Case Study: Capita achieves unified sales, improved forecasting, and stronger customer relationships with Microsoft Corporation

Software and services innovator improves campaigns sales forecasting and deepens customer relationships

Capita, a large UK-based professional services company, faced fragmented sales processes across its software division after years of growth by acquisition. With multiple CRM systems and inconsistent sales practices, the team struggled with duplicate outreach, limited visibility into customer buying circles, and unreliable forecasting. Microsoft Corporation’s Dynamics 365 Sales, LinkedIn Sales Navigator, and Office 365 were used to help unify Capita’s approach.

Microsoft Corporation implemented Microsoft Relationship Sales to embed Capita’s sales playbook into daily workflows and create a single view of customers and opportunities. The solution improved collaboration, automated reporting, and made forecasting more accurate, cutting reporting time from weeks to days. Capita also reduced operating costs, strengthened customer relationships, and improved marketing effectiveness through better data sharing and pipeline visibility.

Capita

Nick Marsh

Consulting Lead