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Edgewater Fullscope Blog

A real-world look at digital transformation.

Sales Forecasting with Microsoft Dynamics 365, CRM a Customer Story

By Daniel Spurr | December 14, 2018
What are the business goals of your organisation?

When you partner with Fullscope, an Alithya company, we ask you to consider what business outcomes you would like to achieve before we start talking about technology or price. Our proven methodology has seen numerous organisations not only implement a bespoke CRM system very quickly, but also see real results in a very short time.

Improved forecasting

But what would you consider to be your desired business outcomes? One outcome that we believe can really help a business to grow is improved forecasting.

If you don’t have full data, it can lead to inaccurate reporting and KPI measurements, which will impact on your forecasting ability. When your forecasting is not accurate, you cannot ensure that the budget is being spent appropriately and it can result in operational disasters.

Microsoft Dynamics 365 offers you full visibility over your pipeline, from the moment you qualify a lead to the moment you close a deal.

Victrex gained full pipeline visibility

Victrex, a peek polymer manufacturer, wanted to focus on improving its forecasting using Dynamics 365. 

Andy Walton, Victrex Business Unit Director, Automotive, says: “(Our team is) using it for tracking a new opportunity that might come up in a discussion, and track all the way through to fulfilment of that solution, which in our business might take three years. We want to make sure that we capture the different stages that it goes through, from the early concept validation through to engineering development to final validation. What I am really looking at is a sustainable pipeline for the business.” WATCH ANDY’S VIDEO 

Make more-informed decisions

With a complete breakdown of each sales cycle, teams can use historical data to make more-informed decisions. Managers can spot patterns in the sales cycle, gain insight into which processes are taking longer than they should, then refine predictions. Managers can put procedures in place to improve slow sales, shorten the sales cycle and boost revenue.

Managers can plan with confidence and help their teams to be at optimum effectiveness and efficiency. Microsoft Dynamics 365 can help take the guesswork out of forecasting.

As Barry Andrew, Victrex’s Group Commercial Director, says: “CRM is a tool to reward.”

If you would like to learn more about Fullscope’s methodology, how Microsoft Dynamics 365 can help your organisation to forecast more accurately or if you would like to learn more about Victrex’s story. CLICK HERE



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