Case Study: Descartes Systems Group achieves faster, more relationship-driven sales with Microsoft Corporation

Descartes drives right to value-rich opportunities with relationship-based sales tool

Descartes Systems Group, a Canadian logistics solutions provider, needed a better way to identify the right buyers, streamline a complex sales process, and focus its team on the most valuable opportunities. The company turned to Microsoft Corporation, using Microsoft Relationship Sales with Dynamics 365 for Sales and LinkedIn Sales Navigator to shift from pipeline management toward relationship-based selling.

With Microsoft Corporation’s solution, Descartes accelerated contract generation from about a week to minutes, enabling signed contracts within an hour for many simpler deals. The company also improved visibility into sales stages, automated parts of pricing and compliance screening, and gave sellers one place to manage opportunities, helping them work faster and sell more effectively.

Descartes Systems Group

Robert Beauchemin

Executive Vice President of Global Business Development and Strategic Alliances