Horizon Discovery Group is a gene editing company, a world expert providing products and services for pharmaceutical and biotechnology companies and leading academic research institutes around the world. CRM Online scales with Horizon’s growth Horizon has been growing at a high digit rates for the last few years ever since it was founded and needed solutions that could scale with their growth rather than adding more people. Horizon needed to come out of five different fragmented CRM systems with a lot of data that needed to be merged together. Dr Jürgen Harter VP, Information Systems, Horizon Discovery Ltd says ‘’ It's better to have the right systems and so CRM and ERP solutions we are now putting in place fit that bill to just do more with not necessarily adding more people’’. Horizon’s sales teams had previously struggled with information about previous conversations with customers and prospects that colleagues were having/had, now they're able to go into CRM and see a chronological view and know actually when to go and have a conversation with a colleague to help support a sale. CRM has given Horizon visibility they never had, which means salespeople and developers can pair up with scientific people to help get more proposals out. Horizon can now interact with more clients to cross-sell and upsell and streamline the sales effort and be much more effective, sales have definitely grown. Business Intelligence = Actionable Decisions Horizon’s finance department previously had to work for weeks to produce the quarterly sales forecast because the information was pulled from fragmented systems, now the information is instantly available in CRM in dashboards, Horizon’s executives can see all the data right there. All the executive conversations have shifted, it is now less about struggling to get to the numbers and it's more about interpreting the numbers and then making some actionable decisions. Productivity has increased dramatically because there isn't multiple data entry, employees can access CRM via their smartphones or tablets on the CRM app's when they're on the road, they can enter their conversations with particular clients and they can do it right there and then. Intelligent Marketing Marketing are reaping rewards from CRM, the marketing team have much better visibility on what customers are doing via their website, spotting behavioural triggers to see when a customer is ready to purchase and sending automated emails to those customers that might trigger a purchase or produce lead lists that the sales team can contact. Quote from Elaine O’Brien ‘’ We've had huge increase in our visibility and certainly an increase in our conversion for the e-commerce side of the business the outbound email marketing is a lot more behaviour-driven and so the stickiness is way over and above what we were able to do before’’ How the Partnership worked Fullscope offered a controlled methodology to deploy CRM. Steered by Fullscope’s delivery team and working closely with Horizon’s project team, Elaine O’Brien VP, Marketing and e-commerce said ‘’It felt like a true partnership with them and that continues now, we feel very proud about it and we all feel that the possibilities are very exciting for us going forward’’ she added ‘’One of the main benefits that Fullscope brought to us is just their massive expertise of having worked across lots of different industries and different company types and they've been able to advise us’’ The bulk of the Horizon’s corporate systems are from Microsoft, employees benefit from familiar interfaces and connectivity using Outlook, Office 365, Sharepoint, CRM and AX all in the cloud. Watch them share their story here.