Case study · Industrial manufacturing
Quotes out the same day, forecasts people believe
B2B manufacturers often run sales from inboxes and spreadsheets, with quotes built by hand and a forecast nobody trusts. This is how we set up Dynamics 365 Sales with ERP pricing, approval rules and a pipeline sales managers can manage from.
Project overview
Dynamics 365 Sales connected to ERP pricing.
- Industry
- Industrial manufacturing
- Client
- Confidential
- Solution
- Sales pipeline and quoting
- Platform
- Dynamics 365 Sales
- Timeline
- 10–16 weeks
- Team
- 4 people
- ERP link
- Prices, stock, order history
- Outlook integration
- Users
- Sales, estimating, management
Expected business outcomes
What the client set out to achieve
The gains come from faster quoting and a pipeline that reflects reality.
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50–70%
Faster quote turnaround
Quotes built from ERP prices and product templates instead of copied from old quotes.
Target range; depends on product complexity
-
Weekly
Forecast reviews from the pipeline
Sales managers review one pipeline instead of collecting spreadsheets.
Where opportunities are updated weekly
-
10–20%
More quotes followed up
Reminders and task lists stop quotes being forgotten after they are sent.
Target range across B2B quote-led sales
Business challenges
How B2B sales ran before
Every salesperson has a system, and none of them are the same.
Accounts
Customer contacts in personal Outlook folders and business cards.
Quotes
Built in Word or Excel by copying a similar old quote and changing the prices.
Pricing
Salespeople phone the office to check prices and stock.
Follow-up
Quotes go out and are chased only if someone remembers.
Forecast
Managers collect spreadsheets every month and adjust them by instinct.
Proposed solution
What the Dynamics 365 Sales build covers
Standard Sales, configured for quote-led selling and connected to the ERP.
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Accounts and contacts
Every customer with contacts, sites, history and ERP order data in one record.
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Opportunities
A pipeline with stages that match how deals really progress, with probability and value.
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Quote builder
Quotes from product templates with ERP prices, discounts and delivery estimates.
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Approvals
Discounts above a threshold routed to a manager before the quote goes out.
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Outlook integration
Emails and meetings tracked against accounts from Outlook.
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Forecasting
Forecasts by territory and product line from the live pipeline.
Project requirements
What the client asked us for
The request was 'a CRM', but the value is in quoting. If building a quote in Dynamics is faster than copying an old one, salespeople use it and the pipeline follows.
We connect to the ERP early, because prices, stock and order history are what make the CRM worth opening.
What the project had to deliver
- 01One record per customer
- 02Quotes in minutes with the right prices
- 03Discount approvals before sending
- 04A forecast from real data
Key challenges & considerations
What made it harder, and what we did
-
Complex product options and pricing
What we did
Product options and pricing rules were built into a guided quote, so a valid quote could be produced in minutes.
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Salespeople who work mostly on the road
What we did
The mobile app and Outlook integration let salespeople update deals between visits.
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Distributors and end customers on the same deal
What we did
Distributors and end customers were linked on the same opportunity, each with a clear role.
-
ERP data that needs cleaning first
What we did
ERP customer and product data was cleaned and connected before go-live, so quotes used real prices.
What we watched for
- Make quoting faster than the old way
- Connect ERP data before go-live
- Keep pipeline stages few and clear
- Let one team shape the setup first
Development process
Quoting first, pipeline second
We build the part salespeople gain most from, so adoption doesn't depend on mandates.
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Sales process mapping
Stages, quote types and approval rules agreed with sales leadership.
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ERP integration
Customers, products, prices and order history synchronised.
-
Quote builder
Templates and pricing tested with estimators on real recent quotes.
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Pilot team
One sales team goes live and shapes the final setup.
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Rollout and forecasting
All teams live, forecasting switched on and managers trained.
Technology stack
Dynamics 365 Sales with the ERP behind it
Standard Microsoft components wherever possible.
CRM
- Dynamics 365 Sales
- Quote templates
- Business process flows
Integration
- Dataverse
- ERP connector
- Power Automate
Productivity
- Outlook app
- Teams
- Mobile app
Reporting
- Forecasting
- Power BI
Quality assurance & deployment
Tested by the people who use it every day
A CRM succeeds when people choose to use it. Every process was tested with real users on real scenarios, and data migration was rehearsed until the record counts agreed.
- Scenario testing with users from each role
- Migration rehearsals, with record counts reconciled
- Integration tests for every connected system
- Security roles checked against real job roles
- Solutions moved between environments as managed releases
Deployment
- 01Pilot teamOne sales team goes live and shapes the final setup.
- 02Rollout and forecastingAll teams live, forecasting switched on and managers trained.
- 03Phased go-liveOne team or region first, then the rest, each wave with training by role.
- 04Hypercare and warrantyDaily support through the first weeks, and six months of free bug fixing.
Final deliverables
A sales team working from one system
Salespeople build quotes in Dynamics because it is faster, and every quote becomes part of a pipeline managers can see.
Forecast meetings move from arguing about spreadsheets to discussing the deals that matter.
- Quotes with ERP pricing
- Approvals built in
- Emails tracked to accounts
- A pipeline-based forecast
Handed over to the client
- 01Configured Dynamics 365Production and test environments
- 02Solutions and integrationsAs managed, documented releases
- 03Migrated dataWith record counts reconciled
- 04Training by roleWith short guides
- 05Six-month warrantyFree bug fixing after delivery
Success metrics
How success is measured
| Measure | Outcome | How it is measured |
|---|---|---|
| Faster quote turnaround | 50–70% | Target range; depends on product complexity |
| Forecast reviews from the pipeline | Weekly | Where opportunities are updated weekly |
| More quotes followed up | 10–20% | Target range across B2B quote-led sales |
Verified reviews
What clients say about our Dynamics work
Verified reviews from our clients on the same kind of work, published on Clutch.
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Custom Software Development
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The work produced by the team was of exceptional quality.
Jon Thies
CTO, Model Rocket Feb 2022 – Mar 2023
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Custom Software Development
Mobile & Web Platform Development & Design
Silver Scintilla was responsive, respectful, and enjoyable to work with, quickly addressing any questions or requests.
DeShawn Brown
CEO & Founder, Lithios Jun 2021 – Nov 2022
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Custom Software Development
Web-Based HRM System Development
Silver Scintilla provided the best solution with scalable functionality, personalized features, and robust security.
Suheb Khan
Director, Collaborative Insight Technologies Jul 2020 – Jun 2022
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