Digital Transformation of Inside Sales at Microsoft | ZS

Insights

Digital Transformation of Inside Sales at Microsoft

Arun Shastri, ZS and Salman Mukhtar, Microsoft

Over the last year Inside Sales at Microsoft has been digitally transformed. A guided selling application provides sales representatives with scientifically generated insights and recommendations that help them attain quota and have relevant conversations with customers. It does so by providing sellers with the following:

  • Propensity driven recommendations on net new opportunities
  • Identification of renewals that are off schedule
  • Nudges on accounts that not have been called recently

Each recommendation is based on analyzing 1000+ data points on each customer. The models are perhaps the easy part. How do you get these recommendations in the hands of a seller and get them to act? How do you design and execute Early Experiences?