Schmidt had evaluated a number of CRM solutions but was particularly impressed by Microsoft Dynamics CRM. She says: “The two things that really worked for us were the tight integration with Microsoft Outlook and the fact that it integrated with our ERP system, Microsoft Dynamics GP.”
The team at PowerObjects helped AbeTech get up and running with the on-premise version of Microsoft Dynamics CRM 2011. “PowerObjects really understood our requirements and how Dynamics CRM would fit our business. We were very impressed with their CRM knowledge and the capabilities of the entire team,” she added.
Now that Microsoft Dynamics CRM and Microsoft Dynamics GP are integrated, the sales teams have increased their overall productivity and effectiveness. Schmidt says that with the new CRM solution, the entire pricing and sales order process has been greatly improved. “With all of the customer data in one place, we now have the ability to generate pricing and sales orders quickly without a lot of manual rekeying of data, allowing our sales team to concentrate on selling and servicing customers versus administrative tasks.”
Microsoft Dynamics CRM 2011 also brings in the ability to do rich customer profiling and customer segmentation to the sales team. With CRM’s robust reporting, the team can quickly build profiles of customer information and analyze customer activity. The data helps the team and management understand sales patterns and prioritize sales activities based on a customer’s company size and industry, volume, and buying history for example.
With the successful adoption of Dynamics CRM throughout the sales organization, AbeTech has now expanded CRM to other areas in the company. For example, using workflows in Dynamics CRM, the company has improved communication and the re-quoting process with vendors. “Before Dynamics CRM, our re-quoting process was manual and time intensive. With workflows set-up, the process and communication with our vendors is now automated and tracked in CRM which saves time and allows us to see real-time status which helps keep everyone in the loop and updated,” Schmidt said.
The company is also having success using Dynamics CRM to automate and manage several internal processes. For example, the IT department has automated its internal IT project request process with CRM. Using workflows, staff can request IT assistance automatically through CRM which then assigns tasks for the IT team and provides the ability to track project status updates. “Before, our process was very manual and lacked a good way for us to track our internal IT requests and overall outcomes. Now we can view all of the IT requests, prioritize them and track the progress right in CRM,” said Schmidt.
As a supply chain and logistics solution provider, the company offers demos to its customers in order for them to try out various products before they make a purchase. Prior to CRM, the organization was using Excel spreadsheets to manually manage what demo was checked-out and being used by the customer. Using this type of manual process made it difficult for the staff to manage as they have more than 150 demos available. “Now with CRM, our team can search and view all of the demos by product and can see what is available and what’s in use. We can monitor and view due dates and automatically send reminder emails to customers if needed. It’s saved us a lot of manual work and has improved customer communication as well,” Schmidt added.
Schmidt feels that the company has realized tremendous benefits from Dynamics CRM because of PowerObjects’ guidance and expertise. “Thanks to PowerObjects, we now have an integrated CRM solution that works across our business and has proven to be a great asset to our company. In a short time, we’ve been able to improve our sales effectiveness, streamline processes and more importantly, gain greater visibility into our customer accounts allowing us to better serve their needs. Dynamics CRM has certainly provided the framework we needed and we look forward to the possibilities it can bring as we continue to grow our business.”