Microsoft Dynamics CRM chosen for Customer Relationship Management

Ensto Supports Global Sales with a Centralised CRM solution

Ensto, a manufacturer of electrical systems and equipment, has deployed a new system for sales, marketing, and customer service. With this solution, based on Microsoft Dynamics CRM, the company, which operates in 17 countries, seeks to improve the effectiveness, transparency, and reliability of its front office operations. The system has been delivered in stages by Mepco Oy, a Microsoft Gold Certified Partner.

Previously, the Ensto Group had several different CRM systems in simultaneous use. There was an extensive need on every level of the company for a centralised, uniform solution, and for customer information available to everyone.

’Despite our versatile international activities, both we and our customers regard us as a single company. It is important for the effectiveness of our sales, marketing, and customer service that we have all information about our customers, and for the information to be available for all who need it. That is why we needed a CRM system that covers the entire company,’ says Marketing Manager Minna Forsström from Ensto.

Users Satisfied with the Solution

Ensto carefully evaluated several CRM systems in 2005 and found that Microsoft Dynamics CRM fits their needs best.

’In the selection phase, we gave special consideration to the views of our sales organisation. Their message was clear. Microsoft Dynamics CRM, which integrates well with Outlook e-mail, met the needs of the users best, thanks to its outstanding usability,’ says Project Manager Jukka Majander from Ensto.

As their partner, Ensto selected Mepco Oy, a leading specialist in Microsoft solutions.

’We wanted an experienced partner. Of the candidates, Mepco had implemented the greatest number of Microsoft CRM deployments in Finland. In addition, we carried out a pilot project to ensure that the product and the partner were suitable for us,’ adds Majander.

The first phase was completed quickly. The system was taken into use with 50 users in the Ensto Enclosures and Components unit in May 2006.

’The deployment was carried out exactly as we planned,’ says Majander.

’Users have been happy with the system and have utilised it actively, which is probably quite rare in information systems’ early phase of use. Users in our company are motivated by their will to learn, not by compulsion,’ adds Forsström.

Powerful Front Office Tools

With the new CRM software, Ensto comprehensively controls its sales, marketing, and customer service. After the expansion of the system’s use to the Utility Networks and Building Technology units, the number of the system’s users will increase to over 300, in 17 countries. The flexibility and scalability of the software facilitate the adaptation of the system to a diverse operating environment where products, customer groups, and distribution channels change constantly.

’Our primary goal is to make our salespeople’s daily work, contact management, and the planning and reporting of customer meetings more efficient. We will start the actual sales processes later. First we will gather data about our salespeople’s methods and form a clear understanding of best practices,’ says Majander.

The CRM system is also a tool for marketing and customer service. Segmentation and a clear general view of customers can improve the precision of front office activities. Effective allocation saves resources and increases sales, whereas management of customer feedback and complaints improves the quality of customer service and customer satisfaction.

’Up-to-date information about taken actions and customer feedback guarantees that customers will not be bounced. While serving a customer, an employee can immediately see what has been done and who is in charge of the customer,’ says Majander.

Essential factors from the viewpoint of sales personnel and the management include monitoring of operations and sales prediction.

’The solution makes monitoring of sales personnel’s activity, monitoring of offers, and prediction of sales more efficient.  When salespeople enter their customer meetings and offers into the CRM system, up-to-date reports can be printed with a single push of a button. Separate reporting is no longer needed,’ adds Majander.

High Expectations

People at Ensto are enthusiastic about the expansion of the system’s use. Experiences of the system have created enthusiasm for its further development; there are users who would like to see the expansion progress even faster than planned.

’The software is gaining popularity, thanks to its solid usability and functionality,’ says Majander.

The project has, however, been so demanding that a skilled supplier has been an absolute necessity.

’A solution that truly supports business can be created only through customisation and integration that cannot be implemented without a skilled and experienced partner,’ says Majander.

Ensto has been supported well by Mepco.

‘We are satisfied with the Mepco employees’ expertise, attitude, and work contribution at every level of operations,’ conclude Majander and Forsström.

Further information

Mepco:
Director Hannu Kaukonen, tel. +358 400 527 681, send e-mail

Ensto:
Project Manager Jukka Majander, tel. +358 40 586 5262, send e-mail
Marketing Manager Minna Forsström, tel. +358 40 502 8363, send e-mail

Ensto is an international group specialising in the development, manufacture, and marketing of electrical systems and supplies, founded in 1958. Ensto has three business units: Ensto Enclosures and Components, specialising in enclosure solutions; Ensto Building Technology, which supplies electrical installation products and control systems; and Ensto Utility Networks, specialising in solutions for the distribution of electricity. The company has approximately 1,300 employees, in 17 countries. The Group’s net turnover for 2005 totalled 178.6 billion euros. For more information, visit http://www.ensto.com/.

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