CRM migrations are often necessary for growth, but they present real challenges that hit sales teams first.
When a company switches platforms, quoting can slow down, data can get lost in the transfer, and reps often struggle to adapt to new workflows. Even small disruptions in pricing and approval processes can frustrate customers, stall deals, and ripple across the revenue cycle.
Sales teams also face re-training and adoption lags, while admins risk losing control over CPQ configurations and updates. Without the right safeguards, what should be a step forward can quickly become costly setbacks.
Unit4 faced this exact challenge when it decided to move from Salesforce to Microsoft Dynamics 365 Sales. As a global SaaS company delivering enterprise software for finance, HR, and procurement, precision and agility are built into its DNA. However, its Salesforce CPQ had become too rigid and complex to keep up. Every small update, whether to a price list, approval flow, or product bundle, required external consultants, slowing the sales team and creating bottlenecks.
To manage the transition without disrupting deals, Unit4 relied on DealHub CPQ as a safety net. Guided flows allowed reps to generate quotes in minutes, new sellers were onboarded quickly with minimal training, and admin teams made updates independently without waiting on consultants.
Throughout the migration, quoting remained consistent across both Salesforce and Dynamics, ensuring continuity, accuracy, and speed, even as the underlying systems changed.
CPQ as an Insurance Policy During CRM Migration
A robust CPQ system acts as a safety net during CRM transitions, maintaining steady sales operations even as platforms change. For Unit4, DealHub CPQ ensured that quoting, pricing, and approvals continued without disruption while reducing risk, errors, and downtime.
Key ways DealHub provided stability include:
- CRM-agnostic architecture: DealHub CPQ connected to both Salesforce and Microsoft Dynamics CRM simultaneously or bridge the gap during migration, letting reps continue quoting without delays.
- Guided selling and intuitive flows: Walked sales reps through every step, reducing the learning curve and keeping quotes accurate, even on a new system.
- No-code or low-code administration: Enabled internal teams to update pricing rules, product bundles, and approvals without external consultants, improving agility.
- Consistent user experience: Familiar templates, approvals, and pricing logic were maintained, minimizing disruption for front-line sales.
Best Practices to Keep Sales Running Smoothly
Migrating to Microsoft Dynamics 365 doesn’t have to disrupt sales if you plan carefully.
Ways to ensure your sales team can keep operating during transition include:
- Run old and new systems in parallel: Allows sales teams to continue working while the new system is tested and phased in.
- Use a phased go-live approach: Reduce risk by rolling out the new system in stages, allowing adjustments before full adoption.
- Test extensively for edge cases: Validate complex quotes, custom pricing logic, automated approvals, and product bundles before cutover.
- Map and migrate data carefully: Ensure pricing, discount rules, product catalogs, and customer data transfer accurately.
- Address change management early: Communicate with sales reps, involve them in testing, and provide hands-on support to reduce resistance.
- Align closely with your CPQ vendor: A CPQ provider that’s closely involved throughout both implementation and migration can anticipate issues, provide guidance, and quickly resolve challenges. Unit4’s partnership with DealHub ensured a smooth handoff and ongoing support throughout their CRM switch.
Protecting Sales Continuity with the Right CPQ
An agile CPQ system like DealHub isn’t just a “nice-to-have” during a CRM migration; it’s a safeguard for your sales operations.
Unit4’s experience shows that with the right CPQ partner a company can migrate to a new CRM without slowing down deals, compromising accuracy, or disrupting sales momentum.
For anyone planning a move to Microsoft Dynamics 365, investing in a robust CPQ early pays dividends: it ensures continuity, speeds up quoting, maintains pricing accuracy, and gives your sales team confidence, even through major system changes.
The post Seamless CRM Transitions: How Unit4 Migrated Without Sales Disruption appeared first on CRM Software Blog | Dynamics 365.
