Global Software Company Breaks Down Silos with Dynamics 365 Sales

CHALLENGES

User Adoption, On-Premise Platform, Time-Consuming Sales Process

From leasing managed services to technology sales to staffing, this company runs the gamut of what it means to be a tech provider in the twenty-first century. However, the software used internally did not keep pace with a rapidly-growing sales funnel. In fact, the resulting friction caused user adoption to stall, valuable leads to stagnate, and business data to become outdated.

An on-premise version of Microsoft Dynamics CRM had been a mainstay for the company for more than a decade, but due to some troublesome integrations and a lack of cloud functionality, the overall software environment felt clunky. Users found the existing configuration difficult to use. Common complaints included a lack of user-friendly and intuitive design as well as problems with visibility and collaboration. 

So many users were frustrated with the high number of required fields for data entry and the disorganization of the software environment that, more often than not, they avoided the software. Instead of using sales-specific software to crunch numbers, users relied on Microsoft Excel and other peripheral tools. While this saved users from having to navigate a tricky interface, it also increased human error from manual data entry and slowed the movement of information. Because of all this, the sales funnel stagnated and silos between departments became more rigid, all of which resulted in poor productivity.

SOLUTIONS

Microsoft Dynamics 365 Sales Implemented by Cargas

In this case, the search for a solution was less about the software and more about the partner. The company knew they wanted to stick with a Microsoft product and shift to the cloud, so Dynamics 365 Sales was the obvious choice. 

Being such a large company, this Cargas customer knew that they needed a partner that would remain collaborative, clean up their software environment, and maintain long-term support as the need for new projects arose. With the level of growth expected once the sales funnel got moving, the company knew it needed a partner that would stand by their side and keep pace.

The company had partnered with Cargas on several smaller projects and knew Cargas specialized in the Sales module for Dynamics 365. It seemed like the perfect opportunity to expand the relationship and see what Cargas could do to refine processes without a steep learning curve and provide hands-off maintenance, improved data security, and fewer silos.

BENEFITS

A Better User Experience

By moving to the cloud, the company had a chance to completely redesign how end-users experienced their sales software. This software upgrade was more than just a switch from on-premise software into the cloud. The team scrutinized every aspect of Microsoft Dynamics 365 Sales against Dynamics CRM to ensure that the look, feel, and security designs were valuable for users. One method included cutting down on required fields for data entry. During the Development phase, Cargas helped the team trim down fifteen fields to just five or six deemed urgent or necessary. Not only did this save time, but it also encouraged users to take advantage of the solution at their fingertips.

“It was treating the system not as a management platform, but as an end-user platform.”

~ Product Manager for Front Office Applications

Upgrading the sales solution allows this company to improve productivity and interactivity. With users embracing Dynamics 365 Sales as the go-to place for numbers and data, silos have dissolved and communication and collaboration are on the rise. With the cloud, this collaboration is increased tenfold, as data can be turned around and presented in easily consumable ways. 

Besides improving departmental communications, the updates to the sales solution give the company an opportunity to refine integrations with the other solutions in their environment. Cargas helped build a cohesive integration between Microsoft Dynamics 365 Sales and HubSpot Marketing Hub. This integration pulls leads from the website into HubSpot, ensures the data is clean and accurate, and sends that information straight into the Dynamics 365 Sales module. It also accounts for region-specific leads so that communications are specific and personalized.

“The Cargas team makes it easy for us to engage on new issues and enhancements that we need. They are very patient with how fast we move.”

~ Product Manager for Front Office Applications

CONCLUSION

Cargas and this customer have kept pace with one another, maintaining a level of trust that is crucial for long-term software implementation and support partnerships. As this global customer continues to grow, Cargas is there to ensure the software scales with them!

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