Client: Esri Polska
Esri Polska, an authorized distributor of Esri Inc., USA – a global leader in geographic information systems (GIS) software development, specializing in mapping software, intelligent geolocation, and spatial analysis.
It is the Polish branch of the global leader in geospatial technology – Esri, which develops powerful GIS software known as ArcGIS. Esri supports its clients using geospatial technology known as The Science of Where.
Implementation Goal:
The primary goal was to implement a CRM system with a module for automating cyclic P&L reporting based on distributed data sources to streamline sales and financial management processes. The main objective was to refactor existing solutions within the company and provide a sales process management system tailored to the user’s needs, covering the entire process from lead acquisition to order placement.
Additionally, it aimed to organize the product catalog, facilitate searchability based on product attributes, and introduce flexible pricing management.
Functionalities and Technologies Used
Microsoft Dynamics 365 Sales - CRM:
- Adaptation to the specific sales processes of various departments dealing with different types of sales (fast commercial sales vs. public sector sales).
Cyclic reporting:
- Automation of reporting to Power BI, enabling comparative (period-to-period) sales potential analyses.
Dynamics 365 App for Outlook:
- Integration of the CRM system with Outlook to facilitate data entry into CRM directly from emails.
Dedicated module for creating structured notes after client meetings:
- Systematizing and structuring sales notes according to the company's internal procedures with the ability to generate PDF reports using the company’s document template for central reporting and documentation purposes.
P&L Reports based on sales opportunities from CRM and financial data from external systems:
- Advanced financial projection taking into account the complex product grid of the company and multiple data sources along with revenue allocation over time for sales opportunities.
System notification automation:
- To streamline order fulfillment.
Effects of project implementation
The implementation of the CRM system brought significant improvements to Esri Polska in managing sales and financial processes. Utilizing Power BI for reporting accelerated and automated the creation of P&L reports and comparative analyses, which were previously prepared weekly based on multiple Excel files.
Thanks to P&L reporting, the company can now effectively forecast future revenues and costs, which translates into a better financial strategy.