Case Study: Exatel achieves improved sales effectiveness and streamlined sales processes with Microsoft Dynamics 365

Microsoft Dynamics CRM increases sales effectiveness in Exatel S.A.

Exatel S.A., a leading Polish telecommunications operator and member of the PGE group, needed to modernize sales and revenue planning as the company grew and adopted a new sales strategy. The challenge was to centralize inconsistent data from multiple legacy systems, automate proposal-submittal and sales processes, and provide a flexible, user-friendly platform that salespeople would actually use.

Exatel implemented Microsoft Dynamics CRM with Outbox, integrating it with Exchange, Active Directory, and internal Profit & Loss and Order Processing systems, replacing the old customer catalog and deploying modules for customer/partner records, sales opportunities, activities, funneling, and reporting. A customized privilege-management mechanism and Outlook integration improved usability for about 100 users. The result is centralized, consistent data, faster task execution, better revenue forecasting and budgeting, streamlined proposal and sales workflows, and overall increased sales effectiveness and productivity.

Exatel

Elżbieta Grądziel

Project Manager, IT Bureau