TMD Technologies (TMD) has successfully centralised sales pipeline management within its US and UK offices using Microsoft Dynamics CRM from Advanced ConsultCRM. The solution is used to manage all sales activities and produce detailed commercial forecasts, enabling regional and senior management teams to evaluate the effectiveness of marketing campaigns and calculate return on investment. The solution, which was fully customised by ConsultCRM to meet TMD’s exact requirements, is now central to the company’s five year strategic plan.
TMD is among the world’s leading manufacturers of microwave tubes, high voltage power supplies, and transmitters for Radar, EW, Communications, EMC RF testing, and other laboratory applications. The company markets its products to a global client-base via its sales teams in the UK and US.
By centralising information within a single system, TMD now has a complete audit trail of all sales activities including meetings, telephone conversations and emails. The solution was deployed in order to replace a number of disparate Access databases and manual filing systems which were previously used by the company’s sales teams.
ConsultCRM, part of Advanced Business Solutions, is positioned in the top five per cent of all Microsoft partners globally and specialises in helping organisations implement, integrate and optimise Microsoft Dynamics CRM.
Andy Crawford, North American Territory Manager, TMD Technologies comments: “Microsoft Dynamics CRM has enabled us to consolidate sales information within one single system which is accessible to our sales teams on both sides of the Atlantic. The eradication of data silos – a consequence of using multiple databases – means information is now always accurate and up to date.
“Our sales teams are able to collaborate far more effectively than in the past and this has reduced the length of our sales-cycles. The system also guides sales staff through all sales processes, ensuring that nothing is overlooked. Every process is logged in the system and our management teams have complete visibility of project progress at every stage. This is key to helping us achieve our strategic goals and five year plan. ”
TMD markets its products at trade fairs around the world and Microsoft Dynamics CRM enables the company to calculate cost per lead and the overall return on investment generated by every event. It also enables the company to ensure leads are allocated to the most suitable salesperson.
Crawford says: “We enter sales lead information gathered at trade fairs into CRM as we receive it and this means we can tell how successful an event has been before it has even ended. We are no longer reliant on handwritten notes and business cards.
“As soon as lead information has been entered into CRM we can decide who has the necessary product and sector expertise. This ensures that we make the most out of every sales opportunity and that we address our clients’ needs as effectively as possible. This is essential to building trust and confidence.
“I would recommend ConsultCRM to other businesses in recognition of their expert product knowledge and in-depth understanding of our specific needs as a manufacturing company. Their support and guidance has been key to our successful adoption and use of CRM since it was implemented in January 2013.”
