Digital Sales Transformation for a Global Leader in Compressed Air Solutions
Background
The client, a global leader in compressed air solutions, was finding it increasingly difficult to manage its sales processes. With multiple systems in use, sales engineers often spent more time entering data than engaging with customers. Managers lacked a single view of performance, and in many regions, poor connectivity made it harder for teams to update information on time. To address these challenges, the organisation set out to build a modern sales force application powered by Microsoft Dynamics 365 and Power Apps.
The Challenge
One of the biggest pain points was the amount of non-value added time in the sales cycle. Teams were manually preparing reports, quotations were prone to errors, and customer information was scattered across systems. Without a 360-degree view, sales engineers struggled to track enquiries or plan follow-ups effectively. Managers too had limited visibility into team productivity, while offline access remained a constant issue for field staff.
The Approach
The new digital sales force app was designed to simplify work for every persona in the sales journey – whether it was a field engineer, a regional manager, or a dealer principal.
Some of the core features included:
- A Customer 360 view bringing together all account details, history, and key contacts in one place.
- An automated quotation generator to ensure quick and error-free proposals.
- Offline data entry so that updates could be made even without the internet.
- AI-driven nudges and alerts to remind teams about payment deadlines, pending enquiries, or optimised route planning.
- Digital tools like 3D product demos, competitor benchmarking, and a smart pitchbook to improve conversations with customers.
The solution was rolled out using an agile approach, with strong focus on user adoption, role-based training, and security controls such as multi-factor authentication and audit trails.
Results
By reducing manual effort and automating routine tasks, the client was able to shorten its sales cycle significantly. Sales engineers now had more time to focus on customers instead of paperwork. Managers could track performance and pipeline health in real time, while field staff benefited from offline access and mobile-friendly tools. Overall, the new platform not only improved productivity and customer engagement but also created a scalable foundation for future growth across global markets.
