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Connecting Microsoft Dynamics CRM and LinkedIn
1.
Connecting Microsoft Dynamics CRM and
LinkedIn How combining two popular apps can enable a more powerful mobile sales force. A cafe moba White Paper April 2013 © Copyright 2013 – cafe moba. All rights reserved
2.
1 © Copyright
2013 – cafe moba. All rights reserved Introduction Data is critical to salespeople. Keeping up with cold leads and prospects can alert a salesperson to changes or updates that may signal a shift in the purchasing environment. Has a key contact been promoted or changed companies? Does he or she have new projects, products, or customers? A salesperson armed with timely data is better equipped to make valuable connections that could ultimately lead to a sale. Yet long days on the road often make keeping up to date on such data difficult. Microsoft Dynamics CRM is a valuable platform for managing contacts, opportunities, and activities associated with accounts. But from a contact details perspective, Microsoft Dynamics CRM is a backwards-looking medium; it only reflects information from the time it was entered or last updated. Therefore, Microsoft Dynamics CRM data is only as good as the effort that goes in to maintaining it. LinkedIn, however, is a social media platform that, for the most part, is maintained in real time by its own members. LinkedIn actively encourages its members to update, provide details, and inform connections of work/life changes. In fact, while members only spend around 17 minutes a month on LinkedIn, the number of members who updated their profiles doubled in 20121 . Linking Microsoft Dynamics CRM accounts and LinkedIn profiles can improve a salesperson’s contact data quality and sales productivity. But doing so is not necessarily easy. 1 “LinkedIn Blows Past Expectations; Revenue Soars 81 Percent To $304M, Net Income Up 66 Percent To $11.5M,”TechCrunch. com, February 7, 2013, http://techcrunch.com/2013/02/07/linkedin-blows-past-expectations-revenue-soars-to-304m/ LinkedIn Facts & Figures As of December 31, 2012, LinkedIn counts executives from all 2012 Fortune 500 companies as members. LinkedIn members did over 5.7 billion professionally-oriented searches in 2012. More than 2.7 million companies have LinkedIn company pages. There are more than 1.3 million unique publishers actively using the LinkedIn Share button on their sites to send content into the LinkedIn platform. LinkedIn members are sharing insights and knowledge in more than 1.5 million LinkedIn Groups. In the fourth quarter of 2012, an average of 27 percent of unique visiting members came through mobile apps, versus just 15 percent in 2011. Source: http://ca.press.linkedin.com/about
3.
2 © Copyright
2013 – cafe moba. All rights reserved Methods of Connecting LinkedIn and Microsoft Dynamics CRM Accounts There are three primary ways a mobile sales professional can interact with LinkedIn through their Microsoft Dynamics CRM account: Method of Connecting Advantages and Disadvantages Access Microsoft Dynamics CRM on a mobile browser and simultaneously open the LinkedIn app; copy the Microsoft Dynamics CRM contact name; switch to the LinkedIn app and paste the contact name into the LinkedIn search bar; and then switch back and forth between applications for every contact. • Doesn’t really connect the two apps—the only thing they have in common is that they are on the same device • Market-leading iPad, for example, does not allow two apps (including the browser) to be visible at the same time; not true multi-tasking • Zero additional cost Obtain a LinkedIn for Microsoft Dynamics CRM license • Microsoft Dynamics CRM contacts are directly integrated with LinkedIn member profiles • LinkedIn info is not shown in a dashboard; user is still forced to shuttle back and forth between windows • LinkedIn for Microsoft Dynamics CRM license can be expensive, potentially doubling monthly Microsoft Dynamics CRM monthly costs • Must be added by Microsoft Dynamics CRM administrator • Users must be LinkedIn Premium Account holders to access LinkedIn profiles, but can access premium services, improving overall value Use a native-built iPad or Windows 8 app like cafe moba for Microsoft Dynamics CRM that connects Microsoft Dynamics CRM contacts and LinkedIn profiles • Provides considerable convenience for mobile users. cafe moba dynamically displays LinkedIn profiles as Microsoft Dynamics CRM contacts are scrolled through • Integration with LinkedIn is out-of-the-box • No switching of apps or windows required, dramatically improving productivity • Native iPad or Windows 8 gestures makes for a more natural and enjoyable user experience • Available as a free app from the Apple App Store and the Windows Store for Microsoft Dynamics CRM Online account holders
4.
3 © Copyright
2013 – cafe moba. All rights reserved Additional Benefits of Connecting LinkedIn and Microsoft Dynamics CRM Accessing up-to-date contact information is not the only reason to link Microsoft Dynamics CRM and LinkedIn. Because of its real-time, user-generated content, LinkedIn serves as an aggregator of important business information through various sources associated with a member’s profile. Information Sources via LinkedIn Benefit Members’connections may reveal relationships that are either competitive or complementary. This signals a competing interest for a prospect or customer or a possible advantage to a sales proposition. Members’daily updates may provide important insight on interests, challenges, and milestones. Helps the sales force develop or improve rapport and the overall business relationship. Members’daily updates may provide important intelligence on their company’s activities like product introductions, personnel changes, partnerships, or financial performance. Helps the sales team formulate an approach that will maximize chances of a successful close. Member’s group discussions may reveal ideas they are considering, problems they are encountering, objections they may have, or alternatives they are seeking related to a specific product or service. Provides salespeople the opportunity to craft a presentation that closely aligns with the prospect’s or customer’s current thinking. Members’recommendations from others may reveal insights into their personalities and working styles. Allows sales people to anticipate and adapt to the tone of a meeting or negotiations.
5.
4 © Copyright
2013 – cafe moba. All rights reserved Conclusion: The data experience within a mobile Microsoft Dynamics CRM deployment can only be improved with the integration of real-time, user-managed contact information updates. Add the business intelligence that comes from status updates and the online social activity of LinkedIn’s 200 million members, and the value to a mobile Microsoft Dynamics CRM account holder becomes considerable — as long as the information is connected in a way that is familiar, enjoyable, and productive. About cafe moba: cafe moba is a powerful mobile business platform that provides unified mobile access to and analysis of information sources that include ERP, CRM, Cloud-based apps, and even spreadsheets. cafe moba for Microsoft Dynamics is available as a free app from the Apple App Store and the Windows Store. For more information, visit http://www.cafemoba.com/