Microsoft’s Worldwide Inside Sales (WWIS) division set out with a transformative vision: empower their global salesforce with a digital ecosystem that centralizes resources, personalizes experiences, and drives productivity. As the complexity of Microsoft’s sales motions and roles grew, so did the need for a unified platform to streamline onboarding, enablement, and day-to-day operations.
Microsoft
Empowering Microsoft's Worldwide Inside Sales Teams Through a Unified Digital Experience
Background
Challenges
WWIS needed to unify disparate tools, content repositories, and onboarding processes into a cohesive experience. Fragmented information, lack of personalization, and manual processes were causing inefficiencies and missed opportunities. As new roles and workflows evolved, the platform had to be agile, scalable, and capable of integrating future technologies—without disrupting ongoing sales efforts.
Project Info
client
Microsoft
Industry
Technology / Inside Sales Enablement
type
Internal Enablement Portal
services
UX Research, UX Design, Agile Development, CMS Integration, Envisioning
Project Info
client
Microsoft
Industry
Technology / Inside Sales Enablement
type
Internal Enablement Portal
services
UX Research, UX Design, Agile Development, CMS Integration, Envisioning
Background
Microsoft’s Worldwide Inside Sales (WWIS) division set out with a transformative vision: empower their global salesforce with a digital ecosystem that centralizes resources, personalizes experiences, and drives productivity. As the complexity of Microsoft’s sales motions and roles grew, so did the need for a unified platform to streamline onboarding, enablement, and day-to-day operations.
Challenges
WWIS needed to unify disparate tools, content repositories, and onboarding processes into a cohesive experience. Fragmented information, lack of personalization, and manual processes were causing inefficiencies and missed opportunities. As new roles and workflows evolved, the platform had to be agile, scalable, and capable of integrating future technologies—without disrupting ongoing sales efforts.
“One of the best parts about working with UpTop has been how agile [they] have been. The way we operate would drive a lot of people crazy because most people aren't used to working in such a fast pace environment. [UpTop has] been great at adapting to the frequency while never sacrificing quality.”– Katie Spring, Sr. Business Program Manager
Approach
UpTop partnered with Microsoft across multiple engagements over several years, beginning with discovery workshops to define foundational requirements. The collaboration followed an agile, iterative process focused on user-centered design and stakeholder alignment. Key priorities included scalability, integration with internal Microsoft systems, and empowering content owners through robust CMS functionality. UpTop designed with future flexibility in mind, creating modular solutions that could evolve with Microsoft’s shifting organizational needs. Each sprint prioritized functional usability, integration harmony, and a frictionless experience for global sellers.
Solution
The collaboration resulted in the creation of the WWIS Digital Inside Sales Hub (DISH)—a dynamic, centralized portal that brought together onboarding, enablement, role-based guidance, social engagement, and performance tracking. Core capabilities included:
- Digital Seller Portal: Personalized dashboards with onboarding status and quick links.
- Sales Enablement Conversation Cards: Guided conversation tools tied to CRM workflows.
- Digital Playbooks & Process Apps: Streamlined best practices and role-specific tasks.
- SPARK: A knowledge hub for training modules, videos, and performance content.
- CMS & Authoring Tools: Empowered stakeholders to update and localize content.
- Seamless Integrations: Unified access through Microsoft Teams, Yammer, Infopedia, and Power BI.
As the platform matured, UpTop expanded functionality with gamification, personalized widgets, advanced process visualizations, and architecture optimized for global scale.
Results & Impact
The WWIS DISH transformed how Microsoft’s inside sellers engage with tools and information, driving real, measurable outcomes:
- Consumption of enablement materials surged over 74x, signaling dramatically improved access and usability.
- Seller readiness improved through intuitive onboarding pathways and guided enablement.
- Time-to-productivity decreased, with streamlined workflows and reduced manual effort.
- Content agility increased, as internal teams gained autonomy through CMS tools.
- The platform now rapidly adapts to evolving sales roles, new product initiatives, and updated processes.
More than just a tool, DISH became a living showcase of Microsoft’s own technologies in action—powering internal excellence while inspiring continuous iteration. The success of DISH represents a powerful model for digital transformation. And while the 74x increase in material consumption is a milestone, Microsoft and UpTop remain focused on tightening feedback loops and elevating performance—together.
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