Best Practice

MS Dynamics CRM

GBTEC x gorelate: Unified Dynamics 365 & sales process harmonisation

24. October 2022

Theres Baumgartner

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.

Challenges & implementation

Dynamics 365 Marketing and Sales were implemented. The marketing implementation was carried out by an experienced GBTEC employee with just a little support from gorelate, while the sales area was fully implemented by the latter. 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 more transparency of all sales processes."

Interface & Project process

While converting 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. "The interface with Navision made the creation of project numbers for invoicing and consulting much less time-consuming," Michael Dierks from GBTEC is pleased to say.

Since the project was implemented during the COVID 19 pandemic, everything had to be done remotely. "It really worked out exceptionally well, which is not a given," says Max Hadek: "We owe this primarily 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 the precise transfer of data. Michael Dierks is also satisfied with the way the project was handled: "The agile project approach helped us to improve the final result step by step."

Technical highlights & future plans

Header Zwischenüberschrift

„The main project highlight, besides the ERP interface, is the add-on for address validation," continues Hadek: "As soon as you start typing a street name, for example, the system offers you suggestions for everything, like city, province and postcode, and completes the corresponding fields.“

Microsoft Navision

Currently there are plans for an extension of the Microsoft Navision interface, specifically for the transmission of contract information. To date, orders have been transferred from Dynamics 365 to MS Navision via the interface, but now it should also work the other way round, transferring, for instance, the start and end dates of contracts or the specific leasing models from Navision to the CRM. .

The project highlights

·        Common Dynamics solution, independent of location & product line – the merger of the two companies is supported by CRM software (e.g. access to joint customer data)

·        Two become one: Harmonised joint sales process with lead opportunity, offer and order management

Interface to MS Navision for order management

Austrian site: Dynamics 365 now also online with cloud solution instead of on premise

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