Microsoft Salescatcher
An all-in-one solution for B2B sellers to connect and close sales
Feb - May 2022
UX Design
UX Research
4 Design
1 Design Mentor
Overview
In Spring 2022, Microsoft approached Berkeley Innovation with a collaborative project in mind, aimed at improving tools for B2B sellers.
Recognizing the inefficiencies in the seller's workflow, my team and I conducted interviews and workshops to gain insights. We subsequently designed a mobile platform that streamlines seller tasks, enabling them to connect with potential buyers and automate manual processes. This project ultimately garnered enthusiastic feedback from Microsoft's Digital Transformation Studio and continues to progress toward a future release.
KEY EXPERIENCES
Enhanced Seller-Client Matchmaking
The existing seller experience involves a complex process of researching and funneling clients before connecting them to a seller. Our solution aims to streamline this process by offering sellers access to potential clients, comprehensive information, and AI-driven recommendations that highlight the suitability of the buyer.
Buyer-Seller Engagement Plugin
A Microsoft Teams plugin empowering buyers to opt in for seller outreach while providing a platform for sellers to connect. Our objective is to offer buyers the chance to engage while maintaining control over unsolicited contact. This plugin facilitates curated interactions, putting the buyer in the driver's seat of the communication process.
Efficient CRM Integration
Our application streamlines seller onboarding by automating tedious tasks, minimizing mundane workflows. Additionally, sellers can seamlessly integrate their Primary CRM account with our platform, ensuring a cohesive and efficient workflow. This solution aims to elevate productivity by eliminating manual processes.
01// Understanding B2B Sellers
A high percentage of seller's time is not actually devoted to selling.
We focused on two types of sellers, the Inside Seller and the Field Seller. Most of our sellers' time was spent across a plethora of tools and communication systems, hindering the sales process.
RESEARCH SUMMARY
We conducted interviews with 8 sellers across different industries to understand where we could help them.
We evaluated popular sales tools to gain insight into sellers’ routines and daily workspace.
SELLER INTERVIEWS
Interviews seemed like the best way to really understand why sellers were stuck in a wide array of tools rather than actually selling their products. The following diagram depicts how we structured our interview questions.
What did we learn?
Excessive manual data entry and client progression were common, leaving sellers feeling these tasks lacked value.
Sellers consistently expressed a desire to focus on advancing sales rather than constant maintenance, hoping for tools that would aide in closing deals.
Existing CRMs are slowing down sellers, who seek tools that guide them swiftly, akin to the user-friendly apps in their personal lives.
EXSISTING SALES TOOL AUDIT
With little known about a seller’s workflow, we wanted to get a better idea of the tools they were spending time in. For us, this meant breaking the space into the types of tools and trying to jump into a popular CRM, such as Salesforce.
What are these tools?
Due to our project timeline, we couldn't explore all available tools. However, it was reassuring that many align with seller CRMs and cover overlapping needs.
THE CHALLENGE
Can we create a tool that integrates into diverse seller routines focused on minimizing the mundane tasks that they face in their day to day while harmonizing seamlessly with their CRM platform.
02// Salescatcher Designs
A new outreach channel
Salescatcher is an all-in-one solution intended to help sellers reach clients, build their potential relationships, and progress through a sale, all while syncing their progress and client information with their respective CRM.
Potential clients found for you
Potential buyers that fit the seller’s target demographic are found for them so they can decide who to reach out to and bring into their system. We wanted to give sellers the information that they need to make quick decisions, with AI justifying why the buyer was recommended.
Manage and organize your buyers
To minimize friction, sellers can swiftly assess and approach selected leads using our streamlined buyer profiles, analytics, and organization tools.
MS Teams app for buyers
Our Teams app, Flow, enables organizations interested in being contacted to opt in, completing a two-way communication channel, respecting buyers' preferences within the Microsoft workspace's non-intrusive environment.
DESIGN EXPLORATIONS
Prospecting Flow
Initially emulating personal app interactions, we looked at dating apps, but encountered issues. Prioritizing the ability to manage ongoing prospects and choose from multiple buyers became our focus.
Contacts Exploration
In early designs, we emphasized organization by sale progression, but found it distracting. Our final iteration lets seller recognize clients, track sale status through their last message, and organize buyers efficiently.
Outreach Exploration
For a mobile seller, having necessary information at hand is crucial. We segmented buyer details into distinct pages, streamlining access and integrating Microsoft apps for setting up future calls.
03// Reflection
This was my first contracted project, and definitely an unforgettable one. The team at Microsoft constantly pushed us to think differently and explore creative solutions to a relatively stagnant process. With this, I am super proud of the solution our team delivered.
Thank you to Deb, Florin, Josh, Karen, Liz O, Liz K, Jonah, and everyone else who was involved throughout this project.
