Global Company Reaps Benefits from Connecting Documents to CRM

Project Profile

Xpertdoc - Document Automation

The Xpertdoc Connector for Microsoft Dynamics 365/CRM enables the creation, management and delivery of highly personalized, data-driven documents in a single click from the Dynamics 365/CRM platform.

About Husky

Husky Injection Molding Systems Ltd. is a leading supplier of injection molding equipment and services to the plastics industry. They design, manufacture and integrate the industry’s most comprehensive range of injection molding equipment, including machines, molds, hot runners, auxiliaries and integrated systems.

The Challenges

With more than 40 service and sales offices and customers in over 100 countries, Husky generated about 3,000 quotes a month worldwide, with an average value of about $2 million each. The quotes required to be delivered in any of ten different languages and were frequently 70 pages in length. Local laws and customs determined the terms and conditions, product warranties and technical specifications attached to these quotes. The complexity of Husky’s quote documents, the volume generated, and the number of variables that had to be resolved was staggering.

Husky’s Sales Effectiveness team used a system based on a combination of tools such as Microsoft Access, Word, Excel, and a number of other applications, where it would manually gather bits and pieces of text and spreadsheets to create customized quote documents. This disconnected approach made it difficult to track exactly how many quotes were being produced and ensure they projected an image that reflected the high quality of the company’s products and services.

Creating thousands of highly personalized and complex quotes that are consistently formatted, accurate, and deliver in a timely manner sounded almost impossible. That is when Husky decided to connect Xpertdoc to their Microsoft Dynamics CRM system.

We ask our customers to make big investments in our equipment. Because of the high quality and superior service Husky provides, our products are usually more expensive than the competition. The quote documents we deliver to them must be professional, accurate, and consistent.

Sergiy Fomenko
Configure Price Quote (CPQ) Project Manager at
Husky

The Solution

Streamlining the Quote Generation Process

The first step was to gather input from 200 salespeople and 350 sales support engineers about what components should be included in Husky’s quotes, identify variables, and resolve conflicting data. Then, the company used that input to easily create the initial, simple quote templates with Xpertdoc. Their library now contains over 2,000 sections that the sales team can include in pre-approved templates by simply checking boxes, to create highly personalized and accurate quotes in minutes.

The parameters for all the required variables are controlled with Xpertdoc in Microsoft Dynamics CRM. Much of the content is automatically generated based on the location of the customers, ensuring that it is rendered in their native language and that the terms and conditions, as well as warranty information are compliant.

Pricing also comes from a central source – Husky integrated Experlogix’s CPQ system to their CRM to supply the technical equipment price configuration, which was merged into the newly created Xpertdoc quote templates.

One of the biggest benefits of the Experlogix CPQ system is the visibility it provides to senior management on the entire forecast driven by accurate quoting. They can feel confident that all quote information is precise and universally applied.

Jeff Holway
Vice-President of Sales and Marketing at
Experlogix

CRM Integration Turns Quotes into Selling Documents

Xpertdoc’s document generation logic pulls data from Husky’s Microsoft Dynamics CRM system. The Xpertdoc-generated quotes can include graphics and images found in CRM to highlight distinguishing features in the proposed offerings. The software also controls the inclusion of recommended optional equipment and accessories that might be useful for a particular customer, intelligently merging selected items based on the configuration of the machinery into the quotes.

Going beyond listing additional options, the Husky sales team has also developed value statements to accompany the recommendations. Customers see the benefits of adding those components to their order at a glance.

The Benefits

Quoting Husky machines requires a great deal of detail and variability – including outputting documents in ten languages. Integrating Microsoft Dynamics CRM data and streamlining the quote generation workflows with the Xpertdoc solution have enabled Husky to not only improve the processes involved in creating, managing and delivering critical business documents, but also enhance the effectiveness of these documents. This has resulted in turning Husky’s quotes into powerful selling tools; many sales today feature additional revenue generated by the suggested additional options and added-value statements.

The centralized and controlled environment provided by Xpertdoc and the Dynamics CRM integration has enabled Husky to eliminate the risks of branding, pricing, and compliance issues. Plus, access to CRM data and analytics has allowed the company to analyze statistics such as conversion rates and close ratios, as well as spot trends, identify risks and make adjustments to help their salespeople succeed.

Like Husky, empower your organization with document generation and document automation capabilities enabling the creation, management and delivery of better documents, faster.

Contact us today!

COVID-19 update

The spread of COVID-19 continues to evolve and in this context, we wish to inform you that Xpertdoc is closely monitoring the situation and would like to inform you of the measures taken by our team to support its employees, customers and partners.

We do not foresee any impact on the delivery of our services and want to assure our customers that we are executing our continuity plans in order to ensure that our customers continue to receive our services without jeopardizing the safety and security of our personnel.

In accordance with the recommendations of government authorities, here are some of the measures being taken by Xpertdoc:

Remote work for all employees
Arrangements have already been made and we have requested that all our employees work from home. Our continuity plan includes a full deployment of remote work arrangements to ensure uninterrupted service to our clients and partners.

Hosting and cloud services
We have been assured by our suppliers that there are no known impacts to these services, and we are confident that we are able to effectively manage the delivery of our cloud services to all our customers.

Travel
We have cancelled all business travel until further notice for all our employees. If employees have or will travel for personnel reasons, they will be asked to respect the quarantine delay before participating in any business activities.

Events and gatherings
All our events have been postponed or cancelled. Our employees are no longer allowed to participate in any events, seminars or gatherings.

We are committed to providing the best possible service to our customers and partners, to ensure that you can continue digital communications with your own audience. In these critical moments if we can help please do not hesitate to contact us.

Regards,

The Xpertdoc Team

Mise à jour sur la COVID-19

La propagation de la COVID-19 continue d’évoluer et, dans ce contexte, nous souhaitons vous informer que Xpertdoc suit de près la situation et que notre équipe a pris des mesures pour soutenir ses employé(e)s, clients et partenaires.

Nous ne prévoyons aucun impact sur la prestation de nos services et voulons assurer nos clients que nous mettons en œuvre notre plan de continuité des affaires, afin de garantir que vous continuiez à recevoir nos services, sans compromettre la santé et la sécurité de notre personnel.

Conformément aux recommandations des autorités gouvernementales du Québec, voici quelques-unes des mesures prises par Xpertdoc :

Travail à distance pour tou(te)s les employé(e)s
Nous avons demandé à tou(te)s nos employé(e)s de travailler à domicile. Notre plan de continuité des affaires comprend des arrangements de travail à distance pour assurer un service ininterrompu à nos clients et partenaires.

Hébergement et services infonuagiques
Nos fournisseurs nous ont assuré qu’il n’y avait pas d’impacts connus sur les services d’hébergement et infonuagiques. Ainsi, nous sommes convaincus d’être en mesure de gérer efficacement la livraison de nos services infonuagiques à tous nos clients.

Voyages
Nous avons annulé tous nos voyages professionnels jusqu’à nouvel ordre, pour tou(te)s les employé(e)s. Si des employé(e)s ont voyagé ou doivent voyager pour des raisons personnelles, il(elle)s seront placé(e)s en quarantaine pour une durée de 14 jours, avant leur retour au travail.

Événements et rassemblements
Tous nos événements ont été reportés ou annulés. Nos employé(e)s ne sont plus autorisé(e)s à participer à des événements, séminaires ou rassemblements.

Nous nous engageons à fournir le meilleur service possible à nos clients et partenaires, afin de garantir que vous puissiez continuer vos opérations sans interruption. Dans ces moments critiques, nous sommes là pour vous aider. N’hésitez pas à communiquer avec nous si nécessaire.

Merci,

L’équipe Xpertdoc