In global organizations operating in multiple markets simultaneously, one of the biggest management challenges is ensuring financial predictability. When sales planning and reporting processes are fragmented, management loses the ability to proactively respond to market changes.
The case study below illustrates how the Resivo team streamlined the planning process in an international enterprise by integrating multiple systems, implementing an Enterprise-class analytical standard, and building a Single Version of Truth for the entire organization.
A dozen countries across several continents.
Managing a complex sales pipeline and project execution. Manufacturing company.
Several ERP systems, including Dynamics 365 Finance & Operations, less common ERP systems. Additionally, D365 CRM/Sales, an internal, outdated database solution (SQL Server) lacking official technical support.
The existing operational model generated significant technical debt and direct efficiency losses at the managerial level. The process relied on manual preparation of revenue plans and sales data by directors of individual branches.
Each regional director spent 3 to 4 working days per month solely on manually preparing and verifying spreadsheets. Annually, this amounted to hundreds of hours of highly paid management staff frozen in purely administrative processes.
The direct impetus for change was the implementation of a new CRM system within the organization. The CRM addressed current planning, but it operated in isolation from financial and accounting processes, making it impossible to understand the situation across the entire process from quoting to production and invoicing. Data from countries still reached headquarters in Excel files, which were loaded into SQL and combined in a very basic way.
Comparative analyses of plan versus actuals were delivered with significant delays. Management had to wait over a month for data to arrive and be processed.
Reports were exclusively tabular. The system allowed for the identification of basic parameters (project number, client, estimated value) but prevented detailed analysis or understanding of the business reasons for deviations or parameter evolution over time.
The dispersion of ERP systems and lack of uniform definitions made it impossible to agree on a Single Version of Truth.
Precise permission management. Controlling who had access to sensitive financial information on a global scale was a logistical challenge.
The implemented CRM system required proper integration into the company’s IT structure to generate real reporting value. The key contribution of the Resivo team was to design and implement a comprehensive method for integrating this CRM system with the existing ERP environment, building unified analytics for all countries in line with headquarters’ requirements.
Resivo connected disparate ecosystems into a Single Version of Truth, eliminating manual processes and outdated database infrastructure.
Without the need for code modification or interference with the client's accounting and warehouse system (based on Microsoft solutions), we proposed and implemented a well-thought-out process change within the organization. We streamlined the flow of information about completed work stages, introducing clear procedures and division of responsibilities. We eliminated the gap where a completed service was not reflected in an issued document.
The central data register became the cloud-based Snowflake data warehouse, which completely replaced the previous SQL Server solution. Instead of the previous month-end waiting, the new architecture feeds and refreshes data automatically every day, processing operations from all countries without performance delays. The system also retained the functionality of monthly data freezing for retrospective analysis.
Row-Level Security, crucial for corporate structures, was implemented at the Power BI level. This design ensures that directors of individual countries have visibility only into their local results, while headquarters has a full, consolidated global perspective.
The culmination of the implementation was the launch of advanced reporting models in Power BI, which provided management with unique business insights and directly translated into tightening the revenue funnel.
The system allows for dynamic comparison of current operational performance with budget versions from previous years. Management gained a transparent view of how the company's revenue structure has strategically changed.
A precise division of financial streams was introduced. Reports clearly indicate what portion of revenue is generated by new business and what constitutes maintenance and continuity of existing contracts.
The new environment allows for immediate identification – at the individual contract level – of which projects generated higher revenue and gross margin, and which achieved results below planned estimates.
An advanced module was implemented to analyze shifts and delays in production starts in direct relation to originally planned dates. This allowed for an understanding of deviations between actual performance and the planned budget.
In the previous, manual model, some smaller or dispersed initiatives were lost in the flood of data. The new system automated oversight of every open item, effectively eliminating the risk of overlooking potential revenue.
Management gained insight into the complete history of changes, month by month. The system precisely illustrates how valuations, statuses, and the probability of closing individual sales opportunities evolved over time.
Reporting capabilities have been extended with new, strategic metrics. The company now analyzes its pipeline based on detailed customer attributes, market segments, and the consolidated performance of entire supplier groups.
The system provides precise analyses of the actual conversion of sales opportunities against plans and allows for a structural analysis of unserved or lost projects, which is key to optimizing strategy.
The implementation carried out by Resivo translated into measurable strategic and operational benefits, directly impacting the financial stability and organizational governance of the enterprise.
The need to wait until month-end to verify the achievement of assumptions has been completely eliminated. Thanks to daily data refresh in the data warehouse, the CEO and CFO have a constantly updated picture of the situation, seeing newly emerging sales opportunities and their impact on long-term plans.
Thanks to effective system integration and the introduction of uniform definitions, the entire global organization began to use the same business language. The risk of discrepancies in reports presented by individual departments and countries was eliminated.
Management gained transparent, real-time global insight into the pipeline.
Regional directors in countries were completely relieved of manual spreadsheet work, shifting their focus to operational activities and sales optimization.
The key success factor for the project was not the technology itself, but the ability to combine business requirements with the realities of the existing IT environment.
The Resivo team has years of experience working with ERP and CRM systems, as well as analytical platforms used by international enterprises. Therefore, we do not propose solutions that require costly technological revolutions.
We understand how sales, financial, and operational processes are structured in manufacturing organizations. We know the architecture of the most popular ERP and CRM systems. We can also effectively integrate internally developed systems, often functioning in organizations for many years.
Therefore, instead of forcing clients to rebuild their entire IT environment:
we leverage existing technological investments,
we design solutions tailored to the client’s architecture,
we integrate systems without disrupting current operations,
we build scalable environments ready for the organization’s future growth.
Our goal is not to implement another tool.
Our goal is to create a coherent data ecosystem that allows management to make faster decisions, increase revenue predictability, and build a lasting competitive advantage.
The implementation proved that a CRM system alone is not enough – only its proper integration with ERP systems and a modern data architecture (Snowflake, Power BI) allows for showing the full revenue management process at the Enterprise level. Resivo provided the missing technological link that brought the business vision together into a single, secure, and daily updated process.
We don’t start with technology. We start by understanding the business model, revenue management processes, and how management makes decisions. Only then do we select the data architecture, integrations, and tools to support that model.
Are you looking for a way to implement a Single Version of Truth, daily refresh results, and regain full control over revenue planning?
Contact us!
+48 606 281 103
marcin@resivo.pl
