Transforming Sales and Customer Management at RMI
RMI is a multi-entity, global service provider executing large-scale technical projects. Its complex sales cycle spans lead generation, opportunity management, project scoping, contracting, and international fulfillment. But as the company grew, so did the fragmentation of its customer data and tools.
these businesses trust in benchmarked to stay secure, compliant, and in control
Transforming Sales and Customer Management at RMI
The Challenge
Fragmented CRM and Disconnected Data
RMI relied on Salesforce, but usage varied widely across teams. Key issues included:
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Inconsistent or duplicate customer records
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Limited visibility into opportunity status or conversion metrics
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Separate systems for CRM, project execution, and documentation
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Manual data entry across Salesforce, Airtable, and Excel
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No unified view of client history, activities, or document workflows
With over 55,000 records spread across multiple platforms, the risk of missed revenue, poor forecasting, and compliance issues became critical.
Solution
CRM Replatforming
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Migrated 100,000+ records from Salesforce using KingswaySoft, including:
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41k Leads
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21k Accounts
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14k Contacts
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7k Opportunities
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13k Tasks
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55k+ Emails and 4.5k attachments
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Performed migration via staging environment and two dry-run validations to ensure data integrity
Sales Process Redesign
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Implemented Business Process Flows (BPFs) to guide reps through a stage-based sales cycle
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Defined lead-to-project transitions to align CRM with project execution
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Integrated Dynamics 365 with SharePoint for centralized document access
Solution
Customer 360 & Reporting
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Unified view of account history, pipeline status, project connections, and communications
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Built dashboards and role-based KPIs for sales managers and executives
Training & Adoption
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Delivered Train-the-Trainer sessions for key users
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Simplified UI forms to display only stage-relevant fields, improving adoption and reducing friction
Project Sponsor’s Opinion
“What we had before were fragments of the truth. Now we have full visibility — and a single language across Sales, Projects, and Ops.”
— Project Sponsor, RMI
The Results
Retired Salesforce and eliminated third-party license costs
Consolidated customer and sales data across all entities into a single governed system
Improved adoption with intuitive, role-specific workflows
Delivered real-time pipeline visibility across leads, opportunities, and projects
Centralized contract and activity history via SharePoint & Exchange integration
Laid the foundation for a scalable “Lead to Cash” ecosystem integrated with projects and finance
Frequently Asked Questions
Salesforce usage was fragmented, with duplicate records, disconnected workflows, and no unified reporting. Dynamics 365 provided a centralized, scalable solution integrated with project and finance systems.
We used KingswaySoft, staging environments, and two dry-run validations to verify records, attachments, and workflows before full migration.
BPFs guide users through stage-based sales processes, ensuring consistency, adherence to policies, and proper handoffs between sales and project teams.
Dynamics 365 dashboards and role-based KPIs allow real-time monitoring of opportunities, pipeline health, and project connections, giving executives and managers actionable insights.
Through Train-the-Trainer sessions, simplified UI forms, and stage-relevant workflows, users quickly learned the system without disrupting daily operations.
Yes. The Dynamics 365 platform, integrated with SharePoint, Exchange, and project systems, is modular and scalable, supporting future expansions, new entities, and cross-functional workflows.
RMI now has a single source of truth for customer, sales, and project data, reducing redundancy, improving forecasting, and streamlining global operations.
Why choose us
We don’t just help you “pass the audit.”
We embed ourselves in your operations, implement the changes with you, and guide your team through what matters, what to prioritize, and where the trade-offs lie—so compliance actually improves your security, not just your paperwork.
Diving deep into cost structures, contracts, and utilization
Translating raw IT data into actionable business insights
IT cost optimization isn’t about cutting corners — it’s about making sure every dollar spent serves a purpose.
Case studies.
Hear what others have say.
5.0
Many thanks Mat. Really appreciate your team's hard work over the last few months. This has not been an easy task.
Dr. S.Iyabo Tinubu-Karch
CEO Sidra Medicine
4.5
RMI being ISO 27001 and 14001 certified. These certifications are a testament to the hard work, dedication, and collaborative efforts of everyone.
Claire Todd
QHSE Manager, RMI
4.3
Thank you for your outsdanding work without any setbacks.
Devid Palcic
CEO Robotina
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