Eyeful Presentations is an international consultancy that specialises in optimising the value of business presentations for global brands. After experiencing 50 per cent growth in one year, it decided to look for a customer relationship management
(CRM) solution to replace Salesforce.com. Working with The CRM Business, it migrated to Microsoft Dynamics CRM Online with Microsoft Office 365, and provisioned its new office in hours rather than weeks.
Eyeful Presentations, founded in the United Kingdom (U.K.) in 2004, is a fast-growing business specialising in developing messaging, content, and design for graphical and feature-rich presentations. It offers services in the United States, the Netherlands,
and Russia. Among its customers are global brands such as Unilever, Microsoft, the BBC, Coca-Cola, and Visa, which value the company’s presentation optimisation skills.
In its early years, Eyeful Presentations invested in Salesforce.com for CRM, initially with up to five licences. But the solution didn’t scale well as the business grew from a largely virtual organisation to one with offices and fixed workstations.
Simon Morton, Managing Director, Eyeful Presentations, says: “We needed a more reliable and user-friendly central source of information so that the entire sales team had an accurate view of its dealings with customers. Most of our staff had lost faith in
the solution. As a result, it wasn’t updated regularly and monitoring key performance indicators (KPIs) became complicated and time consuming.”
A key challenge for Eyeful Presentations was the address book in Salesforce.com, which didn’t integrate well with its Microsoft Office software. Morton says: “As the company grew, we found we were spending much more on Salesforce.com CRM software licences,
which were less and less useful to us. The system was getting in the way of us looking after our customers—the interface with Microsoft Outlook didn’t work well for our people.”
The turning point came when Morton assessed the cost of maintaining his existing CRM software supplier, after which he started researching cloud-based CRM systems. He was impressed by the website of Microsoft Customer Relationship Management Gold Partner
The CRM Business, and decided to approach the company.
The CRM Business worked with Eyeful Presentations to understand its needs, particularly its requirement for more comprehensive KPI monitoring. Eyeful Presentations wanted to extend CRM to departments other than sales, and ensure that the software could be
used easily through the cloud by the company’s international offices and executives on the move. For this requirement, The CRM Business recommended Microsoft Dynamics CRM Online, which helps users configure a workspace that’s personalised to meet their unique
roles and information needs.
The company also wanted to generate KPIs from its disparate data sources, including Excel spreadsheets and Sage accounting software. The CRM Business recommended that Eyeful Presentations subscribe to Office 365—the hosted online version of the Microsoft
Office suite. This provides a complete cloud solution for all the firm’s internal and external communication and collaboration needs.
Roger Collins, Managing Director, The CRM Business, says: “At first, the emphasis was on helping to make the Eyeful Presentations sales processes more efficient rather than just creating additional work for the 18 users in the sales team. But this brief
was subsequently extended into a wider ranging use of the cloud for greater business agility, as well as helping the customer with culture change.”
Eyeful Presentations is meeting the challenge of supporting its rapidly expanding business by using cloud-based Microsoft technologies, including Microsoft Dynamics CRM Online and Microsoft Office 365. In early 2012, the company’s newly established office
in Russia was fully integrated into its Microsoft enterprise-wide business systems in days rather than weeks.
CRM tool helps manage 50 per cent growth year on year. With its business expanding by up to 50 per cent a year, the combination of Microsoft Dynamics CRM Online and Office 365 has been a critical factor in the success of the project. Together,
they’ve given Eyeful Presentations senior managers a single view of the business.
Office in Russia goes online in days. Morton says: “Our office in Russia was online through the cloud within days of signing the contract with our newly appointed representative. Before, this would have taken weeks to organise.”
Users value integration of CRM software with Outlook email client.
Use of the CRM toolset has increased significantly since the Salesforce.com system was replaced. Morton says: “The CRM system now opens automatically when our users log on and is fully embedded as part of our everyday processes. It has also helped our sales
people manage accounts better—everything they need is at their fingertips.”
CRM toolset produces KPIs in a timely way to improve decision making. Morton says: “Extracting KPIs from the previous system was time consuming and the information was often out of date. Now I can access data and make instant decisions from
Partner support helps with new ways of working. Morton describes the backup provided by The CRM Business as “outstanding” and now sees his Microsoft Partner contacts as members of his extended team. He adds: “The CRM Business helped bring
all members of staff on-board quickly and now they’re all really enthusiastic about the new toolset.”
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