Industrial CRM
Industrial CRM: from opportunity to costing, quote and order
The AVIA ERP CRM follows each B2B deal from the opportunity to the customer order, through technical costing and a quote — on the same customer, item and invoice base as the rest of the ERP.
Opportunities qualified for industry
Industrial CRM
Each opportunity carries the customer, amount, probability, expected close date, salesperson, source, channel, segment and priority — and, specific to industrial sales, the specifications, volume, quality requirements and delivery constraints.
- Status
- Available
- Module
- Industrial CRM
A path without re-keying
- Opportunity, costing, quote, customer order: one thread
- 360° customer view: revenue, invoices, quotes, open opportunities
- B2B customer portal: quote request and online acceptance
Short answer
An industrial CRM is a CRM designed for B2B sales of manufactured products: the opportunity carries specifications, a volume, quality requirements and delivery constraints, then a technical costing (bill of materials, operations, subcontracting, margin) feeds the quote. In AVIA ERP, the opportunity moves through a seven-stage pipeline, the quote can go through an approval circuit based on its amount, and it converts into a customer order or an invoice without re-keying.
What the CRM does
Every capability exists in the product. Those whose scope is narrower than their name are marked “Partial” and explained.
- Available
Opportunities qualified for industry
Each opportunity carries the customer, amount, probability, expected close date, salesperson, source, channel, segment and priority — and, specific to industrial sales, the specifications, volume, quality requirements and delivery constraints.
- Available
Drag-and-drop pipeline
Seven stages: open, under study, study validated, quote sent, negotiation, won, lost. Moving a card updates the probability according to the stage.
- Available
Forecast and reports
Weighted pipeline (amount × probability) per stage, monthly forecast, win rate, average time to win, average basket, and pipeline, conversion, performance and loss-reason reports. The loss-reason report groups the notes entered on lost opportunities.
- Available
Technical costing
From the opportunity: bill of materials with prices taken from items, labour operations, overheads and subcontracting, target margin, price computed from margin or margin derived from price, printable study. A quote can be generated from one or several costings. Costing is entered by hand: the manufacturing routing is not imported automatically.
- Available
Quotes, approval and conversion
Lines with sections, two-level discounts, FODEC, stamp duty, validity, PDF printing, statuses. Tiered approval circuit by amount and rules. Quote converted into a customer order, with quantities per line, or into an invoice.
- Partial
Follow-ups and tracking
Interactions attached to the opportunity (type, subject, next action and its date), tasks with due date, priority and owner, follow-up e-mail template. Everything is entered by hand: no follow-up is triggered automatically.
What the CRM does not do
To decide whether it is enough for your sales force, these points matter more than the feature list.
- No separate “lead” or prospect entity: an inbound request is opened directly as an opportunity, at the “open” stage.
- No quote versions or revisions: no revision history is kept.
- No automatic sales follow-up or quote reminder.
- No synchronisation with an external mailbox: the CRM mailbox sends over SMTP and keeps its own folders.
- The customer score (0 to 100) is computed on existing customers from invoices — recency, frequency, amount, engagement; it is not prospect scoring.
How it is deployed
The CRM is part of the ERP: there is no interface to build and no customer base to synchronise. Deployment takes 2 to 4 weeks for the Essentiel and Professionnel packs, and 6 to 12 weeks for Enterprise and On-Premise. The modules included in each pack can be checked in the offer comparison.
Going further
Three guides on costing, engineer-to-order manufacturing and choosing an ERP, sectors where the quote is technical, and neighbouring product pages.
Guides
Production
Industrial cost price: calculating it without going wrong
10 min read
Architecture
Agri-Equipment & Special Machines: the Engineering-to-Order (ETO) ERP
7 min read
Architecture
How to choose an industrial ERP: the 7-step method
9 min read
Sectors
- Special machinesProject-based management, engineer-to-order (ETO), costing, evolving bills of materials and margins.
- ConstructionSite management, quantity surveys and progress billing, margin per project and crew planning.
- MachiningRoutings and machine times, CNC centres, subcontracting, dimensional inspection and true cost price.
Related pages
Frequently asked questions
What is an industrial CRM?
It is a CRM adapted to B2B sales of manufactured products: the opportunity carries technical specifications, the price is built by a costing (material, operations, subcontracting, margin) and the quote converts into an order without re-keying.
Can a deal be costed from the CRM?
Yes. From the opportunity, the costing study takes item prices, adds labour, overheads and subcontracting, and computes the price from a target margin or the margin from a price. It is entered by hand, without automatic import of the manufacturing routing.
Does the quote follow an approval circuit?
Yes: a tiered circuit based on the amount and rules. It relies on the same business-rule engine as the ERP’s other approvals.
Are sales follow-ups automatic?
No. Interactions, next actions and tasks are entered by hand, with a due date and an owner. No quote reminder is sent automatically.
Can my customers request a quote online?
Yes, through the B2B customer portal: quote request, viewing quotes and invoices, accepting a sent quote.
Let’s look at your sales cycle on a real case. Forty-five minutes, one real process, a written summary.
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