Serversys Helps Towerstone
Reinvent Client Services.



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THE BUSINESS NEED

Working in the Private Equity, Venture Capital and Project Finance markets, Towerstone has to keep a detailed historical audit of everything it undertakes on behalf of clients. Therefore, being able to maintain accurate data is crucial. This is particularly important given the powers of the financial authorities – such as the FCA – to fine or even close down those firms that don’t have the correct compliance or processes in place. The company now has over 50 staff and is responsible for the data for six clients, so it became increasingly important to put standardised procedures into place.

Prior to the introduction of a CRM system, several of Towerstone’s clients used Excel spreadsheets for all their client records, sales activities and product information. This didn't provide a consolidated view across their company and relied on team members having to update specific records.

“Over reliance upon spreadsheets reached a point where it became a real headache for their company, we didn't have a quick shot, single view of our position. The administration required to update client records was clunky and outmoded. We wanted to create a central repository where all accurate, timely information was available instantly to all those staff that required access to it,”

comments Rodney Green, Head of Sales Administration at Towerstone Partners.

Towerstone looked at a number of Customer Relationship Management (CRM) solutions to transform its client reporting and transaction processes. These included a bespoke solution, Salesforce and Microsoft Dynamics CRM.

Day-to-day functions such as a 15-page report reduced to a single page have made it far simpler to present. For sales and marketing teams, the new technology is central to everything they do. Indeed, they have become such enthusiastic users that they’re actively pushing for value-added functionality. Examples include the deployment of dashboards to analyse client data better and campaign management tools to support marketing.

  Key Achievements

Towerstone Partners specialise in the Private Equity, Venture Capital & Project Finance markets.

The firm partners with private equity and venture capital companies to provide advice, knowledge and expertise – offering tailored solutions across a broad range of business functions.

Results:

  • Streamlined reported and business intelligence
  • Comprehensive single view of financial performance
  • Easily adopted by all staff
  • Improved client sales with value-added service
About Towerstone

Towerstone Partners is a London-based professional services organisation that specialises in the Alternative Financial Investments market.

The firm partners with private equity and venture capital companies to provide advice, knowledge and expertise and offers tailored solutions across a broad range of business functions.

It provides start-ups, early stage and mid-size firms with the necessary tools to develop and grow, and acts as an extension of clients’ core business.

SOLUTION

Towerstone looked at a number of Customer Relationship Management (CRM) solutions to transform its client reporting and transaction processes. The company decided to adopt Microsoft because of its strong flexibility and integration with Outlook. It turned to Microsoft Partner, Serversys, to help implement the solution.

“I’ve worked with Serversys at a previous company and know they can be trusted to provide an independent, value-added service,”

states Green.

With the implementation of Microsoft Dynamics CRM, Towerstone’s staff have become enthusiastic users because of its functionality, simplicity and ease of development.

“I have been a keen advocate of Sage, but feel that the arrival of Microsoft Dynamics has changed the marketplace. Microsoft has gone away, thought about it and has now cornered the market,”

comments Green.

The Microsoft solution has transformed many of the day-to-day functions and the way in which staff analyse data and present it to clients in a time critical manner. For instance, the sales staff can now use data out in the field in a far more pro-active way via mobile devices. Indeed, they have become such enthusiastic users that they’re actively pushing for value-added functionality. Examples include the deployment of dashboards to analyse client data better and campaign management tools to support marketing.

Towerstone has also restructured the way it provides critical business services because of its relationship with Microsoft.

“We can now provide our services to clients in a completely new way thanks to Microsoft Dynamics. We’re offering our clients the same benefits of our CRM platform to small equity firms. There are no development costs just the licensing fee. The flexibility of the Microsoft approach means we’ve transformed the way we can support our clients. Microsoft partner, Serversys, has also helped us save a significant amount of money thanks to their pro-active ‘can do’ attitude,”

says Green.
Towerstone said:

“Thanks to Serversys, Towerstone can now deliver critical business services to clients in a completely new and efficient way.”

Rodney Green, Head of Sales Administration, Towerstone Partners
Towerstone said:

“I have been a keen advocate of Sage, but feel that the arrival of Microsoft Dynamics has changed the marketplace. Microsoft has gone away, thought about it and has now cornered the market,”

Rodney Green, Head of Sales Administration, Towerstone Partner

RESULTS

Towerstone Partners has put Microsoft’s CRM technology right at the heart of its business and the way in which it supports clients. Where the company had an outdated, fragmented picture of its data, it now has a centralised repository where all information is up-to-date, transparent and fully accessible.

  Key benefits include:
  • Transformed Processes

    Towerstone has streamlined its reporting capabilities, improved business intelligence and staff aren’t duplicating tasks needlessly which leaves time for more productive purposes.

  • Adoption

    Staff now drive the adoption of new technology. Sales staff are actively campaigning for the deployment of dashboards so they can improve the way they liaise with clients. The marketing team are now self-sufficient to produce target lists and track campaigns.

  • Data Integrity

    Data integrity is critical for any company. The requirement to have a full audit trail has been realised with the adoption of Microsoft Dynamics. Now, the CRM system is at the core of the business, helping to drive sales targets and giving senior management a complete view of financial performance.

  • Business Intelligence

    Towerstone now has the capability to analyse and understand how it is doing as a business. Having a platform that provides a real-time financial picture is essential especially for sales staff who get a commission. There are no more Friday afternoon rushes to access multiple spreadsheets to get an accurate picture of sales performance.

  • Client Relationships

    Towerstone has transformed the way it supports clients by offering strong functionality. This means the firm can provide value-added CRM services cost-effectively in a highly entrepreneurial way.

Towerstone said:

“We can now provide our services to clients in a completely new way thanks to Microsoft Dynamics CRM.

We’re offering our clients the same benefits of our CRM platform to small equity firms. There are no development costs just the licensing fee. The flexibility of the Microsoft approach means we’ve transformed the way we can support our clients. Microsoft partner, Serversys, has also helped us save a significant amount of money thanks to their pro-active ‘can do’ attitude,”

says Green.