Corus Consulting automated sales in Rosinzhiniring Proyekt on the Microsoft Dynamics CRM Online platform

November 12, 2015. Corus Consulting Group announced completion of automation of sales process in Rosinzhiniring Proyekt on the Microsoft Dynamics CRM Online platform. The solution helped to organize work with clients in a common information space and to increase the forecast accuracy of the conclusion of transactions.

Choosing a Solution

The company implements large, difficult projects, in the investigation of what process of the conclusion of the transaction on an object on average takes from 6 to 36 months. For this reason the tool was necessary for the management of Rosinzhiniring Proyekt for more accurate accounting of all current transactions and forecasting of probability of sales on each of objects. The technological solution had to be easy in use and have all functionality of the modern systems for process automation of sales. Also future system needed to be unrolled quite quickly, at the same time in it opportunities for scaling in the future should be put.

Having studied the solutions proposed in the market, Rosinzhiring Proyekt stopped the choice on the Microsoft Dynamics CRM Online platform. Cloud version of CRM allowed the company to bring in the shortest possible time a system into commercial operation and not to spend a progressive tense on integration with an internal IT environment. In addition, the completions and changes which are required the solution during use, the cloud version allows to adapt and implement in much shorter terms.

As the partner in implementation Corus Consulting Group, one of the leading Microsoft partners in Russia and the winner of partner tender of vendor in the Cloud CRM 2015 nomination acted.

Project Progress

During the project first of all process of the operational sales forecast was automated. Accounting of all current and potential clients, tracking of history of customer interaction, a possibility of fixing of interrelations between different transactions was provided. Also storage and information analysis about subjects to design, automatic connection to sales process of necessary technical specialists for preparation of the transaction, development and accounting of marketing campaigns was organized.

In addition in the CRM system the tool for planning of activity of commercial service was implemented. Sales managers on one screen – in a monitoring panel - see now all last and expected actions for the transaction and also own key performance indicators which are put before them by the head. Heads of the sales department in turn had an opportunity to appoint KPI for specific transactions managers, thus managing more effectively and planning sales. And top management of Rosinzhiring Proyekt can control in real time indicators of sales at the level of all company.

Also at implementation of the CRM system the functionality allowing to trace an expiration date of the white papers necessary at submission of the tender documentation was implemented. Thus, Rosinzhiniring Proyekt considerably accelerated the procedure of preparation of documents for tenders.

Result

Significant acceleration of process of preparation of the reporting became an important project deliverable. Now the activities report of the sales department and its employees forms in the automatic mode for several seconds while earlier on it left to several working hours with each manager separately, representatives of the company integrator reported TAdviser.

Also as a result of implementation of CRM by much simpler there was a process of inclusion in work of new staff of sales department. Due to use of uniform methodology of sales, regulations and documentation to the CRM system, the employee, having studied regulations and business cases on work in a system, at once gets into gear.

"Implementation of the CRM system was one of steps of development of the new marketing program of the company for 2015 directed to expansion of capacities of sales department, market coverage expansion, standardization and increase in transparency of work of the sales department. Already now we can tell that the decision on implementation of the CRM system was correct. At any time we can see a picture of sales in each transaction and on all company in general, we can quickly estimate existence of possible risks and minimize their emergence, – Ilya Timofeev, the development director of Rosinzhiniring Proyekt emphasizes. – The possibility of an instant information access about clients and projects at once affected labor productivity of staff of our sales department – now the manager can keep from 10 to 15 transactions at the same time while before use of the CRM system their quantity did not exceed 5-8".

"The choice of the cloud version of the Microsoft platform gave the chance of the company to implement the project in short terms and to bring a system into operation less in three months after adoption by the management of the decision on implementation of CRM" – Maria Bar-Biryukova, the Head of Department of CRM Corus Consulting Group comments. – We see how recently the interest of the Russian customers in cloud CRM solutions grows and are glad that we already have a competence on implementation of Microsoft Dynamics CRM Online based on a number of the implemented projects on this platform. Implementation speed, broad functionality, compliance to all standards of security and seamless integration into IT infrastructure of the organization – pacing factors of successful work of this platform".