EPAM Reimagines Sales with Dynamics 365 and Microsoft Copilot for Sales

“I am thrilled to integrate Dynamics 365 and Microsoft Copilot for Sales into EPAM's IT services model, promoting data centralization and business enablement. This collaboration is a significant stride in our AI-enabled transformation, equipping our global sales and marketing teams with the power of cloud and Gen AI. Through this, we will amplify our productivity, increase our speed-to-market, and leverage data insights more efficiently—optimizing our business processes, enriching client engagement, and driving future growth.”

Yuriy Goliyad, CIO & Head of Operations, EPAM

Optimizing sales processes for growth

EPAM’s growth and global expansion have been impressive. The Company has achieved a 5-year revenue CAGR (Compound Annual Growth Rate) of 21% (FY2018-2023) while earning many prestigious industry and technology recognitions. To sustain its momentum and adapt to changing market conditions, EPAM decided to take a page out of its playbook, assessing its internal sales processes to identify areas for improvement and investment in the next phase of growth. As a partner of leading technology companies, such as Microsoft, Google, AWS, SAP, Adobe, and others, EPAM had access to the best software and cloud solutions in the market. It also had the expertise to design and implement its own approach, using the most suitable tools for its needs.

Championing change to connect a global sales team

For years, EPAM’s Sales teams used an on-premises version of Dynamics CRM. The company had customized it to focus on delivery and engineering, but the solution also had many enterprise resource planning (ERP) features. While it was initially convenient to combine these operations, it had some drawbacks. Only 70% of the teams used it, while the rest relied on multiple "shadow CRM" tools, such as Jira, HubSpot, SharePoint, and Salesforce that weren’t integrated. This made it hard to see the whole sales funnel, especially early deal stages, which the system was not configured to capture. With so much recent expansion, it also struggled to handle the growing load of data and transactions. Moreover, EPAM’s highly customized solution lacked recent innovations, including popular AI productivity features.

Read the full story here.

Find out how EPAM’s expert Microsoft teams can work with you to ensure your organization gains maximum value from its investments in Microsoft Dynamics 365 and Microsoft Copilot for Sales: https://www.epam.com/services/partners/microsoft/businessapplications