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MS Dynamics CRM
GBTEC x gorelate: Unified Dynamics 365 & harmonised sales process
24. October 2022
Als der Softwarehersteller GBTEC mit Sitz in Bochum das in Wien ansässige Unternehmen avedos (nun GBTEC Austria GmbH) übernahm, sollten natürlich auch das CRM und insbesondere der Sales Prozess vereinheitlicht werden. Das Ziel: Eine gemeinsame Dynamics Lösung in der Cloud mit abgestimmten Marketing- und Sales Apps. Wie das Projekt zustande kam und welche Herausforderungen es gab, davon erzählen Michael Dierks, COO & Vorstandsmitglied der GBTEC Gruppe, und Maximilian Hadek, Projektleiter bei gorelate.
Starting point & decision to collaborate with gorelate
Both companies had already been using Dynamics before the acquisition. However, avedos was still working with an outdated on-premise version, while GBTEC had already switched to the Dynamics 365 cloud solution. Once the decision to use a common CRM system was made, GBTEC chose gorelate as their implementation partner.
Challenges & implementation
Dynamics 365 Marketing and Sales were implemented. The implementation of Marketing was carried out by an experienced GBTEC employee with just a little support from gorelate, whereas Sales was fully implemented by gorelate. As they had two different product lines, GBTEC and avedos also had different sales processes in place, but these processes were unified by the merger. gorelate assisted in an advisory capacity, ensuring the ideal harmonisation of lead opportunity, offer and order entry management.
“Today, both branches work with the same sales process and you can no longer see any difference, regardless of whether you use the CRM from Germany or Austria,” Max Hadek tells us. “The important aspect is that we now have a centralised system which allows us to work on the sales process together from different locations,” says Board Member Michael Dierks: “Leads can be processed or distributed across locations and product lines. This also leads to all sales processes being more transparent.”
Interface & Project process
While converting to Dynamics, GBTEC Austria also introduced Microsoft Navision as a new ERP system and an interface was built: orders generated in Dynamics 365 are now transferred to the ERP system and processed there. “This was a real challenge, but we mastered it thanks to a lot of teamwork!” says Max Hadek. Michael Dierks from GBTEC is pleased that “The interface with Navision made the creation of project numbers for invoicing and consulting much less time-consuming.”
Since the project was implemented during the Covid-19 pandemic, everything had to be done remotely. “It actually worked out exceptionally well, which is not a given,” says Max Hadek: “That’s primarily thanks to a great project team and successful communication.” The project manager also wants to highlight the data migration which gorelate built from the two previous systems and integrated into the new joint CRM to allow for data to be transferred precisely. Michael Dierks is also satisfied with the way the project was handled: “The agile approach to the project helped us to improve the final result step by step.”
The project highlights
About GBTEC
The GBTEC Group is one of the leading specialists for the digital transformation of organizations and offers its customers smart software solutions and excellent advice.
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