1. Dynamics CRM Sales
Force Automation
SAGE
AUSTRALIA WIDE
R
MANUFAC TURING INDUSTRY
a
280 EMPLOYEES
“OBS supported us every
step of the way and ensured
it was a smooth transition.”
OVERVIEW
OBJECTIVE
SAGE Automation is Australia's leading independent
SAGE was looking for a solution that could improve sales
industrial automation and control system integrator.
performance reporting to the board and provide better
It works with the country's leading brands across the
insights into supply and demand. It needed to be able to
defence, infrastructure, manufacturing, resources and
capture strategic account plan data and enable granular
utilities sectors to do things more safely, with greater
analysis of sale data by sector, region and product/
efficiency and improved quality.
technology.
The company was looking for a better way to manage
SAGE wanted a solution that would provide better
its opportunities and sales pipeline, while at the same
insights into sales trends and project risk profiles, reduce
time creating a ‘beachhead’ for a wider CRM initiative
cost per sales and offer systematic documentation for
within SAGE. The company previously used a
account plans.
SharePoint list-based system, combined with Excel
spread sheets for data capture and reporting.
The other objectives of the project were to achieve high
user adoption and generate excitement and interest for
CRM concepts within SAGE.
OBS CUSTOMER CASE STUDY | DYNAMIC CRM SALES FORCE AUTOMATION

2. “The team at SAGE seems to genuinely enjoy
using the solution and the feedback we have
had has been very positive. It has been a
great partnership so far and we look forward
to continuing to work with SAGE in the future.”
Brock Sperryn | Client Executive | OBS
SOLUTION
RESULT
SAGE was referred to OBS by Microsoft with particular
reference to its CRM 30-Day Assist Package. The company
selected OBS for its depth of CRM capabilities, as well as
its understanding of SAGE’s goals and objectives.
The OBS solution is
now used for sales process
automation and it gives SAGE
access to better processes and practices
for capturing opportunity data. The solution design
also encourages and tracks best-practice business
development methodologies including logging
opportunity activities such as meetings, emails and
phone calls.
The OBS CRM 30-Day Assist Package helps companies
take full advantage of Microsoft Dynamics CRM Online
and tailor a solution using Dynamics CRM to create
world-class customer experiences and generate
maximum return and competitive differentiation.
OBS tailored the CRM 30-Day Assist Package by working
with SAGE to build up a sales management tool. This
implementation was the first phase of SAGE’s CRM journey.
OBS worked closely with SAGE to gather requirements
from key stakeholders, including providing training
prior to project kick-off which offered assistance with
process mapping & automation and the configuration
of the CRM system to meet SAGE’s requirements.
Alex Sinclair, General Manager of Business Development,
SAGE said “Our three main reasons for needing a new
CRM were to increase our sales performance, get better
insights into our pipeline, and improve performance
reporting. The working trial of CRM Dynamics confirmed
that Dynamics would be able to achieve these goals.”
OBS carried out a detailed knowledge handover to
SAGE IT personnel, providing assistance with data
upload and go-live planning and end user training.
SAGE’s SharePoint based-intranet has been integrated
with CRM, providing onsite staff the ability to capture
new leads into the CRM system via a simplified form.
Project management users have the ability to extract
data and perform analysis at a level that was previously
not possible.
Other key benefits include the ability to:
Assign approved opportunities to project estimation
teams for quote preparation and progression to ‘bid’
and register opportunities as ‘won’ or ‘lost’
Enter account planning information against key
accounts and managers can produce reports to track
sales performance
Staff can use the solution as a central repository of
contact information
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Jason Taylor, Chief Information Officer, SAGE, said:
“We had to get internal IT personnel trained to be
proficient with the development, maintenance and
support of the solution. OBS supported us every step
of the way and ensured it was a smooth transition.”