Digital sales transformation
A unified Dynamics 365 Sales CRM that gave a multi-region manufacturer one view of every lead, opportunity and forecast.
The brief
A mid-sized manufacturer operating across several regions was running sales on spreadsheets, email and disconnected systems. There was no single view of the pipeline, follow-ups slipped, and customer engagement varied from region to region.
Leadership couldn't forecast reliably or see how teams were performing, which made planning guesswork. They needed a centralised platform that organised the whole lead-to-cash motion and plugged into the Microsoft tools the team already lived in.
- Replace spreadsheets and disconnected tools with one centralised CRM.
- Track leads and opportunities so follow-ups never slip.
- Make sales forecasting accurate and trustworthy.
- Give management real visibility into team performance.
- Keep customer engagement consistent across every region.
- Connect sales to the tools the team already uses daily.
Our approach
We implemented Microsoft Dynamics 365 Sales as the single CRM backbone, integrated with Microsoft 365, Teams and Power BI so the platform met the team where they already worked rather than adding another silo.
We mapped the real sales process first, then configured lead-to-opportunity flows, automation and dashboards around it — and rolled out region by region so adoption was smooth and measurable.
What we implemented
Lead-to-opportunity management
Every lead is captured, qualified and progressed through a single, visible pipeline.
Automated workflows & reminders
Follow-ups, tasks and stage changes are prompted automatically so nothing slips.
Customer interaction tracking
Every touchpoint is logged against the account for a complete relationship history.
Quote & proposal management
Quotes and proposals are generated and tracked inside the CRM.
Forecasting & executive dashboards
Pipeline and forecast roll up into Power BI dashboards for leadership.
Performance & KPI reporting
Team and individual performance is measurable in real time.
How we built it
We began with a discovery phase to document the actual sales process region by region, then configured Dynamics 365 Sales to fit it rather than forcing a generic template. Integration with Microsoft 365, Teams and Power BI was designed in from the start.
Delivery was phased and adoption-led: we configured, integrated, trained the teams, and rolled out region by region — measuring conversion and response time at each step so the value was provable.
How it works
Capture
Leads enter from every channel into one CRM.
Qualify
Automated workflows route and prioritise them.
Manage
Opportunities, quotes and interactions are tracked.
Forecast
Pipeline rolls up into accurate forecasts.
Report
Dashboards give leadership real-time visibility.
The platform turns scattered sales activity into structured, measurable data — which is what makes forecasting trustworthy and coaching possible. Automation removes the manual chase work, so reps spend time selling rather than updating spreadsheets.
Power BI dashboards close the loop, giving leadership a live, drill-down view of pipeline, conversion and team performance.
The impact
Lead response time fell by 35%.
Lead-to-customer conversion improved by 28%.
Leadership gained complete visibility into pipeline and activity.
Forecasting accuracy improved, supporting real strategic planning.
Microsoft technology stack
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