A Salesforce to Dynamics 365 Sales Migration Journey for a Cybersecurity Firm

Salesforce to Dynamics 365 CRM Migration

A global leader in cybersecurity sought a transition from a heavily customized Salesforce environment to Microsoft Dynamics 365 Sales. With a growing portfolio and the need for enhanced customer relationship management, the organization needed a CRM migration solution that could scale with its rapid expansion and evolving requirements.

Salesforce Licensing and CRM Migration Challenges

The company faced significant challenges due to rapid growth, including complexity introduced by 20 mergers and acquisitions. Each acquisition brought unique requirements, often requiring code-first customizations, resulting in multiple CRM environments to support: a primary Dynamics 365 Sales environment and up to 12 separate Salesforce environments. Their goal was to sequentially migrate the simpler Salesforce environments to Dynamics 365 Sales, but new acquisitions kept creating additional technical debt and increasing strain on resources.

The CRM migration team was also under pressure to complete these migrations quickly to reduce the high cost of Salesforce licensing and mounting support requirements. Meanwhile, the primary sales environment (Dynamics 365 Sales) was deteriorating due to rushed integration of custom code, which affected system performance and usability.

Choosing a CRM Migration Partner

The lead for the migration project came from the internal technology team, who recognized the urgency of migrating all users and custom functionality from Salesforce to Dynamics 365 Sales. TrellisPoint was chosen as the CRM migration partner due to its proven expertise in Salesforce to Dynamics 365 migrations and its strategic approach to delivering complex projects.

Salesforce to Dynamics 365 Sales Migration Strategy

TrellisPoint executed a comprehensive CRM migration strategy, transitioning the company from Salesforce to Microsoft Dynamics 365 Sales. Key elements of the solution included:

• Data Migration: Advanced data migration tools and techniques were employed to ensure an accurate and efficient data transfer. Data cleansing and transformation aligned the data with Dynamics 365 Sales' data model.

• Customizations and Integrations: Essential customizations from Salesforce were replicated in Dynamics 365 Sales, leveraging the platform's robust customization capabilities. Custom integrations were built to connect Dynamics 365 Sales with existing internal systems, ensuring a seamless CRM modernization strategy.

• Testing and Validation: Rigorous testing at every stage ensured a smooth CRM migration, with unit testing, system testing, and user acceptance testing (UAT) conducted in close collaboration with the internal team.

Cost Savings and CRM Modernization

The migration to Microsoft Dynamics 365 Sales delivered substantial benefits, including:

• Cost Savings: Significant cost savings were achieved by terminating Salesforce licenses. Within one year, the migration of four Salesforce environments was projected to save over $4 million in licensing fees.

• Reimagined CRM Environment: While the migration enhanced security, efficiency, and scalability, the target Dynamics 365 Sales environment was heavily customized, making it challenging to support and limiting the benefits of Dynamics 365's out-of-the-box capabilities. TrellisPoint proposed retiring the current Dynamics 365 Sales environment and deploying a new instance designed to utilize native platform improvements and incorporate low/no-code functional enhancements. Using the Success by Design framework, TrellisPoint is now consulting with functional areas across the organization to design and align end-to-end business processes with Microsoft technologies, including Dynamics 365 Sales, Power Platform, Customer Voice, and Finance and Operations.

Successful Salesforce to Dynamics 365 CRM Migration

This collaboration exemplifies the power of strategic partnerships in overcoming complex CRM migration challenges. By leveraging TrellisPoint's expertise in Salesforce to Dynamics 365 Sales migrations, the company successfully transitioned from a fragmented and costly Salesforce setup to a unified Microsoft Dynamics 365 Sales system, saving over $4 million in Salesforce license fees within a year. TrellisPoint's innovative approach ensured a seamless migration, while also addressing the limitations of the existing Dynamics 365 Sales environment by proposing a fresh deployment designed using the Success by Design framework. This new instance promises to fully harness Dynamics 365 Sales and Power Platform capabilities, supporting future growth and innovation for the organization.

With TrellisPoint's strategic guidance and technical proficiency, the company is now better positioned for long-term success, supported by a scalable and efficient CRM infrastructure.