Case Study: Capita achieves unified sales visibility and faster forecasting with Microsoft Power BI

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

Capita, a London‑headquartered professional‑services firm, faced fragmented sales and marketing operations after years of growth by acquisition—operating around 10 different CRM systems, inconsistent sales practices, and unreliable forecasting. To unify its approach, Capita adopted Microsoft Relationship Sales (including Dynamics 365 for Sales and LinkedIn Sales Navigator) and used Microsoft Power BI for cross‑divisional visibility and reporting.

By embedding a single sales playbook in Dynamics 365 and using LinkedIn Sales Navigator’s relationship assistant, Capita achieved clearer pipeline visibility, better account collaboration, and consistent lead tagging for marketing ROI. Automated reporting and dashboards delivered through Microsoft Power BI cut report generation from three–four weeks to days, improved forecasting accuracy, reduced overhead, and strengthened customer relationships across the software division.

Capita

Kit Burcham

Divisional Sales Operations Lead