Technology / IT Reseller
One Pipeline for a 40-Person Sales Team
Client
Nordway Technology Group
Summary
Replaced five different spreadsheets with one shared pipeline, shortening average deal cycles by three weeks.
The Challenge
Nordway's sales team was closing good business, but nobody could say how much was actually in the pipeline at any given time. Every rep kept their own spreadsheet, and forecasts were guesses dressed up as numbers.
The Solution
Truscope implemented Dynamics 365 Sales with a guided business process flow matched to Nordway's existing sales stages, plus automatic email and Teams activity capture so reps stopped manually logging every call.
Quoting moved out of email threads and into the system, so a deal's full history — quotes, calls, and notes — lived in one place instead of one rep's inbox.
“Our reps actually update it, which is the whole problem with every CRM we've tried before.”
The Results
Forecast accuracy improved enough that leadership now trusts the pipeline report without a follow-up phone call. Average deal cycle shortened by three weeks once quoting stopped happening over email.
