FINANCE ERP IMPLEMENTATION OF MICROSOFT DYNAMICS 365

By transforming RevOps & leveraging ABM, XPLUS generated €5M+ in deals value.

The story of how XPLUS is implementing revenue operations and ABM to become a global leader in Microsoft Dynamics 365 (ERP) projects.

Results
€5M
in pipeline value
37
marketing
influenced deals
3
new international
markets

About XPLUS

ERP software and support services provider focused on leveraging Microsoft Dynamics. As the company was pushing its 20-year anniversary, it became evident it needed a marketing makeover.

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ERP Implementation and Maintainance
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150+ employees
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Microsoft Gold Certified Partner, Inner Circle member (1% of the best ERP partner worldwide)
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Their positioning was hurting them.

Despite their excellent value, they were unable to reach an international audience.

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Clarify the offering

First, we did detailed research on the market, interviewing top industry leaders. This gave us a fine understanding of their challenges - and how to solve them.

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Infrastructure

What followed was an update on how they managed their revenue operations. We implemented HubSpot from scratch and aligned the teams on it.

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Account Based Programs

As soon as the model was validated, we expanded into three industries and identified the countries with the greatest chance of success for account-based programs.

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Pipeline value in millions of euros.

Warsaw, Poland

We clarified their offering and validated a system that generates international deal opportunities.

Targeted Accounts

Enterprise companies using Microsoft Dynamics ERP systems and looking for ERP. CRM, accounting & finance, business analytics, project management, or cloud solutions. With the key industries being Construction, Transportation, Manufacturing, Retail, and project-based, XPLUS targets Enterprise companies employing 1000+ people with offices in Poland.

Challenge

Despite serving global businesses, Polish companies were a focus. There are only so many clients in a country with 37 million people.

And since growth relied on referrals, deals were scarce, and growth was sluggish. A small audience was reached. When approaching international markets, marketing and sales efforts had a low ROI.

Growth was slow since they grew from referrals.

Their CRM wasn’t prepared to handle their needs.

Brand focused on Poland.

Solution

Before launching a full-scale operation, we had to validate the audience, the process, and the messaging. After initial research and setup, we launched our pilot program. And the results were impressive.

XPLUS has always been one of the best in the field. But they didn’t promote that. We refined their value propositions and clarified their messaging to appeal to our target markets.

Then we implemented HubSpot CRM for their revenue ops. The team received training, and we configured the CRM to handle the huge amount of context related to each lead.

Our pilot program generated 168 high-value international leads through an in-depth webinar. It was a huge success. The road ahead spelt growth.

With the model validated, it was time to expand the scope.

We specified 3 industries to target along with the countries with the highest chance of success. This guided the team on how to craft highly-specialized ebooks and webinars for the target audiences.

And the results speak for themselves. Over 1500 leads were captured, with total deal value reaching the millions. XPLUS is now on the path to becoming a top 0.1% company.

Results

From 168 leads they’ve jumped to over 1500, bringing in 37 influenced deals with a pipeline value of €5M+

XPLUS Marta
We appreciated fast onboarding and deep involvement with the product.

We appreciated fast onboarding and MAN Digital’s deep involvement with the product. As we lack some in-house resources, having outside team members who are committed and have an answer to every question was very helpful.

Marta Szwakopf
Head of Marketing at XPLUS

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