Challenge
Milexia is a French company which specialises in high tech electrical components, used in consumer electronics, medical and scientific devices, military and space exploration. Expanding their operations in the past years, Milexia faced some significant operational challenges:
The need for a unified Sales Process supported by a CRM system that could serve as a single source of truth from lead to cash.
Integrating operations across 5 countries with differing data models, ways of working, and legal requirements, while also preparing for future expansion and onboarding from acquisitions and strategic partnerships.
The absence of a CRM system in three of the five countries, compounded by the use of various ERP systems, created difficulties in group reporting and pipeline visibility. The need for one unified and consistent data model was crucial for effective cross-country analysis and strategic alignment.
Strategic CRM Selection and Planning
Digital Hive was onboarded in the early phases of the project. During the first phase, we assisted Milexia in making strategic CRM decisions that aligned with their long-term growth and operational goals. To achieve this, our consultant worked with the Milexia internal team on the following areas to gather their needs and building the RFP.
Analysis and Platform Selection
Conducting comprehensive business analysis sessions with Sales and Marketing departments to identify 41 critical sales functionalities and 26 marketing requirements that the CRM would need to fulfil.
Performing a benchmark analysis of leading CRM platforms (Salesforce, Microsoft Dynamics 365, and SAP CRM) to evaluate the best fit for Milexia’s needs. Similarly, multiple Marketing platforms were analysed (ClickDimensions, Lemlist, Hubspot)
As an outcome of our benchmark analysis, we conducted an in-depth examination of Microsoft Dynamics 365 to ensure it met all requirements before final platform selection.
RFP Development and Partner Selection
Creating a detailed Request for Proposal (RFP) based on insights gathered during the analysis phase, which was shared with potential MS Dynamics implementation partners.
Assisting Milexia in evaluating potential implementation partners and navigating the selection process to identify the most capable partner for their needs.
Implementation Oversight and Strategic Guidance
During the implementation phase of the project, Digital Hive’s role expanded to safeguarding Milexia’s interests and ensuring success by providing:
Stakeholder Management
Facilitating effective communication between Milexia’s internal teams and the external implementation partner. This ensured alignment and clarity across all project activities.
Escalation Management
Proactively addressing challenges and escalations, such as data migration complexities, by designing collaborative solutions with the support of Microsoft’s technical services.
Scope and Project Management
Maintaining oversight of project milestones, protecting the project timeline and budget, and ensuring that deliverables met quality standards and Milexia’s strategic objectives.
Results
The successful implementation of Microsoft Dynamics 365, integrated with ClickDimensions Marketing Automation is currently being rolled out in the current Milexia countries. This platform will allow Milexia to reach their goals and prepare for the future. Not only will there be a centralized and clear dashboard for sales pipeline management, but Milexia will also be ready to seamlessly onboard newly acquired companies and expand their operations with a consistent approach.
Digital Hive’s early engagement and comprehensive support ensured that Milexia selected the right CRM solution and protected their strategic interests throughout the implementation. By facilitating strong stakeholder communication, proactive escalation management, and disciplined scope management, Digital Hive demonstrated its value as a trusted strategic partner. This collaborative approach laid the groundwork for long-term operational success and scalability.
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