Accelerating & Automating with Dynamics 365 Sales

The Necessity of Renewal

'We were still using a very old CRM system, with 50 different Access databases running alongside each other. We wanted to merge that into one system in which we could achieve much more automation.' Working with so many different databases led to inefficiency and a lack of automation. The team decided it was time for a change and began the search for a more advanced CRM system. They considered various options but chose Microsoft Dynamics due to its integration with Microsoft Teams and the ability to fully integrate all internal emails. 'An essential part for us was that everything could be in one system. We wanted to enter data per customer and separate data in such a way that all customers have their own environment. Additionally, we wanted all emails to be logged automatically. Both incoming and outgoing emails, so that people no longer have to press a button for that and we can be sure that everything is secured in our CRM system.' The old system did not meet these needs. Emails still had to be copied and meetings had to be manually entered in Outlook. Time for renewal.

Teams as the Hub: Why Full Integration Made the Difference

'Microsoft Teams is very central in our organization. It is truly the central platform from which we work. That was a strict requirement.' During the selection process, EuroDev thoroughly examined various CRM systems, with an emphasis on Microsoft Teams integration as a crucial point. The choice for Dynamics was also based on its ability not only to meet this requirement but also to provide full integration with emails, significantly reducing manual tasks. Not only was functionality important. 'We also compared the licensing structure of various systems. They all did not offer the right solution to integrate all customer emails. While now we only need to purchase a single Microsoft license for each employee, even though our people use 3 to 5 email addresses each.'

The transition from the old CRM system to Microsoft Dynamics was approached in phases. Instead of transferring all employees at once, they chose to first go live with two customers. This allowed them to quickly resolve any bugs before the full rollout took place. The implementation required a lot of work, especially in transferring data, but the phased process proved to be extremely effective.

Gideon Ebbers, Business Development Manager at EuroDev, works daily with the new sales platform. He is very positive about the new way of working. 'The old system was more like a card index. It was not interactive. In the new system, we can place various tasks for myself, but also for colleagues. This way, the follow-up to the next opportunities can be logged better. The activities module allows me to see exactly which steps have already been taken and where there are still opportunities. That saves me a lot of thinking. The system reminds me itself.' Previously, a lot had to be transferred manually. All meetings had to be entered manually in Outlook.

A nice result of the implementation of the new system can be measured by the success that EuroDev has in their projects. Gideon mentions one of his projects as an example: 'Look at Morse Drums. We started with them when our new sales platform had just gone live. The counter was still at zero dealers. Now, a little less than a year later, we have connected six dealers for them. This is partly due to our new CRM system, as we could work very efficiently and keep a good track of activities. As a result, our follow-up was very sharp. Prospects greatly appreciate that and it also results in a valuable partnership.'

Implementing IT Solutions is a People Job

Implementing new software is often an 'IT party'. However, it is people who have to work with the new software. At Axelio, formerly Mprise, we have therefore focused on people from the very beginning of our projects. This was also the case at EuroDev. Olga explains that they involved their key users throughout the entire process: 'We made sure they were involved from the pre-project stage. Questions like "What do we really need?" and "What are the key points to realize?" Those key users were also the test users during the development phase and are now training our team to get the rest of the organization on board. They have a bit more knowledge and communicate directly with the IT department to tackle certain topics.'

The transition to Microsoft Dynamics CRM has led to significant improvements in efficiency, productivity, and data management for the company. The phased implementation process, close collaboration with developers, and training of key users have contributed to the success of the project. With future plans for expansion, the company continues to strive for optimizing their CRM system and improving business processes.