75 As the Lexmark sales, pricing and IT teams evaluated their existing processes, a few other challenges and areas that needed improvement emerged. For example, the brand discovered that its sales and services teams were leveraging different systems for tracking customer data. Meanwhile, the company’s old CPQ software lacked the functionality to handle reporting, and featured an unintuitive, JavaScript-based interface that was difficult for the sales team to use. Products, services and supplies were also available for sale in a myriad of different combinations, making it significantly harder for Lexmark to predict demand and maintain its inventory. The company’s leadership team therefore began to envision an integrated approach to sales and operations in order to increase efficiency, ensure a sustainable path to digital transformation and ease the growing transition to remote work. It adopted a meticulous and methodical strategy to evaluate the available options. “The main challenge we had to solve was the complexity of our requirements,” says François Lourdel-Henaut, enterprise business application front office manager at Lexmark. “We needed a tool that could streamline the process of building configurations, while also helping us track and generate complex reports. As we went through demos, it became clear that Experlogix was the right solution.” Lexmark chose Microsoft Dynamics 365 for Sales for its CRM system, selecting the platform due to its robust application ecosystem, flexibility and intuitive interface. After getting a sense of the company’s product configuration and reporting requirements, the leadership team recommended it implement Experlogix for its deep integration with the Microsoft ecosystem and ability to handle configuration complexity. The system features an intuitive interface which keeps products and sales aligned with a logic-based rules engine and automated, efficient approval workflows. The Experlogix and Lexmark teams collaborated to implement the CPQ system for the sales team, allowing the company to quickly “Integration capabilities between Experlogix and Dynamics 365 have been a huge help”
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