Your CRM does what? (Part 3 of 4)

Todd Fleming

Senior Consultant, Microsoft Business Solutions

BroadPoint Technologies

In Part 3 of a 4 part series on extending your CRM application, we will take a look at how we managed the Contract Administration processes in Microsoft Dynamics CRM and Microsoft Dynamics GP for a few of our clients.

Contract Administration

In this case, the client was using Dynamics GP to manage client contracts. The goals were to: (1) integrate current and past Contracts form Dynamics GP into Dynamics CRM in order to give salespeople more visibility into a client's past and current purchases, (2) integrate updates to contracts in Dynamics CRM to ensure that a salesperson is looking at the most current contract details, and (3) create a process whereby a user could systematically create opportunities for contract renewals when a contract was close to expiring. What we created in Dynamics CRM and by using a custom Scribe integration was a solution whereby:

• CRM Users can view current active and inactive contracts and contract line items in Dynamics CRM
  
• CRM Users can view real time changes in Dynamics CRM when contracts are added or updated in Dynamics GP
  
• CRM Users can store documents and record all interactions pertaining to specific contracts in Dynamics CRM
  
• CRM Users can view and search on contract start and end dates, total contract value, term of the contract (monthly, quarterly, or annual), contract line Item detail such as product description, quantity and line item totals all while supporting multi-currency
  
• CRM Users can use Advanced Find query capabilities to easily identify up sell opportunities and contracts that are near expiration. Queries can be saved and shared with other CRM users as needed
  
• CRM Users can initiate a process within Dynamics CRM to select contracts expiring in (x) months and systematically create opportunities in bulk for renewal of those selected contracts
  

 

When combining the capabilities of Dynamics CRM and by creating integrations using Scribe it was possible for us to achieve the client's goals. The solution provides salespeople more visibility into customer purchases and the ability to track all interactions related to those contracts. Salespeople are also able to use the data in Dynamics CRM to more easily identify up-sell opportunities benefiting the organization.