Skip to main content

Microsoft Co-Pilot for Sales and Outreach Integration Overview

Aye
Updated

Objective

The Microsoft Co-Pilot for Sales integration with Outreach can allow sellers to view real-time Outreach insights directly within their Microsoft workflow.

Applies To

  • Outlook
  • Microsoft Co-Pilot
  • Outreach Users

Before You Begin

To use the Microsoft Co-Pilot for Sales + Outreach integration, the following prerequisites must be in place:

  • A Microsoft account with access to Microsoft 365 and the Co-Pilot for Sales application installed in Outlook.
  • Valid Outreach credentials to sync engagement data and surface insights in Co-Pilot.

Overview

Installing Copilot for Sales

  1. Follow the appropriate admin or user installation instructions for installing Copilot for Sales in Outlook.
  2. Once the App is added within Outlook, sign in to your CRM data. Make sure you have an active Salesforce or Dynamics 365 CRM account for CRM connectivity and context. Follow the steps to sign in to your CRM account and allow Access.

Integration Overview

The integration allows for the following features:

  • Discovery
    • When a seller opens an email conversation in Outlook, Microsoft Co-Pilot for Sales automatically appears on the right-hand pane, surfacing high-level CRM context from Salesforce related to the Account or opportunity involved.
  • Access Contact & Opportunity Context
    • Within the Co-Pilot panel, sellers can
      • View email summaries and contact insights
      • See associated opportunities and accounts
      • Click into accounts to collaborate with internal team members on active deals, and get Outreach Insights
  • View Outreach Powered Deal Insights
    • Selecting a specific opportunity triggers Outreach AI summaries—pulled from recent conversations (emails, calls, meetings)—to give sellers a quick, comprehensive view of what's happened in the deal so far. This includes:
      • Summarized past interactions
      • Key highlights and takeaways
      • Suggested Next Steps
  • View Outreach Powered Account Insights
    • Selecting a specific account triggers Outreach AI summaries powered by Smart Account Assist, which aggregate key insights from recent conversations—across emails, calls, and meetings. This gives sellers an immediate, high-level view of the most recent takeaways and next steps at the account level. Whether the account is a new prospect, in active pipeline, or an existing customer, these insights ensure sellers stay informed and aligned on the latest developments—without needing to dig through past activities.

To dig deeper into Outreach Insights, Sellers can Click on the Outreach icon to open Outreach directly.

  • Sellers can also access Smart Deal Assist and Smart Account Assist, where they can also Ask natural language questions to retrieve key Opportunity and Account insights from past interactions.
  • For sellers more comfortable in CRM, selecting the opportunity link opens Salesforce/ Dynamics 365 directly—with the Outreach extension embedded. This lets them:
    • View the same Outreach insights
    • Combine CRM data and Outreach intelligence in one unified view
    • Take contextual next steps from where they already work

Additional Information

Frequently Asked Questions

Who can access this integration?

This integration is available to sellers (AEs, AMs, sales leaders) who have:

  • A Microsoft 365 account
  • The Co-Pilot for Sales app added in Outlook
  • Access to a connected Salesforce or Dynamics 365 CRM instance
  • Valid Outreach credentials

How do I install Co-Pilot for Sales in Outlook?

You can add the Co-Pilot for Sales application by going to Outlook > Add Apps > Search and add "Copilot for Sales". Once added, follow the on-screen prompts to connect to your CRM.

What CRM platforms are supported?

This integration supports both Salesforce and Microsoft Dynamics 365 for CRM connectivity.

What Outreach insights are surfaced in Co-Pilot for Sales?

Once connected, sellers can see:

  • Summarized past interactions (emails, calls, meetings)
  • Key highlights and takeaways from conversations
  • Suggested next steps
  • Opportunity and contact context
  • AI-generated summaries from Outreach Smart Deal Assist and Smart Account Assist. [HT3] [PK4] 

What powers the Outreach Insights within Microsoft Co-Pilot for Sales?

The Outreach Insights within Microsoft Co-Pilot for Sales are powered by:

  • Outreach’s Engagement Data: This includes activity from emails, calls, meetings.
  • AI-Powered Summaries: Outreach’s Smart Deal Assist and Smart Account Assist use AI to generate concise summaries, key takeaways, and suggested next steps based on recent interactions.

Can I take action on Outreach directly from Co-Pilot for Sales?

Not directly. Co-Pilot currently surfaces read-only insights. However, you can click the Outreach icon to open the Outreach platform and take follow-up actions from there.

Where can I see the Outreach Insights inside Salesforce or Dynamics?

When working within your Outlook, selecting an opportunity link will open the record within the CRM with the Outreach extension embedded. This enables sellers to view the same insights that appear in Outlook/Co-Pilot, but within their CRM flow.

Can I use this if I don’t have a CRM account?

No. An active Salesforce or Dynamics 365 CRM account is required to enable the Co-Pilot experience and to sync contextual opportunity and contact data.

Does this require a special license for Microsoft Co-Pilot?

Yes. Access to Microsoft Co-Pilot for Sales requires a specific Co-Pilot license. This is different from standard Microsoft 365 licenses and must be provisioned separately.

Is Smart Deal and Account Assist available within Co-Pilot, or only in Outreach?

Assist capabilities are accessible within Outreach. But, from Co-Pilot, you can access the key Insights on Deal and Account intelligence directly within Outlook. You can also  launch into Outreach and use Assist to ask natural language questions and explore deeper Deal and Account intelligence.

Why do the insights I see in Outreach differ from those shown in Microsoft Co-Pilot for Sales? 

The insights shown in both Outreach and Co-Pilot for Sales are generated using AI summaries based on the latest activity across emails, calls, and meetings.

However, depending on when you're accessing them, the underlying data available at that moment may vary slightly. Since the summaries are dynamically generated by large language models (LLMs) based on the most recent information, it's normal to see slight differences in content between the two surfaces.

Related articles