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Edgewater Fullscope Blog

Why Top Manufacturing Trends Right Now Are Relevant to Any-Size Manufacturer

Jun 7, 2018 9:00 AM

Manufacturing leaders are increasingly hearing about IoT and Industry 4.0. They may be forgiven for wondering if they’re relevant to their particular business, the products they make in their particular market place, or even worth thinking about in these uncertain times. But manufacturers are also aware that they now operate in a business environment that is rapidly changing around them. Their businesses increasingly struggle to compete against organisations, which have achieved digital transformation in line with manufacturing trends. IoT and Industry 4.0 are gateway terms that - along with CRM implementation – are driving trends in manufacturing, which organisation decision-makers will have to address if they wish to realistically achieve measurable business outcomes in the new Industry 4.0 world.

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How Chemical Manufacturers Can Make the Switch from Product Seller to Solution Provider

Jan 16, 2018 8:22 AM

“Chemical companies have long struggled to make the shift from ‘product sellers’ to ‘solution providers’ in the customer-facing aspect of their business. Digitisation can make a big difference in this regard.”*

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Digital Transformation a Threat to Professional Services or a Passage to Profitability?

Nov 29, 2017 7:00 PM

One of the prevailing narratives trailing the incoming tidal wave of Industry 4.0 technology is the threat to Professional Services, and the level of future staffing. It was recently predicted by US-based consultancy, Opimas, that financial services was likely to lose 230,000 jobs by 2025, and asset management would fare much worse with the loss of 90,000 jobs during the same period. Is the growing fear of the Industry 4.0 ‘invasion’ preventing senior principals at law practices and accountancy firms, for example, from even trying to chart a passage through the perceived treacherous digital waters ahead?

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3 Challenges that Prevent Sales Professionals from Creating Relationships

Nov 14, 2017 7:00 PM

 Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

My colleague recently wrote an article The Starting Points for Relationship Selling. I'm a big believer in relationship selling and wanted to dig into some of the common challenges we have in getting the ball rolling and creating relationships.

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Top 6 Reasons Customers Switch from Salesforce to Microsoft Dynamics 365

Oct 31, 2017 8:00 PM

 Why do customers chose Microsoft Dynamics 365 over Salesforce.com? 

At Fullscope we have switched many companies from Salesforce to Microsoft Dynamics 365, CRM. It's a big decision and impacts the whole organisation, we've collected the top 6 reasons why organisations are making the switch:

1. Integration with Outlook, LinkedIn, and other Microsoft technologies.

  1. Most companies already use Microsoft's products: Word, PowerPoint, Excel, Outlook etc
  2. Our customers love the fact they can work in Dynamics 365 without leaving Outlook
  3. With integration to LinkedIn, it's an invaluable sales tool for relationship selling

2. Value

  1. Microsoft's offering costs less, it's much easier to get business value with a platform where you get more for less.
  3. Development & Greater Flexibility 
  1. Microsoft allows companies to scale their usage of the products and buy the apps they need/want to use
  2. The Dynamics 365 platform also offers connections to Microsoft Power BI and PowerApps, software that lets teams turn their data and current connections into custom apps
4. Avoiding Getting Locked In
  1. Many of the customisations on Salesforce are done in their own proprietary code, it makes switching platforms harder

5. Avoiding Hidden Costs

  1. Add-on Pricing- Salesforce sells all add-on functionality at an additional cost. In contrast, many of these features are bundled in Dynamics. eg. Salesforce's Einstein Analytics Platform is extra, but Microsoft's Cortana Intelligence Suite is part of the core Dynamics offering. Other modules such as Field Service, Customer Service are included in the Microsoft core offering. With Salesforce, they're extra.

6. What's to come in the future.

  1. For instance, Microsoft's annual R&D budget is $12Bn (at least $4Bn of this is AI). In contrast, Salesforce's turnover is just $10Bn. Microsoft is pumping the benefits of this research into Dynamics 365 at a tremendous rate and has made it a key focus in future development

More and more companies are moving toward the process of digital transformation. Fullscope customer, MSX International (MSXI), is a business process outsourcing company that looked toward just that. This global organization had goals of increasing the effectiveness of their global sales team while enhancing customer relationship management. The sales team for MSXI were not seeing the expected benefits from the existing Salesforce.com solution. Through a quick switch to Dynamics CRM Online they're now able to collaborate more effectively, have access to higher quality information and provide exceptional customer experiences.

Check out this case study Automotive industry outsourcer boosts sales management with cloud technologies, to read more on their results or watch their full story here. Contact us to discuss your interest. 

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Service, Service, Service

Sep 27, 2017 8:00 PM

In our previous blog- "Dynamics 365- The Art of the Possible", we discussed the importance behind Microsoft Dynamics 365 and the stride it's taking towards digital transformation. Now, let's dive deeper into the functionality of this software and what it can deliver from the CRM and Service portion of the suite.

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Are You a Social Seller?

Aug 21, 2017 8:00 PM

 Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

Modern social selling isn’t complex, and (mostly) doesn’t require any specialized skills. However, it does require a different way of thinking about the sales process.

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