics 365 Sales and Microsoft Copilot for Sales.

Learn more about:

• Microsoft Copilot for Sales
• Dynamics 365 Sales

The post Adapting to change with Microsoft Dynamics 365 Sales: Customers’ success stories appeared first on Microsoft Dynamics 365 Blog.

Microsoft is dedicated to helping organizations transform the way people work using secure, enterprise-grade AI capabilities, no matter which business applications teams depend on. Starting today, you can seamlessly integrate role-specific Copilot capabilities into Microsoft 365 applications and popular customer relationship management (CRM) and contact center systems for sales and customer service professionals.  

Now generally available, Microsoft Copilot for Sales and Microsoft Copilot for Service bring together the power of Microsoft Copilot for Microsoft 365 with role-specific insights and actions to streamline business processes, automate repetitive tasks, and unlock creativity. Both provide flexibility to integrate with your existing contact center and CRM systems, such as Salesforce and ServiceNow, to get more done with less effort.

Transform sales productivity with Copilot for Sales

Sellers today face more challenges than ever. A recent survey revealed that 79% of sellers are supporting more customers and accounts than the previous year.¹ Gartner® research recommends that to drive better sales impact, “sellers must relinquish some control over customer interactions and give AI-powered technology—generative AI, emotion AI and digital humans—more responsibility to execute core selling activities…Let salespeople focus on where they excel: engaging buyers on a human level to understand their needs, motivations and objections, and ultimately validate that a purchase is right for them.”²

At Microsoft, we have been working hard to deliver an AI solution that would address these needs. Last fall, we announced our vision for Copilot for Sales, an AI assistant designed for sales teams to maximize productivity and close more deals. We’re excited to announce that Copilot for Sales is now generally available. Copilot for Sales builds on Copilot for Microsoft 365, enhancing it with connectivity to CRM platforms like Microsoft Dynamics 365 Sales and Salesforce Sales Cloud to bring sales-specific insights and recommendations to apps like Outlook, Microsoft Teams, and Word.

Today, Copilot for Sales helps sellers and sales managers:

• Generate sales meeting preparation briefs in Word.
• Summarize emails and surface relevant buying intent and budget, authority, need, timing (BANT) analysis in Outlook.
• Generate emails in Outlook with relevant product, account, relationship, and opportunity information from their CRM system and Microsoft Graph.
• Add leads and update CRM records directly from Outlook.
• View meeting preparation notes and real-time sales insights during calls in Teams.
• View sales meeting summaries in Teams with conversation analysis, sales keywords and KPIs, and suggested tasks.
• Create collaborative deal rooms in Teams that sync with CRM data.

Copilot for Microsoft 365 is also included in Copilot for Sales, providing sellers with additional productivity enhancements, like:

• Generate presentations in PowerPoint.
• Generate plans and organize team information in OneNote.
• Ask questions in natural language to catch up on customer interactions using Microsoft Copilot’s chat experience.

Late this month, Copilot for Sales will also bring CRM connectivity to the Microsoft Copilot chat experience, allowing sellers and sales managers to get quick insights on conversion and win rate, sales cycle, and pipeline. Later this year, we plan to enhance Copilot experiences in Microsoft PowerPoint and OneNote as well, tailoring them to address seller-specific needs with CRM connectivity.

Early adopter customers of Copilot for Sales are already seeing an impact in their sales organizations. Avanade employees have been previewing Copilot for Sales capabilities like updating Dynamics 365 Sales records from Outlook, summarizing email threads, generating email drafts, and summarizing meetings with conversation intelligence. These AI capabilities have helped Avanade employees show their clients that they are top of mind, while helping them work more productively.

When we interviewed Copilot for Sales users at Avanade, they reported that Copilot minimizes the need to jump between different interfaces, and the email summary feature saves them 30 to 60 minutes per week. And the impact goes beyond just time savings; Copilot for Sales is improving the quality of sellers’ interactions with their customers as well.

“When our sellers can reduce the time spent on sifting through multiple channels to find what matters with Copilot for Sales, we can be more focused so that we can deliver with clients and drive our business strategy faster.”

—Jennifer Ferrara, Global Business Lead, Avanade

Read more about Avanade’s adoption of Copilot for Sales.

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Transform the agent experience with Copilot for Service

In December 2023, we introduced Copilot for Service—the next step in our journey to help organizations realize the benefits of generative AI by extending their existing investments in CRM and contact center solutions. We are excited to announce that Copilot for Service is now generally available.

Often, an organization’s knowledge is distributed across disparate systems—customer records and case histories in one or multiple CRM systems, along with information scattered across knowledge base articles, public websites, offline files, and more. As a result, agents are tasked with navigating multiple apps to not only access critical insights, but also then manage their engagement with customers, collaborate with internal teams, and take action. According to Gartner, “43 percent of (customer service) reps reported they were overwhelmed by the number of systems and tools needed to complete work.”³

Copilot for Service unlocks an organization’s trusted knowledge to accelerate onboarding and case resolution, improve efficiency, and automate tasks for agents in their flow of work. Without costly development time, organizations can simply point to their data and, in a few minutes, unlock generative AI-powered conversations across their knowledge bases. And for agents, they can tap into this knowledge with a copilot embedded directly in their desktop software of choice such as Salesforce, as well as the other tools they already use every day like Outlook and Teams.

Today, Copilot for Service can help organizations:  

• Enable generative AI-powered conversations across all of their data with simplified point-and-click access to public websites, SharePoint, knowledge base articles, and offline files.
• Access knowledge sources with pre-built integrations for Salesforce, ServiceNow, and Zendesk.
• Embed a copilot in agent desktops from Salesforce and other channels to support agents where they work.

Copilot for Microsoft 365 is also included in Copilot for Service. We will introduce additional features in Microsoft 365 apps beginning later this month that will integrate data from CRM systems like Microsoft Dynamics 365 Customer Service and Salesforce Service Cloud including:

• In Outlook, use Copilot to summarize and draft emails, access case summaries, browse and update CRM records, and schedule meetings informed by case summaries and other relevant information from CRM records.
• In Teams, use Copilot to browse and update CRM records during a meeting, as well as recap meetings, suggest follow-up action items, and create tasks that can all be saved to CRM systems directly from Teams.
• In the Microsoft Copilot chat experience, use Copilot to ask questions over cases and contacts, as well as summarize cases—all from CRM data.

We’re thrilled to see the initial impact that our early adopter customers and partners are having with Copilot for Service. RSM, the leading provider of assurance, tax, and consulting services for the middle market, is equipping agents with the information they need to support customers without changing applications or searching through hundreds of knowledge articles.

“Six months ago, we launched a pilot focused on leveraging Microsoft Copilot for Service and Microsoft Copilot Studio, which provides a framework to build AI-enabled business processes. We have been working to execute against use cases for our own business with a focus on practical AI, and we are thrilled to now be in a position to bring this productivity enhancing technology to help clients implement AI for their businesses.”

—Christian Hutter, RSM’s Microsoft practice leader

Copilot for Service

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Take the next step

Both Copilot for Sales and Copilot for Service are available now for $50 per user/month, which includes the Copilot for Microsoft 365 license. If you already have Copilot for Microsoft 365, you can purchase Copilot for Sales or Copilot for Service for an additional $20 per user/month.*

Learn more about Copilot for Sales and Copilot for Service.

Sources:

1. Microsoft. “Sellers’ attitudes about AI.” June 2023. An Ipsos study commissioned by Microsoft. Study included 700 participants who use professional CRM systems at organizations of at least 300 people. Industries include Financial Services, Professional Services, Manufacturing, Retail, Technology, and Healthcare.

2. Gartner Article, Focus Your Sellers on the Critical Art of Being Human, September 2023, https://www.gartner.com/en/articles/focus-your-sellers-on-the-critical-art-of-being-human
GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

3. Gartner Ebook, Gartner for Customer Service The Connected Rep Deliver better customer service by enabling reps with technology, 2023, https://www.gartner.com/en/customer-service-support/trends/the-customer-service-customer-rep

*Pricing is accurate as of February 2024. For additional pricing information, see here for Copilot for Sales info and see here for Copilot for Service info.

The post Microsoft Copilot for Sales and Copilot for Service are now generally available appeared first on Microsoft Dynamics 365 Blog.