In the competitive pharmaceutical industry, efficient sales and marketing management is essential for achieving success. Clariness GmbH, a prominent pharmaceutical company based in Germany, faced significant challenges in managing its sales and marketing operations.
This case study highlights how they successfully implemented Dynamics 365 Sales CRM, with Intelegain as a partner, helping them overcome challenges and driving significant improvements in both sales and marketing outcomes.
The Challenge
Despite their robust services in the pharmaceutical sector, Clariness found that their existing system is falling short of expectations. The company struggled to streamline their marketing campaigns and optimize sales opportunities, which hindered overall business growth. With the lack of necessary tools to efficiently manage email campaigns, leads, and sales activities, Clariness needed a solution that could enhance productivity and help them reach their sales goals.
Limitations with the Existing Setup
The previous system used by Clariness was not equipped with the advanced functionalities required to handle their growing needs. The inability to track sales data effectively, manage customer relationships, and execute marketing campaigns meant lost sales opportunities and inefficiencies in tracking customer interactions. This led to a fragmented approach, where sales and marketing teams lacked a unified view of customer data, resulting in missed leads and poor follow-up.
The company recognized the need for a robust Customer Relationship Management (CRM) system that could integrate sales and marketing efforts, offering clear insights into customer interactions and providing the necessary tools for successful campaigns. After evaluating various options, Clariness decided to implement Microsoft Dynamics 365 Sales CRM and Marketing Automation as a comprehensive solution.
The Solution
To address these challenges, Intelegain helped Clariness implement Dynamics 365 Sales CRM and Customer Insights – Journeys, a powerful combination to meet their sales and marketing needs. The deployment of Dynamics 365 transformed their sales process, allowing for better control and management of customer data. Here’s how the solution was implemented:
1. Streamlined Sales Activities
The new system brought together various sales-related processes in a centralized platform. Forms, views, and dashboards were introduced in Dynamics 365 Sales CRM, providing Clariness with a unified and clear view of customer data. This helped the sales team streamline their activities, ensuring that no lead was missed, and each sales opportunity was capitalized upon.
2. Lead and Opportunity Management
One of the most significant features implemented was the lead and opportunity management functionality. With this, Clariness was able to efficiently track sales opportunities from the start to the end of the sales pipeline. This clear visibility into the pipeline allowed the sales team to identify high-priority opportunities and take action accordingly.
3. Enhanced Marketing Campaigns
The Marketing CRM enabled Clariness to manage email campaigns more effectively. With Dynamics 365, the marketing team could now create, execute, and monitor the performance of campaigns in real-time. This led to more targeted marketing efforts, driving higher engagement from customers and prospects.
4. Improved Customer Relationship
The integration between sales and marketing departments fostered by Dynamics 365 helped create a holistic view of the customer journey. With access to relevant data points, both teams could collaborate seamlessly, improving the overall customer experience. This led to higher customer retention and satisfaction rates.
Clariness GmbH transformed its fragmented sales and marketing processes into a seamless, integrated approach, showcasing the impact of a well-implemented CRM & Automation systems. By leveraging the capabilities of Dynamics 365, Intelegain was able to help Clariness address its core challenges, streamline operations, and achieve significant business growth.
