Avtek

Data-Driven B2B Sales Transformation and +300% Faster Talent Growth on Microsoft Dynamics 365 CRM

Avtek (Modern Trucks) is one of Ukraine's largest commercial, municipal, construction, and special-purpose vehicle distributors with over 25 years of market leadership. Representing global and European manufacturers including Ford Trucks, Iveco, Karsan, Schwarzmüller, Hidromek, Rasco, Kassbohrer, and Hyva, Avtek supplies heavy trucks, passenger buses, special equipment, attachments, and spare parts backed by warranty and post-warranty service across 18 authorized service stations nationwide.

Business Challenge

Long-cycle B2B vehicle and fleet transactions require disciplined account planning, multi-stage pipeline visibility, and reliable revenue forecasting across regional sales teams. Avtek's leadership sought to eliminate blind spots across the sales funnel, unify commercial standards based on decades of company know-how, transition sales management fully online, and build a data-driven system for onboarding and scaling sales talent.

Microsoft & Indi Vision Solution

Working closely with Avtek's CEO, frontline sales managers, and IT specialists, Indi Vision delivered the transformation in two structured phases:

• Phase 1 - Sales Process Architecture & "Planned Account" Methodology: Indi Vision audited existing commercial workflows with active participation from practicing sales reps, tested process hypotheses in real deals, and engineered the proprietary "Planned Account" account-planning and revenue-forecasting methodology.
• Phase 2 - Microsoft Dynamics 365 CRM Implementation & Metric Team Profiling: Indi Vision automated the newly designed sales funnel, behavioral sales models, and forecasting algorithms in Microsoft Dynamics 365 CRM, reinforcing adoption with comprehensive staff training, certification testing, and data-driven metric profiling of the sales organization.

Three core principles anchored the rollout: data-driven management, active engagement of employees across every organizational tier from frontline reps to the CEO, and deep domain awareness by integration specialists of the nuances of commercial-vehicle sales.

Measurable Results

• 100% online sales management & revenue forecasting from March 2020: enabled Avtek to navigate the onset of quarantine lockdowns smoothly and with minimal operational stress.
• +300% acceleration in developing new sales talent within the commercial team, powered by structured training, testing, and data-driven metric profiling.
• End-to-end funnel transparency across every stage of B2B fleet, special-equipment, and aftermarket deals, establishing a scalable foundation for deeper marketing and operational integration.

Client Testimonial

"The primary objectives I set for our CRM implementation were increasing sales management transparency across every stage of the funnel, accurate revenue forecasting, and sustainable growth. Together with Indi Vision, we structured the project in two stages: designing our sales process and the 'Planned Account' algorithm, and implementing them on Microsoft Dynamics 365 CRM. Starting March 2020, this allowed us to transition sales management and forecasting fully online - proving invaluable when quarantine began. Rigorous personnel training and testing enabled data-driven metric profiling of our team and helped us develop new sales talent at a +300% growth rate. Elevating customer experience is our key priority, and we now have the full toolkit to make our customer service even deeper."

Serhii Kobylinskyi - CEO / Director of Avtek (Modern Trucks)