Garrison (now part of Everfox) is a cyber security technology company that extends cutting edge security solutions to government, critical infrastructure, and enterprise customers. As they transitioned from a start-up to scale-up business, they needed an enterprise grade CRM solution to bring together the end-to-end sales cycle from lead acquisition through to order fulfilment and invoicing, rather than using multiple light-weight cloud solutions. The complexity of their sales cycle selling high-grade security solutions to large government organisations required a solution that could be customised to be able to capture multi-threaded sales engagements as well as providing a rich foundation of KPIs and forecasting data.
Objectives
The main goal of the project was to implement an enterprise CRM solution that would be aligned with Garrison’s sales cycle, provide management with detailed insight in individual opportunities and how multiple sales into the same customer programmes develop and grow. The need to have the ability to track the growth across product lines, regions, and markets was critical to enable building historical trends as well as predictive analytics on the near and long-term health of the business.
Solution
Garrison partnered with novalogica to implement a robust and scalable Dynamics 365 Sales Enterprise solution. This implementation was meticulously tailored to support their complex, multi-threaded sales cycle, enabling the seamless management of intricate relationships between opportunities, customers, and multiple product lines. To achieve this, we collaborated closely with Garrison to gain a deep understanding of their sales processes, identifying opportunities for streamlining and translating these into a customized solution. This solution included the management of customers, leads, opportunities, and quotes, as well as customized sales reports and dashboards, providing a clear and strategic view of commercial operations. Additionally, we integrated Dynamics 365 with other tools, such as the ERP system, to streamline invoice management and ensure seamless data flow across platforms.
The result was a powerful, enterprise-grade Dynamics 365 and Power Platform based CRM solution that not only meets Garrison’s current needs but also provides the flexibility to adapt and scale as their business grows.
Results
The immediate benefit Garrison got from the Dynamics 365 Sales implementation was being able to see the end to end customer Journey in a single system to provide sales management with the confidence in the pipeline and forecast; the seamless integration of managing Opportunities to Quotes to Orders provides a very neat audit trail of every sale made and provides a credible single source of the truth of sales activity. The level of accountability that the sales team are held to has increased significantly, which made the sales managers job much easier as well.
“From the first engagement with novalogica in 2021, the team has been very responsive, has taken the time to understand our business challenges as well as our business process to be able to provide advice and suggestions on the best way to roll out a new CRM system for the business. novalogica has been critical to the success of our Dynamics 365 journey and highly recommend them; I only have positive things to say about the whole experience.”
Jason Dowman, Head of Revenue Operations
