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How to boost your sales with CRM!

CRM, the word itself imply a relationship management tool with your customers and we cannot overlook the fact that CRM provides businesses up to 65% boost in sales shares (source: Innopple technology research). The questions are:
What is so particular about it?
How can it change the lives of your salespeople?
Was it just to track the sales?
How does it help in growing the business further?
What about the ROI?
How can I get the maximum benefit from the tool?
How to choose an ideal tool for our business?
These are the essential questions we ask while selecting a tool for our sales. Now let’s start by looking at the challenges, the sales division commonly faces:

  • Knowledge sharing
  • Data analysis, Performance management, and measurement
  • Time Management
  • Aligning with the Marketing team
  • Account management post-sales
  • Customer management and retention
  • “You” vs Competition
  • Keeping your sales team motivated

As we all know that we face above challenges on our day to day sales operations. It will be notably important to understand each of them and get a notion of how to resolve them. Understanding the tools needed is one of the decisive factors. Apart from that, understanding the local needs and customizing the standard solutions, therefore, is also significant concerns in the current business.

Knowledge sharing

Knowledge sharing is important in various business stages, but do we consider this as an important factor in sales? Most of us don’t. When we talk about knowledge sharing, most of us think about the project we completed, the challenges we faced and how we overcome all of such situation. However, considering the factors affected the sales deals, we can reliably say that knowledge sharing is very important.
How? With given context let’s pretend we are dealing with a prospect for a product. And we have already dealt and lost the deal in the past for another product after 2-3 rounds of negotiations.
If we have a track and manage this information on why we lost and what are the factors the prospect was looking then, it can help us in making our proposal sharpen, to the point, stand out from the competition and get the deal closed quickly. It helps us track the information for future uses such as account management. How do we do that?
Many solutions are available in the market currently. One of them which stood out for us is Microsoft D365 CRM solution and especially the ISV version developed by Intech systems. Functions such as task management and comments attached to each task, help us to track the details of the sales management and what happened at each stage and how to improve it.

Data analysis, Performance management, and measurement

Proper data representation really helps you to get proper timely insights which eventually lead to getting accurate information about how to close the deal, what and where are your sales team is lacking, how effectively your team is handling the leads, how your various marketing campaigns are performing, whether you’re getting your desired ROI of your marketing campaigns or not?, and what could be the preventive actions we can take to improve the sales of your organization.
Well, database management and data analysis are the key aspects of it. It enables your sales team to look at the things which cannot be seen otherwise. With tools such as Microsoft D365 CRM, various services and functionalities are available such as Sales Management, Lead Management, Service Management, Marketing. (all facilities are not available with the standard CRM but it is thereby Intech’s ISV CRM which contains all Microsoft D365 CRM facilities as well as customized functionalities to suit your business). All these functionalities are directly tracked to the dashboards and other reports such as:

  • sales person-wise performance report
  • lead closing percentage
  • Industry-wise report
  • Month/Quarter-wise performance management
  • Average lead closing time
  • Conversion rate %
  • and so on

With the help of such tools, you can surely check which of your salesperson is good at which industry? Where your salesperson is performing well. On which location he has a stronghold and so on!
As per the baseline research, ROI on CRM is 5 USD to every 1 USD invested! And even more surprising is according to Trackvia “Revenue growth can be around 41% by using effective CRM!”

Time Management

In such a fast-paced and continually evolving environment, the number of responsibilities and processes can easily overwhelm it to follow, track and manage. Managing the meeting schedules and to align your processes accordingly is very significant.
As we shared earlier that CRM tools such as Microsoft D365 not just helps you in tracking your sales but also ease your processes, it is proven to be a very effective way of managing your time and optimizing your resources.
With ISV solution of Intech, it has functionalities such as Alerts, Enquiry, Design tracking, Service calls, Agreements, and many more are all attached to the dashboard. This delivers this as an effective tool for time management since it saves time for correlating everything in a single dashboard, tracking them, and helps in taking proper actions. Interestingly, according to Cloudswave research, the lead cost can be reduced by up to 23% by using CRM.

Aligning with the Marketing team

Usually, your marketing team is responsible for creating and communicating the business plans, campaign ideas and sales team is responsible for execution. If there is any discrepancy in the communication between both team it can result in an unfavorable campaign result.
For instance, a Chinese whisper, from A to B to C to D to E level, the crux of the communication may get blown and lower or rejected execution may take place. This could further lead to the failure of a campaign or opportunity losses.
With tools such as Microsoft D365 CRM, we can easily track campaigns and manage them effectively. For example, let’s say we are doing a campaign for the product which is effective to be sold in companies of manufacturing industry and it is likely to be sold in SMB companies (<50 crores turn over).
So with CRM with every lead we can track what kind of leads, of what industry are approached by the salespeople, what kind of response we are getting we can track them with the help of comments, at what stage the leads are getting stuck, how we can push them, how extra offers or push we can do to get the maximum benefits from the campaign. As per Cloudswave research conversion rate can be improved by 300 % by proper and effective utilization of the CRM.

Account management post-sales

Account management is one of the significant aspects of customer relationship management. It does not just assist you in maintaining the relationship healthy but also helps you in cross-selling, up-selling and understanding the customer’s requirement in a more reliable way. Hence, helping in building the trust which is essential in long term business relationship.
How to do proper account management?

  1. Understand Portfolio Vs Profit (Identifying and analyzing key accounts using various factors)
  2. Understanding Customer’s need
  3. Design a blueprint for further action and pitch
  4. Take pro-active and reactive actions
  5. Resource Planning

For instance, assume you are into manufacturing business of plastic bags. So, per the purchase trend, let’s say in August their sales get 50% spike. And, If you offer them some special discount around July they may consider it and purchase in bulk from you. This gives you a higher chance of converting the account into the higher purchase.
As per the Sales Metrics, the possibility of the new prospect to purchase is 5-20% where your existing customer will have a probability of buying from you is 60-70%. As per Harward Business Review, around 52% of the High performer employees have identified themselves as the regular user of CRM such as Microsoft D365 CRM.

Customer management and retention

In today’s competitive world, just great products are not enough. You must make sure your services are also up-to-the customer expectations. Here the account management plays an essential role.

Here are some of the reasons why deals get missed:
  1. Longer decision making – here, prospect engagement, process synchronization, lead nurturing becomes a necessity. Microsoft D365 CRM kind of solutions are built based on such bases!
  2. Pricing – To win more customers one must track all your competitions, their offerings, and pricing. All these factors are important to compare and then actions are taken accordingly.
  3. Service management – Service Management is an important aspect of the customer relationship. It is essential not just in the service industry but also in the manufacturing industry. With features such as Equipment Management, Service agreement management, Service call management, Service call dashboards, etc., available in ISV CRM developed by Intech Systems, it makes it even easier for every Industry to make customer management and retention more enjoyable and more comfortable.

As per the Software Advice research, 74% of businesses using CRM report better customer relationships. According to Defaqto Research, 52% of customers are willing to pay more for better customer experience.  And, moreover, according to Harvard Business Review, 5% reduction in your customer defection can help you to increase your profits by 85%!

‘You’ vs Competition

Too many competitors? How will you differentiate? What is the best possible way for that? How will you deliver more value to win your prospect? This is critical, right? Well, we have a solution for that as well.

  1. Improve the quality of your customer interaction: How? Well, maintain small details of your prospect’s needs, smaller remarks, budget comparisons, competitions’ previous offering, comparisons, etc. All these are available in Microsoft D365 CRM! I hope that’s a relief for you.
  2. Improve collaboration between Sales and Marketing: What, when and how to convey the right message or offer is very critical. If you can maintain the record of what is being offered to the prospect, the marketing team can easily identify the gaps and help in enhancing your communication. It is all about synchronization of your processes and maintaining the database properly. Moreover, it is also about linking your database properly and analyzing it. These are standard features of Microsoft D365 CRM.
  3. Create integrated social media campaigns:  Social media plays an extremely important role in today’s age. I would say it has become a new pillar of your business. If you can manage it properly, with the help of your Microsoft D365 CRM, it can do wonders for you.
  4. Keeping your sales team motivated

The sale is a game. A team Game. Only working as a team, it will help you in building some innovative solutions. Effective sales are not just about creative individuals, but it is about how synchronized they are, how well prepared they are, how much knowledge is shared between them and how effectively they make its use!

Conclusion:

Boosting your sales is a tricky task. Proper understanding of the business, its processes, how to synchronize them and when to start what to sell. All these if done properly with Microsoft D365 CRM or custom-developed ISV CRM by Intech systems can do wonders for the business. For more detail, you can contact us on sales@intech-systems.com 

How to migrate Business Central from on-premise to cloud using extensions?

While Business Central is a cloud-first service, many customers who need to run their workloads fully on-premises or on the intelligent edge connected to the cloud can also have access to the scenarios such as KPI that are based on machine learning or the data you have in Power BI.
To stay on-premise or to move your data completely on cloud is totally your decision. But, if you are interested in the cloud experience then we are here to guide you.
When you move your data from locally deployed Business Central to the cloud, as a result, your data is replicated to the cloud for an intelligent cloud scenario.
intelligent cloud Business central on premise to on cloud

Things to remember when planning an on-premise to cloud migration for Business Central:
  1. Before setting up the connection to the intelligent cloud, ensure that at least one user in the system that has SUPER permissions. This will be the only user to make changes in the Business Central tenant.
  2. The amount of data that can be replicated for any tenant is limited to 150 GB. However, if your database is larger than 150 GB, try reducing the number of companies you are replicating data for. (Current Limitation)
  3. SQL Business Central on Premises Database Compatibility Level: 130
Here is the step-by-step instruction to follow:
1 – Business Central on Cloud – Assisted Setup

assisted setup

2 – Setup Intelligent Cloud

 

Setup Intelligent Cloud Business central on premise to on cloud

3 – Intelligent Cloud Setup

 

Intelligent Cloud Setup

4 – Replicate Data From Business Central

 

Replicate Data From

5 – SQL Database Connection

Server={SQL Server Name};Database={Database Name};User Id={SQL Server Authenticated UserName};Password={SQL Server Authenticated Password};
Server=SERVER01\SQLSERVER2016; Database=Base DB BC Spring 2019 Build 29530 Cloud;User Id=sa;Password=xxxx;

SQL Database Connection

6 – Self Hosted Integration Run-time
  • Copy the Authentication Key in Notepad to use it in later steps.
  • Download and install Self Hosted Integration Run-time from the link in the screenshot.
  • Complete Steps 7, 8, 9 and 10 before clicking Next in Step 6.
  • After clicking Next in Step 6 Go-to Step 11.

 

Self Host Integration runtime

7 – Install Microsoft Integration Run-time

 

Install Self Host Integration Runtime

8 – Authentication Key – Register

 

Authentication Key Register

9 – Integration Run-time Registered Successfully

 

Integration Runtime Registered Successfully Business central on premise to on cloud

10 – Integration Run-time Configuration Manager

 

Integration Runtime Configuration Manager Business central on premise to on cloud

11 – Replicate Companies from Business Central On-Premises

 

Replicate Companies from Business Central OnPrem
12 – Schedule Replication

 

Schedule Replication

13 – Intelligent Cloud Setup Completed

 

Intelligent Cloud Setup Completed

14 – Setup Intelligent Cloud Completed

 

Setup Intelligent Cloud Completed Business central on premise to on cloud

15 – Replication Initialization Completed

 

Replication Initialization completed

16 – Company CRONUS Canada, Inc. – Created Successfully – On Cloud

Cronus Canada Company Created - On Cloud

17 – Intelligent Cloud Management – Run Replication Now

This process would replicate data from Business Central On-Premises to Business Central On Cloud.

 

Run Replication Now

18 – Replication Triggered Successfully

 

Replication Triggered Successfully

19 – Replication Results

 

Replication Results

20 – Replication Statistics

Replication Statistics

21 – Replication Status Information
Data Replicated Successfully.

Replication status Information

22 – Extension – Business Central On-Premises – Item Table

Now we have created a simple Extension extending Item Table and created a new Custom Table in On-Premises Environment. We have a sample data for same in On-Premises Environment.

Extension - On Prem - Item Table Business central on premise to on cloud

23 – Extension – Business Central On-Premises – Custom – Intelligent Cloud Table

Extension - On Prem - Custom Table Business central on premise to on cloud

24 – Extension – Business Central – On Cloud

We have installed the same Extension created above in Business Central On Cloud Environment.

Extension On Cloud Business central on premise to on cloud

25 – Run Replication – On Cloud

Now as the same Extension is installed in Business Central On-Premises and Business Central On Cloud, this process would replicate data for the same.

Run Replication - On Cloud

26 – Replication Completed Successfully

Replication Completed Successfully

27 – Data – Item Table – Business Central On Cloud

Data - On Cloud - Item Table

28 – Data – Custom Intelligent Cloud Table – Business Central On Cloud

Data - On Cloud - custom Table Business central on premise to on cloud

This is it! You have successfully migrated your data to Cloud. If you still have the questions or confusion then feel  free to reach out to us at sales@intech-systems.com

*This blog was originally posted here.
**Reference: https://docs.microsoft.com/en-us/dynamics365/business-central/dev-itpro/administration/about-intelligent-edge

Latest 2019 ERP Trends to watch for!

ERP software is remarkably one of the most valuable platforms that a company can rely upon for process synchronization, job optimization, and digital transformation. However, it is significant to look into the factors that can make your ERP implementation succeed or fail. As a fact, 96% of growing businesses who excel in their respective industries rely on an ERP system (Source: The Aberdeen Group).

Some of the factors are as below:
  • General ERP Market trends
  • ERP implementation factors
  • ERP in SME trends and effects
  • Cloud ERP statistics

And many more…

  • General ERP Market trends

The organizations of all types and sizes face challenges like rising costs, resource constraints. Besides the loss of subject matter experts, the inclusion of additional process, and optimal use of resources.
Analytics, data integration, process optimization, and compliance are currently trending features across various industries.
As per the Forrester report, practically, ERPs like Microsoft D365 BC, F&O has real-time data analysis, automation, and streamlined processes which helps in enhancing forecasts, improving quality, waste reduction, and preventing delays — therefore at the end it results in reduction COGS by ~10% and improving margin by ~3%, not huge in terms of percentage but in numbers it matters by looking at the benefits it provides.
As per the Nucleus Research report, in its Spring 2018 release, Microsoft provided improvements in analytics, data integration, extensibility, customization, supply chain optimization, and compliance.

  • ERP implementation factors
Project cost:

It is difficult to estimate the exact cost associated with ERP implementation. It is equally difficult to estimate the actual outcome and the benefits of an ERP implementation.

Budget overruns:

It is one of the biggest factors that affects an ERP project and its ROI. According to a report by Panorama consulting, nearly half (45%) of all ERP projects have faced budget overrun issues. Why? Below are the major reasons for budget overruns (Source: Panorama consulting):

  1. The initial project scope was unclear and expansion comes later (43% respondents)
  2. Underestimation of consulting fees (38% respondents)
  3. Unanticipated organizational issues (33% respondents)
  4. Unanticipated technical issues (33% respondents)
  5. Unrealistic project budget (33% respondents)
  6. Underestimation of project staffing (29% respondents)
  7. An additional requirement of technology requirement (14% respondents)
  8. Others (10% respondents)
ROI:

ROI always stays at the center point of any ERP project. But the actual benefits of process synchronization, ease of finance handling and many other benefits which are difficult to estimate at the early stage.
Other points we need to keep in mind while ERP implementation is, the average time of ERP implementation has increased from ~16 months to ~ 17.5 months.

why business implement ERP?

It is also known that ERP implementation depends upon various factors such as the experience of your partner. In fact, as per the research by Panorama, it is estimated that 30% of all ERP implementations take longer than estimated and 50% of all ERP implementation even fails its first UAT. ERP implementation cost can also rise, up to 50% more of your budget because of inefficiency at UAT and related activities.

  • ERP in SME trends and effects

SMBs prefer using standard ERP systems like Microsoft Dynamics 365 Finance & operations, Business Central instead of standalone local solutions. Because standard ERP solutions provide all sort of timely upgrades and integrations which can result into reduction of operational costs by 11%, standardize back-office processes by 77%, and give them real-time visibility into their data by 48%

standalone systems

 

  • Cloud ERP statistics

First let us ask a fundamental question: WHY CLOUD?

Many ERP solutions are available in the market, and there are some which are cloud-based such as Microsoft Dynamics 365 Finance & Operations, Business Central. Now let us talk about how this D365 F&O, Business Central or in general cloud-based ERPS, have advantages over various locally hosted ERPs

Quick Implementation:

Installation of new hardware requires higher investments and it is also time-consuming. On the other hand, it is also slower in updating. Where cloud-based systems that utilize the web, pre-installed ready to use systems by big providers such as Microsoft. Updates implementations are without much hassle too

Feature accessibility:

As it is on the cloud, all features are available and timely updates gives accessibility of all latest available features

Data and Integration enhancement:

Locally hosted ERPs generally lack in data accuracy. It is also very difficult to move data from a locally hosted ERP. However, for a cloud-based ERP system, data can be easily moved from one module/system to another

Cost reduction:

For cloud-based ERPs, maintenance of physical servers, the hardware is out of the question. So, the cost of its maintenance and timely hardware upgrades are taken care of by the ERP solution provider

Data Security:

Data security is main while choosing cloud-based ERP. With data being strictly web-accessible, data-breaching becomes a legitimate concern. Having said that, ERPs like Microsoft D365 F&O, Business Central is hosted on Azure. Decades of experience have set Microsoft apart and allowed them to create the most cost-effective, secure and reliable solutions.
Microsoft Azure has capitalized on all this experience and industry-leading cybersecurity values. Microsoft publishes a list of security checks for developers to use in their code to create a uniform and secure code across all applications to make sure level of security for all its apps, cloud solutions, ERPs.

move to cloud

The conclusion is whenever you are choosing an ERP implementer, make sure your partner has enough experience in the successful implementation. Or you can contact us!

How to migrate from Dynamics GP to Dynamics Business Central?

In our previous blog, we discussed which ERP solution is best for the organization Dynamics GP or Business Central. However, if you have made your choice and therefore are ready to migrate from your existing Dynamics GP solution to Dynamics Business Central, then you are at the right place.
In this blog, we will discuss the four main aspects of the migration.
Which? What? How? & Why?

Which GP version will be migrated?

 

Dynamics GP Version

Only the supported versions of Dynamics Gp, released in 2015,2016 and 2018 with the latest build deployed can be migrated.
The above-mentioned versions have the capability to migrate the data from the GP into the separate zip file which are compatible with migration tools.

What data can be migrated?

  • GL accounts & balances
    • 2 options – existing chart of accounts; new chart of accounts
  • Customer & open receivable transactions
  • Vendors & open payable transaction
  • Items and quantity on hand

Things to note:

  1. Migration is a onetime move.
  2. After migration Business Central Saas becomes a primary solution and besides the existing GP solutions can only be used as a search for your historical data or for reporting purpose (only if connectors are used to a reporting tool)
  3. Microsoft itself provides a Dynamics GP migration extension that makes a migration literally a piece of cake. The extension is available on appsource.

As of now, only above-mentioned modules can be migrated from GP to Business Central, because of some of the modules work differently in BC or it never works at all such as payroll.

How to migrate to Business Central?

The most important and critical question of migration journey is – How one can perform the migration?
Basically, migration can be done by the three following ways

Dynamics GP migration option

Option 1: Stay on-premises
  • Easy access to upgrades, updates, and Microsoft Customer Source
  • Get online training and certification
  • Get informed about your Dynamics product and services
  • Receive technical support from user groups, support forums, and newsgroups
  • Buy user licenses, modules, and users hassle-free

Things to note:

  1. Staying on-premise makes business software out-of-date
  2. Can miss a critical update, fixes, features as well as end of support
  3. Less productivity and increased cost by taking no action
Option 2: Upgrade to Dynamics GP 2018 with Cloud Sync
  • Scheduled or recurring data sync option
  • Upgrading to GP 2018 R2 will keep you current
  • Master data will be available on, on-prem solution
  • BC Saas provides cloud value while continuing the on-prem install
  • Get cash flow forecast using cloud insights

Things to note:

  1. The cloud-sync option needs to manage future software upgrades and infrastructure manually
  2. To receive the most accurate insights, scheduled/recurring data sync is required
  3. Limited data replication – for example, sales and inventory forecast, including late payment predictor are not available
Option 3: Migrate to Dynamics 365 Business Central in the Cloud
  • Get access to the Microsoft Cloud Services
  • Easy integration with Office, Outlook and Power BI
  • Make your own apps with the help of PowerApps
  • Seamless data sharing with the Microsoft CRM platform, Dynamics 365 for Sales
  • Save time and money on upgrades
  • Back-up and recovery with Azure

Other migration tools
Like Integration Manager and Rapid Start within the Dynamics GP product, there is a Rapid Start Services toolkit within Business Central. If you need to migrate more data to BC, contact your service provider and you will get a configuration packages to export necessary data from your former financial system and import it to BC.

Why migrate from GP to BC?

It’s time your business should experience end-to-end visibility and improved performance through Microsoft Dynamics 365 Business Central, a Microsoft’s next-generation business application intelligent on Cloud.

 

  • Move your business to the cloud: with cloud service in BC, makes your business more secure with low-cost maintenance in infrastructure
  • Integrate into one system: adapt and innovate in real-time with business applications, for instance, PowerBI, Power Apps, Flow, and Office 365 all in one place
  • Smarter Decision by Business Intelligence: get a competitive advantage and faster decision-making capability using the in-built intelligence with PowerBI integration to Microsoft Dynamics 365 Business Central
  • Gain control over your process: Take your business wherever you go, Business Central works on any computer, tablet or phone with the same capability. Work from anywhere and anytime

 

Ready to upgrade your business? Contact us and learn how you can benefit from Microsoft Dynamics 365 Business Central.

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