Phibro Animal Nutrition–
Dynamics CRM Online 2016
Industry: Business | Timeline: 3 months| Number of resources: 2
ADDRESS:
12 SF, Maurya Times Square,
Opp. R K Royal Hall,
Science City Road, Sola,
Ahmedabad, Gujarat 380061
-| www.promptsoftech.com
BUSINESS REQUIREMENT
Phibro Animal Health is a leading global manufacturer and marketer of animal health
pharmaceuticals, animal nutrition products, and industrial chemicals. They use MS Dynamics CRM
for managing their Sales, Marketing, and Customers.
They needed following solutions to meet their specific business needs:
1) A solution that keeps track of current sales of each product and allows the salespersons to
record the sales predictions for different products.
2) A solution that tracks every activity of all users in CRM and helps the Management team to
generate Leaderboards and oversee the organizational activities.
3) A solution that enables importing their Supplier Sales Data into Dynamics CRM.
4) A large amount of data was analyzed using Pivoting in Excel. Every time, users need to export
data from CRM to Excel sheet to work on latest information. A solution was required to
handle all this in CRM itself.
OUR SOLUTION
1) Sales Funnel
Sales Funnel module is developed to let the Salespersons record product wise sales records
by date.
These records contain sales information like volume and rate of consumption, no. of animals
fed with a particular product, product price, and supplier details. They are called Product
Usage.
Also, users can record the expected changes in sales for coming days with their confidence
percentage which is referred to as Sales Funnel.
Based on Sales Funnel values and confidence, the incremental volume of product is autocalculated. Sales Managers can review all these details and predict their future Sales.
Sales Funnel records are valid only up to a specified date.
Regular email notifications are also sent out to the Salesperson, Sales Manager, and
concerned users in two cases:
i. Whenever any change in existing record is made, the system automatically sends out
an email notification to concerned users.
ii. When any Sales Funnel record is about to expire.
PowerBI dashboards are made on Product Usage and Sales Funnel data for better analysis.
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Screenshot 1. Sales Funnel
2) Leaderboard
Leaderboard module was developed to track all the activities carried out in CRM in day to day
routine by all the users. For example, which user has created how many new Accounts,
Contacts, Call Reports, Tasks, Appointments, who has modified the existing records, etc.
A Reviewer or Manager has to define Metrics which identifies particular action on an entity
that is to be recorded. They are termed as System Usage.
Every System Usage earns the users some Points based on the scores defined in Metrics.
All System Usage activities are then presented to the reviewers in terms of Points against
each metric in a monthly pattern.
Leaderboards can be generated manually or can be scheduled to be created automatically on
a periodic basis.
Leaderboards are the collective representation of overall system data usage over a defined
period and users are ranked accordingly.
Reviewers can then compare every user’s current rank with their rank in the previous period.
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Screenshot 2. Leaderboard Setup
Screenshot 3. Leaderboard Viewers
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Screenshot 4. System Usage Report
Screenshot 5. Leaderboard
3) Supplier Sales Data Import
Although MS Dynamics CRM provides functionality for importing data, they needed some
specific features for importing Supplier Sales Data.
The data would be imported from an excel sheet which contains Accounts and Products
details. The system needs to find existing Accounts and Products based on the combination
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of some fields.
Matching Account or Product is mapped to the record found, otherwise, Supplier Sales Data
record remains unmatched.
And if a match is found for the combination of all specified fields in a row, it is supposed to
update the existing Supplier Sales Data record.
Also, there are some validations for information contained in each row. If any row data
doesn't pass against those validations, the entire row must be skipped.
Screenshot 6. Supplier Sales Data Import
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Screenshot 7. Find Match for Accounts
Screenshot 8. Create New Account for Unmatched Account
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Screenshot 9. Find Match for Products
4) CRM Pivot Table
We implemented Pivot Table module which enables users to view pivoted data which is based
on latest data.
Users just need to create Pivot Configurations for entities for which they want to view the
data. The configuration contains details like Grouped Fields, Roll-Up Fields, Operator, Group
by Date, Global Filter, and Additional Filters.
They can also name and save the views with additional filters for future reference.
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Screenshot 10. Pivot Data Configuration
Screenshot 11. Pivoted Data
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Screenshot 12. Pivoted Data - View Detail 1
Screenshot 13. Pivoted Data - View Detail 2
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TECHNOLOGY/TOOLS USED
xRM Framework
Microsoft Dynamics CRM 2016 online
HTML
JavaScript & jQuery
Plugins & Workflows
PowerBI
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