By John Golob, Winmore CMO and Founder

April 28, 2020

Microsoft’s Dynamics CRM software turns 20 this year, a remarkable feat given the roots of the software trace back to Microsoft’s acquisition of a 10-person startup called iCommunicate.net.  Then again, back in 2000, Salesforce.com had merely $25M in revenue and was had only just begun to steal customers from Siebel Systems, whose CEO famously declared that “Salesforce.com won’t be around in a year.”

How things have changed.  

Along with most client-server models (the computer architecture which defined software in the 1990’s), CRM has moved to the cloud and, in the process, spawned a host of innovators that focus on specific markets…like us.

We’re pleased to continue to innovate in and around CRM leaders such as Microsoft Dynamics CRM and Salesforce.com with a narrow focus on the logistics industry. Such innovation is as important as ever, especially since we hear that RFP and pricing teams are tired of the constant emails, texts, and calls from reps, asking about the status of RFP responses. To give pricing and RFP teams peace-of-mind, reps can see the latest stats on every RFP response embedded in the CRM account object or screen. The accessibility to these metrics translates into greater visibility for reps—and fewer interruptions for RFP and pricing teams.

During customer meetings, we inevitably hear the question, “Can’t we just use our CRM for managing RFPs?” Unfortunately, to effectively qualify and respond to RFPs, one needs a workflow tool architected for large groups—as opposed to individual contributors (like sales reps moving deals through a pipeline). This requirement brings most CRMs to the breaking point, since managing concurrent tasks through a collaborative group workflow is difficult. Yet we do it with ease since we were designed from the ground up to empower teams working together in a structured processes.

Speaking of which, we work just as well after the sales pipeline with the customer solution on-boarding process as we do before the sales pipeline with the RFP and tender response workflows.  Within logistics – specifically contract logistics and freight forwarding – many teams struggle with incomplete data hand-offs from the RFP and pricing teams to operations.  The addition of new members to the LSP and customer teams leads to further confusion and uncertainty, as the clock ticks down on the customer’s “Go Live!” date.

There’s two-fold pressure to meet the “Go Live!” date for some of the largest logistics companies in the world. First, the LSP must achieve margin goals. A delay of a week can spell the difference between a profitable implementation and an eroded operating margin.  On the other hand, moving up the “Go Live!” date and delivering ahead of expectations can increase operating margins by threefold. 

We integrate with Microsoft Dynamics and Ssalesforce.com to keep the entire sales team informed and aware of the status of the latest implementations.  That’s a lot to celebrate over twenty birthday candles.

– John     [email protected]