Case Study: Microsoft Corporation achieves net-new customer growth and accelerated wins with LinkedIn Sales Solutions (Sales Navigator)

Microsoft’s Enterprise Sales Team focuses on growth bets with Sales Navigator

Microsoft’s Enterprise Sales team, the company’s growth engine for large accounts, faced a common challenge: finding net-new contacts and whitespace within a massive existing customer base and complex buying committees at enterprise customers. With thousands of large customers and many decision makers per deal, the team needed a more targeted, scalable way to surface new opportunities and expand into unexplored personas and lines of business.

By adopting LinkedIn Sales Navigator, the team can pinpoint key contacts and influencers, tailor outreach to the right accounts, and build multi-person relationships across buying committees. The result: faster discovery of new personas, increased productivity and connection rates, more opportunities, and measurable improvements in pipeline health, win rates, and deal sizes.

Microsoft Corporation

Jen Holtvluwer

Digital Enterprise Sales