Avoid Costly Surprises: What Microsoft’s New Dynamics 365 Licence Enforcement Means for You

Starting in November 2025, Microsoft will begin blocking user access to Dynamics 365 Finance and Operations apps for users in organisations that using more functionality than they’ve paid for.  Are you sure your team is correctly licenced — or could you be in for a nasty, inconvenient and perhaps costly surprise?

Why Analysts Are Backing Microsoft Dynamics 365 Sales as the Future of CRM and AI-Driven Transformation

At this time of year, many Australian organisations are looking to boost next year’s sales or beat this year’s sales achievements.  Many organisations identify problems in these areas and start their CRM journey with a sales project aimed to boost sales revenue or profit.  Automating more of the sales function not only reduces the time spent on manual sales tasks in the future and so increases the time available to work with clients and future clients.  Read on to see why Microsoft Dynamics 365 Sales is seen as the Future of CRM and AI-Driven Transformation by the key analysts.

Organisations see the benefits of moving from point solutions and fragmented application stacks to the integrated solution offered by Microsoft while leveraging the transformative potential of generative AI.  The AI functionality can massively reduce the time taken on manual tasks, so salespeople gain valuable hours each day to work on live opportunities.  Gartner has predicted that by 2026, B2B sales organisations using generative-AI-embedded sales technologies will reduce the amount of time spent on prospecting and customer-meeting preparation by more than 50%!  If you are not adopting a fully integrated suite of products, meeting your customers’ demand for a fully personalised experience across all of their interactions with you, is likely to be a complex and expensive undertaking.

Microsoft Dynamics 365 Sales offers a true, 360° view of your customers and prospects and as part of the Microsoft Dynamics 365 family which also includes Microsoft Dynamics 365 Project Operations, Microsoft Dynamics 365 Field Service, Microsoft Dynamics 365 HR as well as the more well-known Microsoft Dynamics 365 Customer Service, Microsoft Dynamics 365 Customer Insights and Microsoft Dynamics 365 Business Central and Microsoft Dynamics 365 Finance and Operations forms part of complete solution for any business.

The Microsoft Dynamics 365 family is a unified platform for marketing, sales, service, finance, project management and HR with AI supporting efficiencies across the organisation.

The Hidden Cost of Shortcuts: What a 1985 Tragedy Can Teach Us About CRM Design Decisions

On this day in 1985, a tragic fire at Bradford City's Valley Parade stadium claimed 56 lives and injured many more. The stadium, over 80 years old at the time, had not kept pace with changing safety standards. A dropped cigarette and accumulated debris beneath the wooden stands turned a small incident into a catastrophe.

It's a sobering reminder—but also an invitation to reflect on our own work.

In CRM projects - as implementers, architects or business analysts - we often make design decisions that may seem minor in the moment. But do we pause to ask:

🔷 Will this still work for users in two years’ time?
🔷 Is this a shortcut today, but a costlier fix tomorrow?
🔷 Do we fully understand the ripple effects of our decisions—for the business, users, and the support team?

The future impact of our choices isn’t always visible - and more often than we want to admit can lead to expensive technical debt in the future. But thoughtful planning, curiosity, and care can help us build solutions that stand the test of time—safely, sustainably, and successfully.

👉 If you’re planning or reviewing a CRM project, now is a great time to pause and ask the bigger questions. I’m always happy to have a conversation if you'd like a sounding board.

Challenges of Implementing Salesforce as a CRM in a Microsoft-Centric Environment

and Why Microsoft Dynamics 365 Might Be the Smarter - and more Cost Effective - Choice

Choosing a CRM isn’t just about ticking feature boxes. It’s about finding a solution that fits seamlessly within your business ecosystem, enabling your teams to work more efficiently, collaborate effortlessly, and deliver exceptional customer experiences. If your organisation already leans heavily on Microsoft tools like Outlook, SharePoint, Teams, and Power BI, integrating Salesforce might introduce unexpected complexity, higher costs, and operational friction.

Let’s break it down — and see why Dynamics 365 might be the smoother, more cost-effective path.

Why Choose Microsoft Dynamics 365 Over Salesforce? A Comparison

Choosing the right CRM solution is one of the most pivotal decisions your business will make — impacting not only your immediate operations but your long-term growth and success.  Two of the biggest names in the CRM space, Microsoft Dynamics 365 and Salesforce, offer robust features, but Dynamics 365 consistently comes out ahead for businesses seeking a cost-effective, flexible, and future-proof solution.

While Salesforce started with a sales-centric approach, Microsoft Dynamics 365 has been built from the ground up to support both sales and customer service — a legacy that began with Microsoft’s internal deployment of Clarify and Siebel.  I had the privilege of leading training for these platforms across Europe, and I’ve watched firsthand as Dynamics 365 has evolved over two decades into a comprehensive business platform that grows with your success.

Today, Dynamics 365 is much more than a CRM.  It encompasses ERP, project management, field service, and HR solutions — all powered by Microsoft’s secure SQL Server database, enhanced with real-time insights via Power BI, and supercharged with AI through Microsoft Copilot.  This end-to-end ecosystem empowers businesses to unify their operations, make smarter decisions, and deliver exceptional customer experiences.

Introduction

For many businesses, both Salesforce and Microsoft Dynamics 365 (and even other platforms) could meet basic technological needs.  But asking, “Which CRM is best for my business?” misses the point.  The more critical question is: “Which platform aligns best with my existing tech stack, available resources, and long-term strategy?”

A successful implementation involves more than just software — it includes licensing, training, ongoing support, and, most significantly, implementation costs.  Understanding the full scope of your project, both for today and the future, is key to accurately estimating these costs and choosing the right partner for delivery.  I have previously written about this in many places, including here https://opsis.com.au/resources/blog/calculating-total-project-cost-for-your-software-implementation .  My next e-book dives into this in more detail – watch this space for more information about this.

Technology comparison between Microsoft Dynamics 365 and Salesforce