Transforming Sales Operations: Dynamics 365 Implementation at Mekdam Holding Group
Mekdam Holding Group is a diversified conglomerate operating across various sectors, including Software Services (Emerging), Technology Solutions (ELV), Steel & Contracting (MSSC), CAMS, Technology, and Oil & Gas. With an expanding portfolio of business entities and subsidiaries, Mekdam required a robust and scalable CRM solution to optimise its lead and opportunity management processes.
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Mekdam Holding Group, a diversified conglomerate, faced inefficiencies in managing sales leads, opportunities, and approvals across its six subsidiaries, each with unique sales processes and approval mechanisms. The company required a robust CRM solution to streamline operations, improve automation, and enhance decision-making.
Zelite Solutions implemented Microsoft Dynamics 365 Sales, tailoring the solution to accommodate Mekdam’s complex approval workflows, multi-tiered approval conditions, and subsidiary-specific processes. The implementation included custom PowerApps Component Framework (PCF) controls, a kanban view for opportunity tracking, a custom lead scoring mechanism, and multi-currency cost calculations (USD, QAR, EURO). Additionally, automation enhancements enabled lazy approvals with three response options, email-based approval workflows, and custom cost sheet exports for seamless decision-making.
With subsidiary-specific dashboards for pipeline tracking, sales summaries, KPIs, and hot cases, the solution empowered Mekdam with real-time insights and improved efficiency. The successful migration from Odoo CRM to Dynamics 365 ensured scalability, flexibility, and a robust foundation for future digital transformation. This project resulted in enhanced sales performance, optimised approval workflows, improved user adoption, and increased operational agility.
Mekdam Holding Group faced significant inefficiencies in managing sales leads, opportunities, and approvals across its six subsidiaries, each with unique sales processes and approval mechanisms. The existing system lacked automation, real-time insights, and seamless departmental integration. The company sought a CRM system that could:
- Ensure uniform lead and opportunity management across all subsidiaries.
- Support subsidiary-specific approval workflows with unique triggering conditions.
- Automate sales monitoring and reporting for improved decision-making.
- Seamlessly transition from the legacy Odoo CRM to Microsoft Dynamics 365 Sales.
- Implement lazy approval with three conditions: Approve, Reject, and Request for More Details.
- Provide advanced reporting dashboards tailored to each subsidiary.
Zelite Solutions was chosen to implement Microsoft Dynamics 365 Sales to address Mekdam’s challenges.
The implementation process included:
Requirement Analysis & Consulting
- Conducted an in-depth analysis of business challenges and objectives.
- Identified subsidiary-specific sales processes and approval workflows.
- Designed a customised implementation plan aligned with business needs.
Customisation & Development
- Configured Dynamics 365 Sales to support multi-subsidiary operations.
- Developed custom approval workflows tailored to each subsidiary’s unique conditions.
- Implemented lazy approval with three response conditions: Approve, Reject, and Request for More Details.
- Designed and developed a custom PowerApps Component Framework (PCF) control to display all opportunities in a Kanban view.
- Created a custom lead scoring mechanism based on predefined checklists.
- Implemented custom cost calculations with automatic currency conversion (USD, QAR, & EURO).
- Segregated opportunity products into internal and vendor-based categories, incorporating contingencies, tax, markup, and discount calculations.
- Developed a custom template for cost sheet export and email approval.
Approval Process Automation
- Designed multi-tiered hierarchical approval workflows per subsidiary.
- Integrated email notifications and task assignments at every approval stage.
- Enabled lazy approvals where stakeholders could respond via email.
- Incorporated approval conditions specific to each subsidiary’s workflow.
Data Migration
- Ensured a smooth migration from Odoo CRM to Dynamics 365 Sales.
- Mapped and transferred historical sales data, leads, and opportunities.
Support & Training
- Conducted administrator and end-user training sessions.
- Provided hands-on workshops to facilitate user adoption.
- Established post-implementation support to ensure seamless transition.
Lead & Opportunity Management
- Automated lead capture and qualification.
- Customisable opportunity workflows for enhanced tracking.
- Seamless lead-to-opportunity conversion.
Approval Workflow Automation
- Multi-tiered approval workflows tailored to each subsidiary.
- Real-time email notifications and task assignments.
- Lazy approval with three response options.
Pricing & Product Management
- Automated cost calculations with multi-currency support (USD, QAR, EURO).
- Opportunity product segregation for internal and vendor-based categories.
- Custom cost sheet export for email approvals.
Dashboards & Reports
Subsidiary-specific dashboards featuring:
- Pipeline Overview
- Sales Summary
- Key Performance Indicators (KPI)
- Hot Cases Tracking
- Real-time revenue tracking and forecasting.
Security & Role Management
- Defined access roles and permissions per business unit.
- Controlled data visibility across subsidiaries.
- Enhanced Efficiency: Automated workflows reduced manual interventions and improved response times for lead and opportunity management.
- Improved Decision-Making: Real-time dashboards provided accurate sales forecasts and performance analytics for each subsidiary.
- Streamlined Approvals :Multi-tiered approval workflows eliminated bottlenecks and ensured policy compliance.
- Better User Adoption: Comprehensive training programs enabled smooth transition and increased productivity.
- Scalability and Flexibility :The solution provided a solid foundation for future enhancements and integrations with other business applications.
With the successful implementation of Microsoft Dynamics 365 Sales, Mekdam Holding Group streamlined its sales operations, improved visibility into business processes, and enhanced overall efficiency. By adopting a scalable CRM platform tailored to its multi-subsidiary structure, Mekdam is well-positioned for sustained growth and digital transformation.
