Every company needs two things: A consistent process and a solid foundation of actionable data.
A platform that unifies everyday manufacturing processes gives you a competitive advantage. Leveraging that competitive advantage begins with real-time information and customer updates being available across the organization.
Utilizing an ERP system to track opportunities, quotes, and wins without connecting that data to your sales process causes confusion. Without integrating these systems, there is no closed-loop foundation to facilitate sales and finance collaboration. This damages productivity and leads to the sales team duplicating the finance team’s effort.
And, while your sales team is doing the admin work, guess what? Your competitor’s sales team is selling into your customers.
Single Source of Visibility
Business platforms like Microsoft Dynamics 365 provide data, process, and solution integration. This gives your sales team access to data in the ERP application, so price lists and quoting held in CRM become enhanced with instant look-ups into finished goods inventories. This immediate and simple linkage of live data will drive sales productivity and success, which ultimately helps you:
- Reduce inventory costs
- Create propensity trending for agile production planning and JIT manufacturing
- Streamline distribution costs thanks to the increased visibility of the pipeline and sales forecast
Having full visibility into product availability and propensity trends removes frustration and drives a high-performance sales team for the success of your company. You’ll benefit from decreased employee turnover and increased net profits.
China Martens, an analyst at Forrester Research, sees more and more companies seeking greater insight into their business operations as more employees access data from CRM and ERP applications. Companies want a full picture of their customers; one that is generated from CRM (sales, marketing and customer engagement) and ERP, which includes the financial status of customer accounts, supply chain information, and even warehouse management data.
“There’s more interest in making end-to-end business processes more efficient,” Martens says. “Some of those processes, for instance order-to-cash, begin in sales and end up in finance. The same is true of project management, where the initial project quote can start in CRM and ends up with billing in ERP.”
Every company is different, sector-by-sector, from manufacturing to logistics. The extent to which ERP and CRM are deployed varies. However, the advantages of seamless integration and the efficiencies you gain from consolidated data and processes are universal.
For more insights, see how Microsoft Dynamics could be the game changer for you by downloading the From Factory Gate to Marketplace whitepaper.