1. Customer Business Overview
Impression Systems & Engineers Pvt. Ltd. is a manufacturer of industrial automation machinery, catering to a wide spectrum of industries including food & beverages, automotive, heavy fabrication, shipyards, construction equipment, wind & power, and transportation machinery.
Their business involves highly customized machinery, long sales cycles, multi-level approvals, and precision-driven pricing — where even small errors in quotation or follow-up can result in lost deals or margin erosion.
2. Business Challenges That Triggered the ERP Decision
As their market reach expanded, Impression Systems began facing structural challenges in managing their sales pipeline:
Sales inquiries were coming from multiple sources, but there was no single source of truth
Quotation preparation depended heavily on individuals, causing inconsistency and delays
Approval cycles for pricing and commercial terms were informal, leading to risk exposure
Sales and accounting data were disconnected, making revenue forecasting unreliable
Management lacked real-time visibility into pipeline health, conversion ratio, and deal value
They realized that without a system-driven sales backbone, scaling sales would increase uncertainty instead of control — prompting the decision to adopt ERP.
3. Consulting-Driven ERP Solution Implemented
We designed a sales-centric ERP framework focused on control, speed, and accuracy rather than unnecessary operational complexity.
Modules Implemented:
CRM
Sales
Accounting
Our Unique Consulting Approach:
Structured inquiry-to-quotation workflow with defined stages
Controlled quotation creation with standardized pricing logic
Approval checkpoints to protect margins and commercial terms
Seamless linkage between sales orders and accounting entries
Real-time dashboards for management-level decision-making
The objective was clear:
👉 Convert sales from a people-dependent function into a predictable, process-driven system.
4. Measurable Business Impact Achieved
Post-implementation, Impression Systems achieved tangible improvements in sales efficiency and decision quality:
45% reduction in quotation turnaround time, improving win probability
32% improvement in sales process consistency, reducing dependency on individuals
25% increase in sales data accuracy, eliminating mismatches between sales and accounts
Real-time visibility of pipeline and revenue, enabling faster management decisions
Improved deal quality, with better control over pricing and approvals
Key Takeaway for Upcoming Clients:
Impression Systems’ journey shows that ERP is not only for factories and inventory — when implemented correctly, it becomes a powerful revenue-control and decision-acceleration system.
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