Delta Star Transforms Sales Process with Microsoft Dynamics 365

Company Overview

Founded in 1908 and headquartered in Lynchburg, VA, Delta Star is a leader in the design, manufacturing, and service of power transformers, mobile transformers, and mobile substations. This employee-owned company has offices in Virginia and California in the US, as well as Quebec, Canada, and has been providing the industry with quality products and services for over 100 years.

Complex Sales Process Requires a Strong CRM Solution

Delta Star has many of the traditional sales and CRM requirements, including the need to maintain account and contact details, track sales and marketing activities, manage sales leads and opportunities, and measure wins, losses, and other key sales metrics.

What makes Delta Star’s sales process unique is the engineered nature of the products and services that the organization offers, as well as the customized quotations that they build during the sales process. These quotations are compiled by their Contracts department and utilize important information stored in the organization’s Microsoft Dynamics 365 ERP system. Helping to coordinate quoting activity between the sales and contracts teams is critical to maintaining an efficient sales process.

The Microsoft Dynamics 365 CRM Solution

Delta Star had historically used Salesforce.com as their CRM platform, but as part of an initiative to migrate to the broader Microsoft Dynamics 365 business application suite, decided to implement the Dynamics 365 for Sales CRM solution.

Delta Star worked with leading Microsoft partner, sa.global, to implement a new Dynamics 365 CRM platform. sa.global and Delta Star deployed a solution where the sales team can now enter leads into the CRM tool, qualify those leads into an opportunity, and create a request for quote. Once this quote is completed in Delta Star’s Microsoft Dynamics ERP system, the sales team can then perform further opportunity follow-up and sales closure activities.

The Results

Since adopting Dynamics 365 for Sales, Delta Star has been able to:

• Streamline sales process flows
• Effectively manage and gain better insights into sales team activity
• Improve visibility of key sales metrics

“sa.global did an excellent job of tailoring Dynamics 365 to our company’s needs”, explained Jared Delello, Pricing Strategy Specialist at Delta Star. “They created a solution that saves us time and money and enables our team to coordinate our sales efforts quickly and more effectively than we could in the past.”