Finance
Consolidating Growth: Modernizing the CRM for Fast-Scaling Financial Services
Primary Area
Infrastructure & Cloud
Service Area
CRM (Contact, Account Migration, Cleanup, Enrichment)
Products Used
Dynamics 365 for Sales Enterprise, Power Platform
Roles Impacted
CEO, CFO, Director of Sales, Account Managers
Impact Highlight
~30% increase in productive selling time
Opportunity
Rapid growth outpaced the firm's spreadsheets, a small Salesforce deployment, and disconnected servicing/compliance databases, fragmenting lead, customer, partner, and vendor data. Leadership treated the mess as an opportunity to build a scalable, auditable relationship platform before expansion created bigger risk.
Data scattered across Excel trackers, email inboxes, and local databases; no single source of truth.
Front-line sales, operations, compliance, and partner teams tracked records in Excel and elsewhere.
Duplicate and incomplete records increased regulatory exposure and undercut cross‑sell insight.
Vendor onboarding inconsistent; ownership unclear; SLAs frequently missed.
Reporting rollups required multiple days of manual reconciliation each month.
Solution
Our team convened stakeholders to define a unified data model and process taxonomy spanning lead→client→account, partner tiers, and vendor risk attributes, translating growth goals into clear CRM requirements. We delivered a phased migration from spreadsheets, and SQL lists to a Microsoft cloud architecture centered on Dynamics 365 Sales and the Power Platform.
People: Named data stewards; role‑based training for sales, partner ops, compliance; executive dashboards to reinforce adoption.
Process: Standardized lifecycle states; vendor due‑diligence stage gates; data quality rules.
Technology: Dynamics 365 Sales; Microsoft Dataverse; model‑driven Power Apps for partner & vendor operations; Power Automate workflows; Power BI regulatory & revenue dashboards; Entra ID SSO & granular security roles.
Migration: Field mapping & transformation from Excel sheets; dedupe via Dataflows + match rules; historical activity archived in Azure Data Lake Storage.
Governance: Power Platform Center of Excellence Starter Kit telemetry; automated field‑level auditing & retention policies.
Impact
The firm now runs on a single governed customer/partner/vendor record in Dynamics 365 and Dataverse, with role‑tailored apps surfacing required data and compliance steps in context. Automated workflows and unified analytics replaced manual reconciliation, improved pipeline accuracy, and created a repeatable platform for expansion into new financial products.
Centralized account, partner, and vendor management lifted critical data completeness and eliminated duplicate records.
Sales pipeline tracking accuracy improved, contributing to ~30% increase in productive selling time and faster conversion on qualified leads.
Partner onboarding median cycle time dropped through automated document collection and approvals.
Monthly executive reporting shrank to on‑demand Power BI dashboards.
Automated audit trails and retention policies cut regulator exam prep time and reduced findings tied to missing documentation.