Dunbar opts for Dynamics CRM

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Retail and Hospitality

Dunbar opts for Dynamics CRM

27 June 2008

Dunbar Armored, the largest independently owned American armoured car company, has selected Microsoft Dynamics CRM 3.0 to provide its sales teams with prospect and customer information from an integrated database.

Dynamics CRM will be the repository for all Dunbar’s prospect information and will integrate with the company’s legacy software, which houses current customer information, routing programs and other modules.

Previously, Dunbar staff members bridged the gap between prospect information and customer information with spreadsheets and a number of manual processes. The Microsoft solution will automate the process, eliminating manual operations and making all relative data available to Dunbar teams nationwide.

“We will use Microsoft Dynamics CRM as a sales force automation tool,” said Seth McElroy, vice president for marketing and sales administration at Dunbar. “When a prospect converts to a win, the technology will feed that information directly into our customer data with no additional manual keying or replication of data entry.

“One of the main reasons for choosing the Microsoft solution was its integration into and synchronisation with Microsoft Outlook, as well as the ability to customise the application,” McElroy said. “We had migrated all of our sales team members to Outlook for e-mail and appointments 18 months ago, so adding a system that’s similar in look and feel will speed adoption.”

As its technology partner, Dunbar chose Ascentium, a Microsoft Gold Certified Partner, a 2008 Microsoft Dynamics CRM Partner of the Year finalist and the Overall Excellence winner of the 2008 Customer Excellence Awards.

“We believe Microsoft Dynamics CRM can make a sales force far more efficient than less-integrated systems do,” said Michael Park, corporate vice president for Microsoft’s US Dynamics business. “By effectively automating the sales and customer relationship processes, the solution can expose new opportunities for cross-selling, customer-service improvements and marketing that may not have been apparent with stand-alone or manual systems.”