The Top 7 Reasons Companies Choose Microsoft Dynamics CRM Over Salesforce.com
Salesforce has 25% of the CRM market, so they’re the best, right? Not so fast…
Bigger doesn’t necessarily mean better. According to the 2017 Gartner Magic Quadrant for Sales Force Automation, Microsoft Dynamics 365 and Salesforce are far and away the industry leaders, but “the best bet for your business in 2018 and beyond is Microsoft Dynamics 365 for Sales.”
How can this be? With 25% of the CRM market, Salesforce is the market share leader. No arguments there, but despite this seemingly strong position, Gartner’s research uncovered some legitimate concerns from both existing and prospective Salesforce clients:
- “Salesforce clients regularly identify issues with deriving value from their Salesforce implementations.”
- “Some object to the amount of customization needed to automate complex sales processes.”
- “Gartner frequently speaks to existing and prospective Salesforce clients who are unhappy with Salesforce’s aggressive sales practices and licensing inflexibility.”
So, how and why did Gartner come to the conclusion that Microsoft Dynamics 365 is the best CRM solution for most businesses? Both Dynamics 365 and Salesforce have similar features, so the decision-making process really boiled down to the solution’s ability to work within your processes. Simply put, Microsoft Dynamics 365 gives your business more options and more flexibility…typically, at a lower cost!
Here are seven factors to consider when doing your due diligence review:
1. Salesforce vs. Dynamics 365: Flexibility
Features are great, but it’s just as (or more) important to be able to configure your CRM solution to fit the unique needs of your organization. These are your competitive differentiators, so you don’t want to compromise on them to accommodate your software. With Microsoft Dynamics 365, you fit the system to your business, not the other way around. Case in point, Microsoft Flow and Microsoft PowerApps.
If you’re not familiar with Microsoft Flow, you should be. This tool could be the most compelling reason to select Dynamics 365 over Salesforce. Microsoft Flow allows you to automate events (Workflows) between your favorite applications and services, sync files, get notifications, collect data, and much more. For example, would you like to know when someone with 100+ followers tweets about your business? Simple! Create a Workflow.
PowerApps enables a broad range of app scenarios to be created by you that infuse digital transformation into manual and outdated processes. Use both canvas and model-driven apps to build PowerApps that solve business problems for task and role-specific scenarios like inspections, field sales enablement, prospect to cash, and integrated marketing views.
2. Salesforce vs. Dynamics 365: Productivity
As mentioned above, Microsoft Flow and Power Apps turbocharge productivity by automating many time-consuming processes. Also, Microsoft’s Common Data Service (CDS) provides a seamless synchronization of software you’re probably already using. Outlook? Office 365? LinkedIn? Power BI? Salesforce.com either doesn’t have this ability or it requires add-on connectors, which are an additional cost and are a less than ideal substitute.
The Common Data Service was a key factor in Gartner’s decision because it allows you to think beyond CRM. True customer relationship management involves more than just your customer. You also need to manage interactions with vendors, distributors, and other relationships (citizens if you’re in government, people if you’re in a non-profit) that directly impact the CRM process. This is all made possible by the CDS.
3. Salesforce vs. Dynamics 365: The user experience
While the user interface between Dynamics 365 and Salesforce is comparable, users who are already familiar with the process-driven interface of a Microsoft product will experience a big benefit with Dynamics 365 (and it can be easily customized to individual users, too). Dynamics 365 also has a great mobile option with apps for iOS, Windows, and Android.
And how about gamification? This feature, which pushes all the right buttons with your Salesforce, is built into Dynamics 365. You have to purchase an external add-on to get similar functionality with Salesforce.
4. Salesforce vs. Dynamics 365: The “other”’ flexibility – deployment and support
Dynamics 365 wins this one, hands down. Salesforce is available only as a cloud application, while Dynamics 365 offers a cloud, on-premises, or a hybrid option. Dynamics 365 also offers a variety of options for licensing to accommodate different organizations with varying needs and budgets. Finally, Dynamics 365 has 99.9%-backed SLAs, while Salesforce does not.
5. Salesforce vs. Dynamics 365: Analytics
While Salesforce allows for exporting of static reports to Excel, it does not offer list views and requires Analytics Cloud for more advanced functionality, which adds extra cost. Dynamics 365 provides immersive Excel experiences embedded in list views and interactive report exports, as well as Power BI Apps for Sales with pre-built and shareable templates. You can also export to Excel from CRM for tablets and phones.
6. Salesforce vs. Dynamics 365: Pricing
Regardless of any other criteria, this is always a factor to be considered. In addition to a higher price for the Enterprise Edition, there are other costs associated with Salesforce in the form of add-ons for data, analytics, and field service, as well as subscription, data storage, and support fees. Dynamics 365 overall offers a lower cost per user and includes social engagement, field service, InsideView, sales gamification, and more. There is a lower total cost of ownership for storage, support, and sandbox, and the unified service dashboard and admin come with Office 365.
7. Salesforce vs. Dynamics 365: Extendibility
What are your plans for the future? Increasing sales? Expanding into new markets? Improving customer service? Whatever they are, Dynamics 365 is an extensible and responsive platform, ideally suited for growth, change, and expansion.
Comparing Salesforce with Dynamics 365? Do your homework
You’ve probably heard the saying, “There are things I know. Things I don’t know. And things I don’t know I don’t know.” This couldn’t be more true as it relates to a CRM solution, so don’t base your decision on name recognition and market share alone. Microsoft Dynamics 365 gives you various deployment options, as well as flexibility to customize the software for your current and future needs.
Put the power of Microsoft to work for your business. Read this case study to find out why an industry leader replaced Salesforce with Microsoft Dynamics.