SharePoint intranet with CRM integration enhances sales data capture
About SAGE Automation
SAGE Automation is Australia's leading independent industrial automation and control system integrator. SAGE works with the country's leading brands across the defence, infrastructure, manufacturing, resources and utilities sectors to do things more safely, with greater efficiency and improved quality.
The company was looking for a better way to manage its opportunities and sales pipeline, while at the same time creating a ‘beachhead’ for a wider CRM initiative within SAGE. The company previously used a SharePoint list-based system, combined with Excel spreadsheets for data capture and reporting.
“Empired supported us every step of the way and ensured it was a smooth transition.”
SAGE Chief Information Officer
SAGE was looking for a solution that could improve sales performance reporting to the board and provide a better insight into supply and demand. It needed to be able to capture strategic account plan data and enable granular analysis of sales data by sector, region and product/ technology.
SAGE wanted a solution that would provide better insight into sales trends and project risk profiles, reduce cost per sale and offer systematic documentation for account plans. The other objectives of the project were to achieve high user adoption and generate excitement and interest for CRM concepts within SAGE.
SAGE was referred to Empired by Microsoft with particular reference to its CRM 30-Day Assist Package. The company selected Empired for its depth of CRM capabilities, as well as its understanding of SAGE’s goals and objectives.
The Empired CRM 30-Day Assist Package helps companies to take full advantage of Microsoft Dynamics CRM Online and tailor a solution using Dynamics CRM to create world-class customer experiences and generate maximum return and competitive differentiation. Empired tailored the CRM 30-Day Assist Package by working with SAGE to build up a sales management tool. This implementation was the first phase of SAGE’s CRM journey.
Empired worked closely with SAGE to gather requirements from key stakeholders, including providing training prior to project kick-off which offered assistance with process mapping & automation and the configuration of the CRM system to meet SAGE’s requirements.
Alex Sinclair, General Manager of Business Development, SAGE, said “Our three main reasons for needing a new CRM were to increase our sales performance, get better insights into our pipeline, and improve performance reporting. The working trial of CRM Dynamics confirmed that Dynamics would be able to achieve these goals.”
Empired carried out a detailed knowledge handover to SAGE IT personnel, providing assistance with data upload and go-live planning and end user training.
“The team at SAGE seems to genuinely enjoy using the solution and the feedback we have had has been very positive. It has been a great partnership so far and we look forward to continuing to work with SAGE in the future.”
Empired Client Executive
The Empired solution is now used for sales process automation and it gives SAGE access to better processes and practices for capturing opportunity data. The solution design also encourages and tracks best-practice business development methodologies including logging opportunity activities such as meetings, emails and phone calls.
SAGE’s SharePoint based-intranet has been integrated with CRM, providing onsite staff the ability to capture new leads into the CRM system via a simplified form. Project management users have the ability to extract data and perform analysis at a level that was previously not possible.
Jason Taylor, Chief Information Officer, SAGE, said: “We had to get internal IT personnel trained to be proficient with the development, maintenance and support of the solution. Empired supported us every step of the way and ensured it was a smooth transition.”
Other key benefits include the ability to:
Assign approved opportunities to project estimation teams for quote preparation and progression to ‘bid’ and register opportunities as ‘won’ or ‘lost’
Enter account planning information against key accounts so managers can produce reports to track sales performance
Staff can use the solution as a central repository of contact information