Armoured car manufacturer goes for bullet proof CRM

Seth McElroy, vice president for marketing and sales administration at Dunbar, says that the Microsoft solution will be integrated with Dunbar’s legacy software, which houses current customer information, routing programs and other modules. Previously, Dunbar staff needed to bridge the gap between prospect information and customer information, using spreadsheets and manual processes. McElroy says Microsoft Dynamics CRM will automate the process, making relevant data available across the nation. “We will use Microsoft Dynamics CRM as a sales force automation tool,” he says. “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. We had migrated all of our sales team members to Outlook for email and appointments 18 months ago, so adding a system that’s similar in look and feel will speed adoption.”