OVERVIEW

SAGE Automation is Australia's leading independent

industrial automation and control system integrator.

It 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

spread sheets for data capture and reporting.

OBJECTIVE

SAGE was looking for a solution that could improve sales

performance reporting to the board and provide better

insights into supply and demand. It needed to be able to

capture strategic account plan data and enable granular

analysis of sale data by sector, region and product/

technology.

SAGE wanted a solution that would provide better

insights into sales trends and project risk profiles, reduce

cost per sales 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.

AUSTRALIA WIDE

MANUFACTURING INDUSTRY

280 EMPLOYEES

Dynamics CRM SalesForce Automation

OBS CUSTOMER CASE STUDY | DYNAMIC CRM SALES FORCE AUTOMATION

“OBS supported us every step of the way and ensured it was a smooth transition.”

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SAGE

SOLUTION

SAGE was referred to OBS by Microsoft with particular reference to its CRM 30-Day Assist Package. The company selected OBS for its depth of CRM capabilities, as well as its understanding of SAGE’s goals and objectives.

The OBS CRM 30-Day Assist Package helps companies 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.

OBS 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.

OBS 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.”

OBS carried out a detailed knowledge handover to SAGE IT personnel, providing assistance with data upload and go-live planning and end user training.

RESULT

The OBS 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.

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 and managers can produce reports to track sales performance

· Staff can use the solution as a central repository of contact information

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. OBS supported us every step of the way and ensured it was a smooth transition.”

Brock Sperryn | Client Executive | OBS

“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.”