PointSolution were chosen by one of the UK’s leading electro-mechanical manufacturing businesses to provide a sales and marketing focused CRM system that would integrate into their legacy Aurora AS400 back-office finance system.

The Client
Alpha 3 Manufacturing consolidates three manufacturing businesses under one organisation: CCS Electronics, CTL Manufacturing and DEM Manufacturing (previously Deltron Emcon).  In 2009, the two distribution businesses of Eledis and Dubilier were also consolidated within the Alpha 3 Manufacturing group.
The company employs over 240 staff across its three facilities; North Lincolnshire, Cheshire and Gloucestershire.  Each site benefits from having integrated business systems and central management support enabling them to operate more cost effectively, with more flexibility and to provide a wider scope of services.

The Requirements
The Marketing and Business Development Teams at Alpha3 were spending more and more time trying to process, track and manage the incoming leads from their website and via other sales channels. Diane Kilminster, Marketing Manager at Alpha3 comments: “With a growing number of inbound enquiries we had a growing need to centralise our lead and prospect data so that we could ensure we are responding to sales enquiries in the best way possible and also to reduce the internal resource required to track leads using more traditional methods such as Excel.”
Alpha3 also wanted to utilise their on-premises SharePoint deployment so that the CRM was consistent with the wider Company IT strategy and provide a number of key integration points into their existing systems.

The Solution
In order to reassure the team at Alpha3 that their on-premises SharePoint CRM was a good fit, PointSolutions provided a proof of concept to demonstrate the successful integration into the Aurora AS400 system and then completed the CRM implementation and the CRM roll-out in record time.  Dave Bailey, Marketing Director at PointSolutions adds: “Timings were tight and the guys at Alpha3 needed to be up and running ASAP and so one of our developers volunteered to work through the night to complete the work and get them up and running.”
Diane Kilminster, Marketing Manager at Alpha3 adds: “An essential requirement for us was the ability for the CRM to integrate into our existing Aurora AS400 systems.  This was a key reason we selected PointSolutions as a partner.”

Now five months in and the team at Alpha3 are already seeing the results and have extended the CRM users across the whole Sales Division.  PointSolutions are continuing to work with them to provide ongoing training and ensure that they are getting maximum value for the system.