How AM Integrator Group Enhanced Sales Department Efficiency with SMART Sales

With over 30 years of experience and an impressive client portfolio, AM Integrator Group is one of the leading system integrators in the country. The organization offers a wide range of services, from designing and installing security systems to implementing comprehensive IT infrastructures.

The company’s management aimed to equip their sales department with the most advanced tool to maximize operational efficiency. They outlined key requirements for the system: robust functionality, flexible customization, seamless integration with the existing IT ecosystem, and user-friendliness. While the organization tested and implemented various CRM systems, none fully met their expectations.

The first demonstration of SMART Sales by our team piqued AM Integrator Group’s interest. Subsequent testing and implementation proved it was the right solution. SMART Sales is now fully operational, and both the sales department staff and management are satisfied.

What Was Lacking in Previous Solutions?

AM Integrator Group began optimizing its sales department by developing an in-house product. However, it turned out to be too complex for users. Seeking a more user-friendly alternative, the company attempted to implement Microsoft Dynamics 365 Sales. Despite its undeniable advantages, it did not fit the company’s needs.

Next, a foreign cloud-based system was introduced, which satisfied the staff as it required minimal effort from users. However, integrating this solution with the existing Microsoft 365 infrastructure proved impossible – for instance, connecting email or setting up event reminders. Reports had to be exported in multiple steps via the API.

One of the main issues was the inability to customize the solution: adding necessary fields or establishing interactions between them was not possible. Additionally, the CRM provider suddenly changed its pricing policy, further complicating the situation.

What Opportunities Did SMART Sales Provide?

With SMART Sales, the company finally found the combination it couldn’t get from other systems: on the one hand, powerful functionality, and on the other, ease of use. The key features that convinced AM Integrator Group’s top management to implement our solution are:

• ease of learning and subsequent use,
• simple self-configuration,
• integration with Microsoft 365,
• wide customization capabilities, ease of making changes to business processes,
• convenient reporting and analytics via Power BI integration.

In this tool, we got all the features we were missing. Finally, we can tailor it to our needs and fully integrate with Microsoft products. Previously, we had to manually extract reports, but now you open Power BI and get online data in the form of dashboards. At the same time, SMART Sales turned out to be not too complex for the salespeople and easy for new employees to master.

Vyacheslav Skripnik

CIO AM Integrator Group

The sales specialists of the company received not only a convenient tool to manage clients through all stages of the sales funnel but also a unified work environment. Planning and control of work have improved. Thanks to integration with Outlook and Teams, salespeople now receive reminders about scheduled tasks and activities not in a separate app, but through the tools they use daily. Sending an email to a client can now be done directly from the system.

How Was the Implementation Carried Out?

AM Integrator Group decided to configure the product independently to meet their needs, doing so in a deliberate, phased manner, which made the implementation project last from March to August 2023.

The key figures in the implementation project were the company’s CIO Vyacheslav Skripnik and Commercial Director Mykola Tkachenko. Additionally, two sales specialists were involved who tested the system for a month. Based on their recommendations, some functions of the solution were further refined.

Given their experience with previous CRM systems, management had some doubts from the start about whether all the necessary configurations could be made. However, our specialists created the necessary conditions for the customer to successfully implement all their ideas independently.

The SMART business team took the training process very seriously. The demonstration of the solution in the test environment was extremely helpful, where they showed us with specific examples how to make all the adjustments we needed. A high-quality two-day training for key users was also conducted. All this helped us continue developing the product according to our requests, customizing the necessary functionality, and ultimately getting a tool that meets all the sales department’s needs.

Mykola Tkachenko

Commercial Director, AM Integrator Group

Other concerns – again, based on previous experience – were about correctly migrating deal data to the new system. Earlier, this process was associated with serious challenges: either there was no migration mechanism at all, or it worked with limitations. As a result, some data could not be migrated, while others had to be converted. With SMART Sales, these issues didn’t arise, and the data was migrated easily and completely.

Some Useful Improvements

First and foremost, SMART Sales allowed AM Integrator Group to significantly enhance the process of working with potential deals. Stages were added to match the sales department’s business processes. Additional fields were created, such as deal probability percentage, margin percentage from the deal amount and deal probability. New analytics by vendors appeared, as well as by the involvement of different specialists in the deal, which is also important for further analysis.

Also, for the first time in the company, the process of creating and approving new clients was automated. Some changes also affected the interface: a menu line was added to navigate to the page for entering new client data.

Working with colleagues in the same field is always both a challenge and a privilege. Our task is not only to offer technological solutions but also to be a reliable partner for every business. The implementation of SMART Sales at AM Integrator Group confirmed that efficiency and simplicity can go hand in hand. We are glad to help companies improve their processes and navigate through turbulent times more easily.

Denys Shevchuk

Business Development Manager, SMART business

Plans for Further Process Optimization

The SMART Sales solution is already fully and successfully in use, but as we know, perfection has no limits. AM Integrator Group’s management has ideas to implement functionality for tracking tender deals, which will involve adding fields, setting up relevant analytics, and reporting.

Moreover, AM Integrator Group is seriously interested in other solutions of the SMART CRM platform. The deployment of the SMART Customer Care module is already underway to optimize the work with service center requests. The solution will allow the processes, such as handling emails, service requests, etc., to be unified and automated.

Additionally, top management is considering the implementation of the SMART Marketing module with the eSputnik connector, which will not only enable the setup and sending of mass mailings but also allow analyzing their results, something that was previously impossible. The SMART Chat module has also generated significant interest, as it will help marketing department staff interact effectively with clients via messengers, particularly on Facebook.

The foundation for our fruitful collaboration with AM Integrator has been laid. We are excited to see how our developments and the expertise of our team are helping one of Ukraine’s leading IT integrators enhance their business.

If you also want to improve client interactions and make them more effective with SMART CRM solutions, contact us for a consultation.