Stanlow Terminals has aggressive growth plans to scale-up and become the UK’s first sustainable energy hub. Zara Giles, Chief Commercial Officer at Stanlow Terminals explained, “ We have big aspirations for Stanlow Terminals to be at the forefront of sustainable energy in the UK. Digital technology is key to this.” To support aspirations for growth, the organisation required a robust sales system.

Starting with a new team, Stanlow Terminals had no sales solution in place and instead relied on Excel and Outlook for pipeline management. This made it very difficult to share information on leads and created a time-consuming, complicated and very manual process of tracking results.

Demonstrating value

A key driver for change was Stanlow Terminals’ need to demonstrate value in order to grow. To secure capital investment, it required a solution that evidenced a robust pipeline, proficient sale processes and projected income.  Zara Giles, Chief Commercial Officer said “We needed a solution which could provide visual reporting and demonstrate existing lead-generation activity to quantify our strategy for obtaining third-party revenue.”

An end-to-end sales process that has provided the foundations for accelerated growth at Stanlow Terminals

Dynamics 365 Sales provides Stanlow Terminals with access to customer and opportunity information and with SharePoint integration, centralises the latest version of documentation. The solution helps to progress projects and opportunities faster, as now everyone has sight of all activity, reducing duplication of effort and streamlining leads and pipeline development.

Since the system has gone live, Stanlow Terminal has accelerated their sales pipeline and been able to establish an accurate 5 year business plan, an activity supported by a more efficient sales process with robust reporting.

Greater collaboration

Stanlow Terminals utilises Dynamics 365 integration with Microsoft Teams, augmenting chat messaging with lead information to improve collaboration on opportunities. Using the solutions together enables its engineering teams to feed into the system with internal project information, enriching opportunities with useful data.

The commercial team are also harnessing Dynamics 365 Sales to manage internal communication within the workforce, ensuring key information is shared and the system is being fully utilised.

Demonstrating value

With Dynamics 365 Sales, Stanlow Terminal now have an auditable, end-to-end sales process through which they can evidence lead-generation and pipeline development. The solution provides intuitive, data-rich reporting dashboards which are shared to demonstrate value and encourage internal investment.

Zara Giles Chief Commercial Officer:  “Everything ran completely to plan. I could not fault the team at Telefónica Tech, they were a pleasure to work with, especially with the project being delivered remotely due to Covid-19.”