VTB-Leasing completes implementation of CRM from Microsoft

CORUS Consulting Group implements the project on implementing solution based on Microsoft Dynamics CRM 2011 in OAO VTB Leasing company, the press service of integrator reported on May 27, 2013.

Solution

JSC VTB Leasing made the decision on implementation of the CRM system for increase in process performance of customer interaction. The main requirements - availability and quality of information, a possibility of accumulation and the analysis of statistical data on clients and transactions, simplicity of maintenance and preparation of the transaction, reduction of the operational risks connected with a human factor. In particular, the new CRM system should provide up-to-date and available information for all interested divisions, carrying out payment under the transaction in a system, formation of the commercial offer in the minimum terms, management of payments and receipts and also integration with an accounting core and the accompanying systems.

Selection

During the choice of a system joint stock company VTB Leasing considered, including, platforms SAP, Siebel and Terrasoft, but a final choice was made in advantage Microsoft Dynamics CRM 2011 whose functionality and total cost of ownership of a system are recognized optimal for the solution of the standing tasks. As the partner for automation according to the results of the held competition selected group of companies CORUS Consulting.

The first went

Results of the first stage of an implementation project of Microsoft Dynamics CRM 2011 were highly appreciated by Microsoft company.

Oleg Titov, the head of department of information technologies and telecommunications of OAO VTB Leasing, noted: "Our company had a need for the CRM system which, on the one hand, would support uniform process of work with all variety of products of OAO VTB Leasing, with another – as much as possible would correspond to specific requirements and business processes of a lizingovoydeyatelnost, increasing, at the same time, efficiency of all company. Considering our development plans, for simplicity of opening and connection to the system of new regional divisions, the centralized multifilial platform giving opportunities of obtaining the uniform reporting, carrying out data analysis and business forecasting is necessary. At start of the project the top priority was given to problems of quick start – it was necessary that CRM earned in the minimum time. Heads of all business divisions participating in the project were interested in it".

"This project is significant for us as the financial industry – one of the priority directions of development of practice of CRM in Corus Consulting. We are already owners of serious examination in this vertical that is confirmed, in particular, by our status of the best Russian partner in implementation of Microsoft CRM in the industry "Investments, securities, financial services" the tender Microsoft Dynamics CRM Awards 2012. We are convinced that experience of our experts and understanding of industry specifics will become pledge of the successful project which we undertake the obligation to execute at the high level and in reasonable time. We are interested in that the implemented system at once began to work as the real working tool of employees of the block of sales and to help the company to take an additional profit", - Maria Bar-Biryukova, the Head of Department of CRM of CORUS Consulting Group emphasized.

Reality and plans

The project is begun August, 2012, by December, 2012 the full-fledged automated system accompanying sales process of the front office is received. Since the beginning of the project specialists of CORUS Consulting Group work at the territory of the customer for the maximum simplification of communications that minimizes time from the moment of setting and approval of requirements, until obtaining ready functionality. For May 27, 2013 the stage of business process automation of support of leasing transactions is implemented. It is supposed that by the end of 2013 in a system more than 800 users in different regions will actively work.

End of the Project

Solution

Before the project the implementation methodology providing the quickest entry of a system in work is developed.

Its basic provisions consisted in the following:

• Avoid automation of excessively detailed business processes that it was not necessary to be engaged at once after their start in simplification of the developed solution;
• Move small steps, connecting in the CRM system new business processes of times in two-three months, not trying to start all processes at the same time;
• When implementing business process in the CRM system it is necessary to pay more attention to questions of its unification to minimize labor costs on development and further maintenance due to use of the existing functionality.

Automation of sales process in the simplified type became the first step of the project. Start of a system on 100 users is implemented within three months.

The solution created by Corus Consulting helped to structure and automate work with leasing to transactions, including the next stages:

• Fixing of the entering address, registration of the potential client in a system, appointment of the responsible manager;
• Planning and fixing of results of meetings with clients;
• Qualification of the client;
• Storage and work with client data and documents;
• Preparation of the commercial offer using the leasing calculator (at the same time in the solution the existing leasing calculator of OAO VTB Leasing which constantly changes according to requirements of business is used);
• Decision-making according to the leasing transaction;
• Preparation of the transaction, including different scenarios of approval;
• Conclusion of the transaction and acceptance transfer of a subject of leasing.

In base of a system information obtained on each of stages of customer interaction that provides maintaining complete history of requests of the client and quick access to necessary data (the transaction, documents, results of examinations, payments, etc.) is saved.

Project Results

In the project progress experts of Corus Consulting automated accomplishment of all process steps of sales of OAO VTB Leasing: from the first address of the client before transfer of a subject of leasing to operation also provided control of the course of implementation of the transaction. Created uniform base of clients, suppliers and complete, up-to-date information according to transactions of the company. Time of the standard transactions executed by managers was reduced to a minimum, at the same time there was an opportunity to concentrate on effective involvement and deduction of new clients. Besides, thanks to setup standardized, but flexible business processes on each implementation phase of the transaction, service quality increased.

"Implementation Microsoft Dynamics CRM in joint stock company VTB Leasing provided transparency of work with clients, controllability of processes and availability of information on the transaction for all involved divisions at any moment, - noted Maria Bar-Biryukova, the Head of Department CRM "CORUS Consulting". – In our opinion, it will allow the Company not only to confirm the leader role of the market of leasing services, but also will increase percent of successful transactions, will increase loyalty of the existing clients and will provide growth of number of repeated client addresses".