board meetings were now far more relevant; “The insight we’re now able to gather will help us identify changing market trends, spot new opportunities and become more strategic in the placement of resources.”

Reduced costWith the CRM-focused IT headcount that Fleming has been able to free up, Victrex has been able to save £35,000 per year in resource alone. Fleming says: “Over time it’s certainly going to further release the resource requirement on IT and allow people to become much more autonomous with the way they consume information.”

Companywide adoptionGaining large scale adoption was essential if the CRM was going to become a valid tool for supporting the key business drivers and Fleming says he is pleased with the way Zero2Ten has helped it manage internal adoption.

This hurdle is eased by the fact that Dynamics CRM’s integration with Outlook means Victrex’s staff can use CRM straight from email, rather than a separate system. Calendar and contact management is simplified via sync functionality.

One of the key requirements for Victrex was to ensure that the internal team were sufficiently skilled on the solution so as to be able to manage it themselves once the project had finished and Fleming confidently states that: “Zero2Ten are very much about making sure we are as self-sufficient as we can be. They spent the time training up our guys to ensure there was a very smooth hand-over.”

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Zero2Ten IT In ManufaCTuRIng

Victrex was drawn to Dynamics’ CRM and its integration capability, which offered a system where existing applications such as sales order processing, invoicing, BI and marketing would talk to each other.

Fleming says: “We were essentially looking for something with more functionality. Dynamics was something I was already familiar with so it made sense to look here first, once we did, we never looked back.”

With the new Dynamics CRM solution, Fleming has reduced the resource requirement to 0.5 of a full time head and this is simply to manage new projects. “Ultimately I’ve been able to shift the focus of my time from being reactive to proactive,” he says.

Rapid deploymentWith a recognised need and growing appetite for a change, the demand to deploy quickly led to Victrex engaging Microsoft CRM Gold partner Zero2Ten, which has a strong track record in this area.

Victrex met with the Zero2Ten team for an initial scoping exercise. Fleming had found historical engagements with more traditional CRM providers cumbersome and but admits he was refreshed by Zero2Ten’s value-led attitude

“We liked everything that Zeron2Ten were saying,” recalls Fleming. “They immediately understood our business challenges and the need for a fast turnaround.”

A follow up engagement was arranged where Zero2Ten demonstrated the functionality within the Dynamics CRM solution and went into more depth around its delivery methodology. “Once we knew there was synergy between us, we quickly made the decision to go with Zero2Ten.” says Fleming.

The end result was a project delivered in 12 weeks and delivered to budget.

greater insight, greater controlMicrosoft Dynamics CRM has enhanced Victrex’s ability to take advantage of new business opportunities, ably supported with the tools needed to measure, manage and track all engagement processes. “The insight we’re now able to gather is helping us identify changing mark trends and spot new opportunities,” comments Fleming.

This will prove vital in supporting Victrex’s plans to extend its operation into India, Russia and Brazil.

“The key has been the agility of the project delivery, moving away from a traditional approach and focusing on addressing the real business challenges. Our need was to see benefit straight away, Zero2Ten have helped us achieve that. I would have no hesitation in recommending them,” Fleming concludes.

With a global footprint and highly dispersed workforce, the intelligence that can now be gathered and displayed has enabled the Victrex board to make resource placement decisions based on real, rather than speculated, forecast information.

“For the first time at a board meeting, the Managing Director was able to turn up with sales forecasts that were accurate and a true reflection of what was going on.” Fleming found that the decisions being made during

a gainst a backdrop of economic instability, Victrex a global manufacturer of high performance polyaryletherketone materials, continues to buck the market trend with year on year revenue growth.

But despite this positive performance and outlook, company leaders recently became frustrated at their inability to seize all the growth opportunities they perceived due to a legacy CRM system which could not support real-time account intelligence.

Realising the need to take advantage of revenue opportunities from existing accounts and the surrounding ecosystem, Victrex turned to Microsoft Gold partner Zero2Ten to implement Microsoft Dynamics CRM Online.

Victrex now has an integrated CRM solution that delivers the accurate business and market intelligence needed to accelerate growth.

Out with the old, in with the newAs is common with many CRM implementations, Victrex’s growth and business evolution outstripped the functionality of the existing Saratoga CRM. It was no longer providing the value the company needed.

“We evaluated the current CRM system, it was pretty old and heavily reliant on IT to keep it breathing and to provide any reasonable source of flexibility.” says James Fleming, group IT director.

Mr Fleming and his team were spending too much time fire fighting and building bespoke reports, in fact, it took 1.5 full time heads just to keep the CRM system working at its existing levels of capability, “We found ourselves having to write functionality that was already standard in Microsoft Dynamics CRM,” Fleming explains.

How Victrex optimised growth opportunities and found saving through adopting CRM with Zero2Ten.

HOW DOES CRM HELP?

Leverage the Microsoft platform with:

Our manufacturing customers:

100+ manufacturing customers

Over 8,000 seats of CRM in manufacturing

Manufacturing Accelerator(CRM built for manufacturers)

ERP integration specialists

• Level 1 - Microsoft Dynamics CRM Gold Partner - This means that the partner has a number of CRM qualified staff and should be the minimum standard for successful delivery

• Level 2 - The Microsoft Dynamic Presidents Club - We are in the top 5% of Dynamics partners worldwide

• Level 3 - Microsoft Dynamics inner Circle*

• Level 4 - Partner of the Year Awards - Winners since 2011

Rapid returns & fixed fee programs

More CRM customers than any other Microsoft partner in the world

Priced Aggressively

Average % improves reported by customers using CRM

Zero2Ten

Mic

roso

ft P

artn

ers

+27% Increase in revenue

+28% Customerretention

+30% Salesproductivity

+32% Leadconversion rate

US Steel manufactures reduce customer response times by 5 days and realises increased sales and market share. Could Dynamics CRM from Zero2Ten do that for you?

CRM is the No.1 IT priority in 2013(Gartner, The worlds leading technology research & advisory company)“” “”

zeroBUILDING BUSINESS FAST

Helping MANUFACTURING Companies MAKE MONEY!

$9.3Billion R&D Spend

$39,000

Customers3.1

Million Users40

Countries

WHY DYNAMICS CRM?

WHY ZERO2TEN?

Where do Zero2Ten stand in the Microsoft CRM partner eco system? AT THE TOP!?

Gold Partner for CRM held since 2008

Presidents Club achieved

2009 - present

201120122013

201120122013

Microsoft DynamicsInner Circle

Worldwide Partner of the Year Awards

Level 1Level 2

Level 3Level 4

* An elite group of the most strategic Dynamics partners globally

How to increase revenue by $138 millionin one year” O’Neal Steel

“

To Victrex, the spoils

about VictrexVictrex is a leading manufacturer of high performance polyaryletherketone materials comprising:

Victrex Polymer Solutions: for transport, industrial and the electronics markets

Invibio Biomaterial Solutions: specialist solutions for medical device manufacturers

about Zero2TenZero2Ten has shown hundreds of companies that CRM doesn’t have to be difficult or expensive. We are the only Microsoft Dynamics CRM firm that combines deployment and a proactive user adoption roadmap into a single 100% fixed fee programme.

Zero2Ten has implemented 750+ Microsoft Dynamics CRM Online solutions - more than any other Microsoft provider. We continually fine-tune our process and user adoption programmes to give you the maximum return on your CRM investment.

To find out more about how Zero2Ten can help you build your business, email adam.Spurr@zero2ten.com or, better still, call us now on 0203 608 1445