Manufacturing
Empowering Sales & Engineering
with a Customized CRM for a Global Manufacturing Leader
Business Challenges
The client had been using a legacy CRM system (ETS) to manage its sales and customer engagement processes. However, it lacked the capability to capture customer requirements in sufficient detail, leading to:
- Manual Effort & Missed Alignmenty: Sales and technical teams needed to intervene manually to understand and meet customer requirements, resulting in inefficiencies and inconsistent experiences.
- Delayed Sales Cycles: A disjointed lead, quotation, and trial management process led to avoidable delays in the sales lifecycle.
- Lack of Real-Time Visibility: There were no integrated tools for managing technical trials, tracking follow-ups, or gaining insights from field activities.
- Platform Limitations: The existing system lacked mobile accessibility, offline support, and integration with key business systems like SAP HANA.
Reimagine your sales and technical processes with a CRM built for precision, speed, and smarter customer engagement.
Solution
Invasystems proposed an enhancement of its in-house CRM platform tailored to the client’s needs, leveraging a technology stack that included .NET Framework 4.6, IIS Server 8, SQL Server 2016, and integration with SAP HANA. The solution included:
End-to-End Sales Process Automation
Redesigned key CRM modules covering lead management, technical questionnaires, offer/quotation tracking, sales order management, and trial observations.
Mobile and Web Compatibility
Delivered the CRM as a responsive web application and Android-compatible mobile app, ensuring field teams could work online or offline as needed.
Custom Reporting & Dashboards
Enabled detailed reporting and performance dashboards for leadership, giving visibility into lead status, conversion metrics, trial outcomes, and customer satisfaction trends.
Workflow-Driven Execution
Implemented configurable workflows for trial budgets, quotation approvals, and complaint resolution, ensuring traceability and standardization across sales operations.
User Management & Access Control
Developed a robust user module with role-based permissions to safeguard data and ensure controlled access based on function and geography.
SERVICES INVOLVED
Business Impact
- Improved Requirement Capture: The enhanced CRM allowed detailed requirement mapping from early sales stages, reducing manual intervention and enabling more accurate product recommendations.
- Accelerated Sales Execution: Streamlined lead-to-quote-to-order workflows improved sales velocity, shortened cycle times, and boosted revenue generation.
- Actionable Insights: Integrated dashboards and custom reports helped leadership track sales progress, pipeline status, and operational efficiency in real-time.
- Field Sales Enablement: Mobile compatibility empowered the sales team with access to customer information, technical documents, and task tracking, even in offline conditions.
- Higher Customer Satisfaction: Faster response times, better alignment with customer needs, and seamless handling of complaints and trials led to improved customer engagement and satisfaction.
OUR CLIENT QUOTE
"Our teams now have a single platform to manage leads, trials, and quotations—without the manual effort we struggled with earlier. The mobile access has been especially useful for our field teams, keeping them connected and productive anywhere."
Head of Technical Sales, Global Manufacturing Leader
