BACKGROUND

Altron Digital Business, a Microsoft Partner of the Year Award Winner in 2022 for Industry Solutions and Data & AI, is part of the Altron Group, a leading technology brand in South Africa with more than three thousand employees. Part of Altron Digital Business, their Enterprise Cloud Services division employs over 100 consultants, who are responsible for IT professional services and deployments, specialising in implementing, supporting, and customising Dynamics 365. They support customers around the globe and, at any given time, will typically have 10 live implementations in progress, whilst attempting to work on as many new prospect engagements.

THEIR CHALLENGES

Working on up to 10 engagements simultaneously was incredibly time-consuming for Altron, as well as being heavily dependent on the skills of the individuals assessing each customer’s needs. Asking the right questions, in the right order, and digging deeper into priority areas was also a challenge. The number of RFPs (Request for Proposals) and sales engagements running at any given time was impacting the business. Altron was using an Excel-based system, with a healthy dose of experience and know-how to build quotes and to create detailed project costings, but each estimate took a long time and wasn’t always consistent.

They needed a more efficient way to capture and process their ‘Discovery’ information, and a more scientific and consistent method of producing quotes and proposals.

THE SOLUTIONS

Around 18 months ago, Altron was looking for a solution to help them streamline and scale their business, when they came across Seer 365. They have since adopted GYDE365-Discover, Seer’s Dynamics 365 requirements gathering and evaluation application, which enables them to drive a slick, ‘production style’ process to run their customer ‘discoveries’. GYDE365-Discover offers a structured, repeatable process that delivers results, customers can trust, time and time again.

Although some of the team at Altron had initially thought that GYDE365 would create an admin overhead, they soon learnt that it streamlined their sales process instead, delivering significant benefits to the internal team, as well as for their customers.

Gareth Salvage, Dynamics Practice Lead at Altron, said, “The biggest benefit of GYDE365-Discover is that it allows us to deal with twice as many proposals at any one time, without increasing the size of our team; plus, it’s more accurate than our previous solution.

“The biggest benefit of GYDE365-Discover is that it allows us to deal with twice as many proposals at any one time, without increasing the size of our team; plus, it’s more accurate than our previous solution.”

Our team can now easily be working on more than 10 proposals simultaneously, which, before utilising GYDE365-Discover, simply was not possible.”

“Our team can now easily be working on more than 10 proposals simultaneously, which, before utilising GYDE365-Discover, simply was not possible.”

The added benefit is the consistency of the approach, so that costing and quotes are de-risked as proposals have a more scientific basis upon which they have been constructed.

The GYDE365 Discover survey-style approach asks all the right questions and ensures the customer and Altron team spend time focusing on the right things. This also provides the customer with the assurance that the Altron team are capturing all the right information, which in turn increases the confidence in the proposal they receive.

THE RESULTS

Customers appreciate the systematic approach as Gareth explained: “With GYDE365-Discover, I am happy that we have a structured and thorough approach that gives our customers a tremendous amount of confidence. We recently won a multi-million-dollar Dynamics 365 ERP and CRM deal. We were presented with a traditional RFP document, but we were able to extract the relevant information and populate GYDE365-Discover, which drove out a detailed fit/gap analysis and project estimations, both of which were attached as an Appendix to the complete RFP document that we sent back to the customer.

“With GYDE365-Discover, we recently won a multi-million-dollar Dynamics 365 ERP and CRM deal.”

It was the detailed information provided from GYDE365-Discover that gave the customer confidence that we were the right implementation partner to work with, despite the price quoted being the highest they had received.”

“It was the detailed information provided from GYDE365-Discover that gave the customer confidence that we were the right implementation partner to work with, despite the price quoted being the highest they had received.”

GYDE365 has enabled a small, yet highly efficient, pre-sales team at Altron to support sales, account management and customer success teams.

One of the key reasons that Altron has been successful and has signed a 3-year contract for GYDE365, following their first year using the Platform, is the ongoing support that they have received.

“One of the real benefits of the partnership is the amount of assistance we have received from the Seer 365 team. It is not just good, it’s incredible. The attention we receive is fantastic. They are always trying to help us do things better and faster and we really appreciate this,” added Gareth.

The adoption of GYDE365-Discover has enabled Altron to deliver fast, accurate and consistently high-quality sales proposals every time, supporting their rapid deployment methodology and accelerating their customers’ Dynamics 365 digital transformation journeys.

“One of the real benefits of the partnership is the amount of assistance we have received from the Seer 365 team. It is not just good, it’s incredible. The attention we receive is fantastic.”

READY TO FIND OUT MORE?

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