Dynamics 365 CRM for BBF — automated realty sales in Cyprus

BBF, an international construction company operating in Cyprus, engaged Awara IT to overhaul a stalled sales process built on Microsoft Dynamics 365 Customer Engagement. Sales teams were reluctant to use the CRM because workflows were manual, the mobile experience was poor and process milestones required repeated data entry. The objective was a pragmatic, business-first implementation that would remove friction, improve adoption and automate the realty sales lifecyle from lead to contract.

Awara IT redesigned the Dynamics 365 environment, introduced targeted automations, optimized the interface for mobile users and integrated key systems (Outlook, SharePoint, accounting). Within the project timeframe BBF achieved consistent CRM usage, shorter sales cycles and fewer manual errors — delivering measurable improvements in pipeline visibility and sales productivity for the Cyprus market.

Müşteri / Sektör / Ülke

BBF is an international construction company with residential and commercial real estate projects in Cyprus (Western Europe). The company operates regionally and manages project sales, client relationships and post-sale handover for multi-unit developments.

İş zorluğu

BBF’s sales process relied on a legacy Dynamics 365 Customer Engagement instance that was underused by sales staff. Salespeople bypassed the system, maintaining spreadsheets and emails instead. Key process gaps included inconsistent lead qualification, manual handoffs between sales and contracts, and repeated data entry which increased error rates and slowed deal closure.

Mobile access and field usability were particularly weak: sales reps visiting showhomes and sites could not reliably update records on the go. Management lacked real-time pipeline visibility and standardized stage definitions, making forecasting unreliable. The trigger for the project was a strategic decision to automate the realty sales process end-to-end, increase CRM adoption, and improve the timeliness and accuracy of sales records.

Neden Dynamics 365 seçildi

BBF already used Microsoft Dynamics 365 Customer Engagement as its CRM platform, so selecting it for the redesign minimized disruption and leveraged existing licenses and data models. Dynamics 365 provided the necessary Sales entities, security model and extensibility to model property units, contracts and staged sales processes without a full platform replacement.

Awara IT recommended using Dynamics 365 together with Power Platform components for automation and mobile UX because the combination supports native connectivity to Microsoft 365, secure Azure AD single sign-on, and fast delivery of role-tailored forms and workflows. This approach reduced integration complexity, accelerated delivery and ensured data residency and compliance within the Microsoft cloud for Cyprus operations.

Uygulanan modüller

• Dynamics 365 Sales (Customer Engagement) — customized for realty sales
• Custom entities for properties, units and reservations
• Power Apps mobile interface for on-site sales updates
• Power Automate workflows for lead-to-contract automation
• Document management via SharePoint integration
• Basic Dynamics 365 Marketing configuration for open-house campaigns

Entegrasyonlar

• Microsoft 365 / Outlook (server-side synchronization and activity tracking)
• SharePoint for document storage and contract templates
• Azure AD for SSO and role-based access control
• Local accounting system (API) for contract invoicing and VAT handoff
• SMS gateway for automated customer notifications
• External property listing portal API for inventory sync

Yerelleştirme ve uyumluluk

The solution was configured for Cyprus-specific requirements: euro (EUR) currency, local VAT handling on contract handovers and bilingual UI support (English and Greek) for end users. Document templates and invoicing handoffs were aligned with Cypriot VAT rules and reporting expectations so accounting could consume contract data with minimal manual correction. All personal data handling and marketing communications were implemented in accordance with GDPR and standard EU data protection practices, with data stored in Microsoft cloud regions compliant with EU rules.

İş değeri

Awara IT’s focused implementation delivered measurable operational improvements for BBF. Increased CRM adoption and a mobile-first interface ensured sales activity was captured in real time, which improved pipeline accuracy and forecasting. Automated workflows eliminated repetitive data entry and reduced handoff delays between sales and accounting, accelerating contract turnaround and reducing error rates.

For BBF leadership, the project translated into higher visibility into project-level sales performance, a faster conversion rate on site visits and lower administrative cost per closed deal. The combination of Dynamics 365 and targeted integrations created a stable platform BBF can extend as new developments are launched across the region.