Summary
Key results
Centralized contractor and project data
Faster quoting through integration with Dynamics 365 Finance & Operations and WEBCON BPS
Growing project scale and the need to centralize data
ERBUD executes dozens of projects simultaneously in Poland and Western Europe – including Germany, Belgium, France, and the Netherlands. As operations scaled, centralizing data on contractors, projects, and bids became essential to sustain growth. Previously, fragmented records and manual information exchange reduced visibility, hindered sales-team collaboration, and prolonged bid preparation. To protect competitive advantage and gain tighter control over the investment portfolio, ERBUD’s leadership selected Sii to implement Microsoft Dynamics 365 Sales – leveraging Sii’s ERP/CRM experience with large organizations.
Dynamics 365 Sales CRM implementation
The project aimed to organize data and automate sales processes across the ERBUD Group so teams could work with consistent information and effective tools. Sii formed a project team including a Delivery Manager, Solution Architect, two CRM Consultants, and a development team. Work followed Agile over 12 months, enabling iterative alignment to user needs and quick validation of assumptions. Sii delivered the end-to-end rollout – from analysis through user training – providing a ready-to-use Dynamics 365 Sales environment integrated with finance and document workflow.
Scope included:
- Process analysis and business workshops to identify gaps and define functional requirements
- Design and configuration of Dynamics 365 Sales aligned to ERBUD’s project model and construction-industry specifics
- System integrations enabling automated data exchange between CRM, the Dynamics 365 Finance & Operations (F&O) accounting system, and the WEBCON BPS document-workflow platform
- Process automation via Microsoft Power Automate, eliminating duplicates in contractor and project registers and accelerating team workflows
- Stability and compliance verification through testing and optimization
- Training and hypercare, preparing users and ensuring a smooth go-live
The new CRM became the central tool supporting the entire sales cycle, improving efficiency and transparency across the ERBUD Group.
Clean data and more effective sales teamwork
With Microsoft Dynamics 365 Sales, ERBUD centralized contractor and project data in a single system – improving information quality and eliminating duplicates. Sales teams now collaborate more effectively with real-time access to current data, enabling faster responses to market needs. New tools deliver ad-hoc reporting, including pipeline and forecast reports, salesperson activity, lead/opportunity conversion, and sales results by product, client, or region. Manager dashboards and Power BI reports built on Dynamics 365 data further support data-driven decision-making. In addition, improved pipeline management helps plan and execute commercial activities more effectively, supporting the company’s continued growth.
A detailed analysis of the entire process also revealed the potential for more advanced changes. These included the possibility of reducing operating costs by over PLN 200,000 per year and identifying tasks that could be excluded from the team's scope of work, freeing up 5 full-time equivalents (FTEs) to work in areas of greater strategic importance.
“With the new CRM, we finally have a single source of truth for contractors and projects. Sales teams work from the same, up-to-date data, which eliminates errors and speeds up proposal preparation. It makes our daily work easier and helps us respond faster to customer needs.” – ERBUD representative