Case Study: Microsoft Corporation achieves 38% more new opportunities with LinkedIn Sales Solutions (Sales Navigator)

By boosting productivity 38%, Phil Amato’s social selling pilot program proved its worth

Microsoft launched Azure as it shifted from selling products to subscription services and needed stronger relationships with business decision-makers. To expand reach without heavy startup costs, it looked to leverage sellers’ existing LinkedIn networks and test social selling as a scalable way to drive B2B engagement.

The company piloted LinkedIn Sales Navigator with 15 Azure sellers, paired the tool with coaching and a scalable support infrastructure in Dynamics CRM, and scaled organically to over 3,000 users. Within six months, engaged social sellers produced 38% more new opportunities and showed clear productivity gains, validating the program and prompting broader adoption.

Microsoft Corporation

Phil Amato

Marketing and Communications Manager