Summary
Key results
A unified B2B sales process covering quotation and order handling in a single system
Simpler, more ergonomic user work thanks to UI and process alignment with real needs
Dispersed data and an inconsistent B2B sales process
The organization runs extensive B2B operations – from own brands to contract manufacturing for international biotech companies. As the business scaled, the volume of customers, RFQs, and tender processes increased, demanding tighter control over sales and data.
Previously, customer and quotation information was scattered across disparate systems and local tools. This hindered rapid access to current data, consolidation of information, and a full view of relationships with key partners. The company needed a dedicated solution to support the teams responsible for B2B sales and enable continued growth across CEE and beyond.
Dynamics 365 as the central B2B sales platform
Sii Poland designed and implemented a Microsoft Dynamics 365–based solution serving as the central sales platform for departments managing business partnerships. Beyond replacing legacy tools, the system was built to mirror the real B2B sales, quotation, and order-handling process.
Sii first identified the needs and requirements of the Contract Manufacturing (CM) and Active Pharmaceutical Ingredients (API) departments, then built a CRM solution aligned with their day-to-day work. The implementation leveraged Microsoft Dynamics 365, Microsoft Azure, and Power Automate for process automation.
Scope of work:
- Business analysis with CM and API to model the B2B sales and tender process in the system
- Implementation of a Dynamics 365–based CRM to support the full sales cycle – from inquiry to order
- Centralization of customer data from multiple systems to provide a single, consolidated view of partner relationships
- Integration with selected back-office solutions, including Dynamics 365 Finance & Supply Chain Management, ensuring end-to-end data continuity from sales to operations
- Use of Microsoft Azure and Power Automate to automate selected tasks and prepare the solution for further scaling
- SLA-based run and support to address user needs and keep the platform stable
Stable support for B2B sales and tender processes
The new sales platform enables B2B teams to work from a single, shared source of customer truth. Quotes, orders, and engagement status are available in one place, simplifying planning and relationship management with key partners.
A system tailored to CM and API streamlines daily work – users now handle core B2B sales processes in one intuitive tool, with complete history of contacts and transactions. Thanks to data centralization and integration with finance/operations systems, information is consistent and current across the organization.
Ongoing SLA support from Sii ensures stable operations and a clear path for further development in line with the client’s strategic B2B goals and expansion plans in Central and Eastern Europe and other regions.