Good morning, Mike
My Day: West Suburbs Territory
Heavy Equipment Account Manager · Addison branch
Open pipeline
$2.84M
▲ 12% vs last month
Quotes awaiting reply
7
3 older than 10 days
Rental units on rent (my accts)
41
78% time utilization
Quarter to target
71%
AI Daily Brief Generated from CRM + ERP + telematics
- HotNew web lead from Prairie State Concrete & Paving wants a 14 to 15 ton excavator for a 6 month job. Existing customer, heavy renter. Open lead →
- RentalKessler Site Works has had a CX57C mini excavator on rent for 7 months. Rent paid so far equals 61% of a new unit. Suggest a rental purchase conversation.
- FleetCX57C mini excavator idle 41 days at Marne. Ask Fleet Assistant who should rent it next →
- ServiceVillage of Glen Ridge DPW: 3 CASE wheel loaders will cross 1,000 hours in the next 3 weeks. PM kits in stock at Wauconda.
- SuppliesNorthfield Forming has not ordered forming accessories in 45 days, normally every 14. Possible competitor switch.
Today's tasks
- Call Prairie State re: excavator lead
- ✓Send TL100 quote to Lakeshore Paving
- Demo at Channahon yard, 2:00 PM
- Follow up: Kessler RPO offer
HOW THIS SCREEN IS BUILT
UI Databricks Apps (React / Python)Brief Foundation model via Model ServingData Gold tables in Unity CatalogAuth Entra ID SSO, row level security by territory
Reps only see their territory's accounts. The daily brief is generated nightly from governed lakehouse tables, so every insight is traceable to a source record.
Step 1 · Lead captured
Web quote request: 14 to 15 ton excavator
Submitted via mccannonline.com "Request a Quote" form · 7:42 AM today
Request details
Contact
Dan Mrozek, Operations Manager
Company
Prairie State Concrete & Paving
Email / Phone
dmrozek@prairiestate-demo.com · (630) 555-0148
Job site
Route 59 widening, Naperville IL
Interested in
Excavator, 14 to 15 ton class, reduced tail swing
Timing / Duration
Needed in 2 weeks · 6+ months
Message
"We keep renting excavators every season. Want to understand rent vs buy for a CX145 size machine, with a thumb and coupler. Also need our forming supplies on the same account."
AI qualification
87
High intent · Buy signal
Scored by lead model on intent words, account history and season
- ✔ Existing customer since 2016 (matched to ERP customer #40318)
- ✔ $86.4K excavator rental spend in last 12 months
- ✔ Mentions "rent vs buy": purchase intent
- ✔ Cross sell: active forming supplies buyer
Smart routing
Suggested owner: Mike Kowalski
West Suburbs territory · nearest branch Bolingbrook (11 mi) · 2 matching units in stock
Duplicate & data check
| Check | Result |
|---|---|
| Duplicate contact | Merged with existing record |
| ERP customer match | #40318 · credit approved |
| Open AR balance | $12,480 · current |
| Open opportunities | None |
HOW THIS SCREEN IS BUILT
Intake Web form → API → LakebaseMatch ERP customer master via Lakeflow ConnectScore ML lead scoring on Model ServingRoute Territory rules table, editable by sales ops
Replaces manual email forwarding. Every web, phone and walk-in lead lands in one queue, is matched to the IBM i customer record, scored, and routed in seconds.
Step 2 · Account 360
Prairie State Concrete & Paving
Customer since 2016 · ERP #40318 · Naperville IL · Concrete and paving contractor · 38 employees
Credit OKTier A
12 mo revenue (all lines)
$214.6K
▲ 18% YoY
Rental spend · 12 mo
$86.4K
Excavators 14 to 15 t
Supplies spend · 12 mo
$71.9K
Forming, curing, rebar
Owned CASE units
3
Avg age 6.8 yrs
Spend by business line, last 12 months Unified from ERP + CRM
Next best action
Offer a CX145D SR purchase with a rental conversion credit. They have rented this machine class for 3 straight seasons. Paying rent at this pace, ownership pays back in about 22 months.
Fleet on file
| Unit | Serial | Hours | Status |
|---|---|---|---|
| CASE 580SN backhoe | JJGN58SR…4412 | 5,870 | Trade in candidate |
| CASE SV280B skid steer | NFM4…1187 | 2,110 | Healthy |
| CASE 321F wheel loader | NHF3…0921 | 3,460 | PM due 18 days |
Recent activity
- RentalRA-77814 · CX145D SR returned to Bolingbrook · 9/30
- SuppliesOrder 553201 · forming ties, curing compound · $4,210 · 10/22
- ServiceWO-31876 · 580SN hydraulic hose · Field service · 10/08
- InvoiceINV-904417 paid on time · 10/15
HOW THIS SCREEN IS BUILT
360 view Gold customer table joining ERP sales, rentals, parts, serviceTelematics CASE SiteWatch hoursNBA Propensity model + LLM explanationAsk Genie space scoped to this account
The broken CRM shows only what reps typed in. This view is computed from the system of record, so equipment, rental, parts, service and supplies history are finally on one screen.
Pipeline
West Suburbs: Heavy Equipment
Click any deal. The new Prairie State opportunity is highlighted.
HOW THIS SCREEN IS BUILT
Store Opportunities in Lakebase (OLTP)Sync Synced to Delta for forecastingForecast Win probability model
Transactions run on Lakebase Postgres for app speed. The same records sync to Delta tables automatically, so the BI dashboards and Genie see pipeline in near real time.
Step 3 · Quote & price
Quote Q-26-10482 · Prairie State Concrete & Paving
Live ERP stock, AI price guidance and margin guardrails in one place
1 · Pick a unit Live from IBM i inventory
2 · Options & protection
3 · Price & trade
Discount off list
9.0%
Trade in: CASE 580SN (5,870 hrs)
$31,500
Used desk value range: $29K to $34K (last 12 auctions)
Rental conversion credit (RA-77814)
| List price | |
| Options & protection | |
| Discount | |
| Trade allowance | |
| Rental credit | |
| Customer net |
AI price guidance
Gross margin
0%
Win probability
0%
Based on 214 comparable CX130 to CX160 deals, 2023 to 2026, plus competitor quotes logged by reps
4 · Financing comparison Illustrative terms
| Option | Term | Monthly | vs. current rent |
|---|---|---|---|
| OEM promotional financing | 48 mo | ||
| Standard finance, 7.9% | 60 mo | ||
| Keep renting (current pace) | monthly | $7,200 | - |
HOW THIS SCREEN IS BUILT
Stock IBM i inventory via CDC, refreshed every few minutesPrice Margin and win model trained on deal historyTrade Used valuation from auction + internal salesRules Margin guardrails in a governed config table
This is where the dynamic pricing and margin intelligence use case from discovery plugs straight into the seller's workflow.
Step 4 · Deal desk approval
Approval inbox: Equipment Sales Manager
Quotes below the margin guardrail route automatically. Approve from desktop, mobile or Teams.
Q-26-10482 · Prairie State Concrete & Paving Needs approval
Customer net
-
Gross margin
-
Win probability
-
Rep note
"Customer is comparing with a competitor 15 ton quote. Trade and rental credit close the gap. Supplies account adds about $70K a year in margin."
Deal desk context
- Account lifetime gross profit: $318K across all lines
- Downstream value: ProCare + PM plan + parts estimated $21K over 3 years
- Similar deals at this margin closed 71% of the time
- Unit S/N …6612 has been in stock 143 days, flooring cost rising
HOW THIS SCREEN IS BUILT
Workflow Approval rules engine in the appNotify Email / Teams adaptive cardAudit Every decision logged to Delta
Approvals that live in email today become a governed, auditable workflow with full deal context in front of the approver.
Step 5 · Win & sync to ERP
Closed won: one click, every system updated
The customer e-signed the quote. Watch the order flow back to the system of record.
Signed quote
QUOTE Q-26-10482
CASE CX145D SR excavator
Thumb · Quick coupler · ProCare 3 yr
-
Dan Mrozek, Prairie State Concrete & Paving
Automated fulfillment Write back to IBM i
HOW THIS SCREEN IS BUILT
Write back Order API / staging table consumed by IBM i jobEvents Lakeflow Jobs orchestrate downstream stepsDocs e-signature webhookFinance Lands in BI within minutes
The ERP stays the system of record for orders, inventory and invoicing. The CRM never double keys data: it reads from and writes to the ERP through governed interfaces.
Step 6 · Service & retain
After the sale: uptime and lifetime value
Telematics, service and supplies keep the account growing
New unit health · S/N …6612
Engine hours
184
Next PM (250 hr)
Nov 19
Predicted from 6.1 hrs/day average utilization
Cross sell for Route 59 job
- SuppliesCuring compound and forming ties, typical for paving phase 2
- RentalPlate compactor + light tower, 8 weeks
- AttachHydraulic breaker, used on 34% of similar jobs
Account trajectory
Open service across this account
| Work order | Unit | Type | Branch | Tech | Status |
|---|---|---|---|---|---|
| WO-32011 | CASE 321F | 1,000 hr PM | Bolingbrook | R. Alvarez | Scheduled 11/14 |
| WO-32044 | CX145D SR | Pre delivery inspection | Bolingbrook | J. Patel | Complete |
| WO-32102 | CX145D SR | 250 hr PM (auto) | Bolingbrook | Field service | Booked 11/19 · kit reserved |
End to end in one platform
Lead to quote to approval to ERP order to service: one data foundation, zero re keying.
HOW THIS SCREEN IS BUILT
IoT Telematics into DeltaPredict Usage based PM forecastRecommend Basket model across equipment, rental, supplies
Service and parts are McCann's highest margin, most recurring revenue. Proactive PM scheduling is the absorption rate lever.
Leadership view
Commercial performance across all branches
What the President and VPs see: pipeline, conversion, team performance and account risk
Open pipeline
$18.4M
▲ 9% vs last quarter
Win rate, 90 days
34%
▲ 4 pts
Quote turnaround
1.8 days
was 4.5 days
Reps active weekly
92%
CRM adoption
Pipeline by division and stage
Accounts that need attention
- RiskNorthfield Forming: supplies orders down 62% in 45 days. Likely competitor switch.
- MarginDuPage Excavating: last 3 equipment deals below guardrail. Review pricing approach.
- GrowPrairie State: rental to ownership conversion in progress, $231K deal.
- ServiceVillage of Glen Ridge: fleet PM backlog, renewal due in Q1.
Team leaderboard, quarter to date
| Rep | Branch | Won | Pipeline | GM % | Attainment |
|---|---|---|---|---|---|
| Mike Kowalski | Bolingbrook | $1.42M | $2.84M | 14.2% | |
| Erin Doyle | Schererville | $1.61M | $2.10M | 13.1% | |
| Tom Becker | Marne | $1.08M | $3.02M | 12.4% | |
| Luis Herrera | Addison | $0.94M | $1.75M | 15.6% | |
| Kate Novak | Mishawaka | $0.88M | $1.96M | 13.8% |
Cross-sell penetration Customers buying from 3+ lines
HOW THIS SCREEN IS BUILT
Role Leadership group in Entra ID, all branch rowsData CRM + ERP gold tablesRisk Churn and margin anomaly models
The same records the reps work in, rolled up for leadership. No exports, no weekly status spreadsheets.
Supply & operations view
Fulfillment, deliveries, stock and service
What the operations, logistics, supplies and service teams work from every day
Orders to fulfill
23
6 due today
Deliveries this week
31
4 trucks · 2 lowboys
Supplies SKUs below min
14
Forecast based reorder ready
Open work orders
47
8 waiting on parts
Fulfillment queue From CRM wins + ERP orders
| Order | Customer | Items | Branch | Due | Status |
|---|---|---|---|---|---|
| SO-618204 | Prairie State Concrete | CX145D SR, thumb, coupler | Bolingbrook | Thu 7 AM | PDI in progress |
| SO-618177 | Lakeshore Paving | Curing compound, 40 pails | Addison | Today | Picked |
| SO-618190 | Village of Glen Ridge | PM kits x3, filters | Wauconda | Today | On truck 2 |
| RA-78002 | Calumet Demolition | Rental: plate compactor, light tower | Crestwood | Tomorrow | Scheduled |
| SO-618212 | Northwind Utilities | Rebar ties, forming pins | Merrillville | Fri | Short 2 SKUs |
Replenishment and transfers
- Forming ties, 8" (SKU 44-1208) Bolingbrook 120 on hand, 14 day forecast 410.
- Transfer CX57C (S/N …2290) Marne to Schererville: idle 41 days vs 3 rental requests turned away.
- Curing compound price increase from supplier on Dec 1. Suggest pre-buy 300 pails.
Service board
Scheduled18
WO-32011 · CASE 321F1,000 hr PM · Prairie State
Nov 14R. Alvarez
WO-32102 · CX145D SR250 hr PM (auto)
Nov 19Field
In shop12
WO-31990 · 621GHydraulic pump · Glen Ridge DPW
Day 2J. Patel
Waiting parts8
WO-31944 · SV340BDrive motor, ETA Fri · Midway Masonry
Day 6Escalate
Ready / invoiced9
WO-32044 · CX145D SRPre delivery inspection
DoneReady
HOW THIS SCREEN IS BUILT
Orders IBM i sales orders + CRM winsForecast SKU demand model by branchFleet Rental utilization by unitWrite back POs and transfers to ERP
Sales wins flow straight into the operations queue, so nobody re-keys a delivery or chases a missing part by phone.
Admin view
Users, roles, rules and integrations
Sales ops and IT control the CRM without code changes
Users and roles Synced from Entra ID
| User | Role | Data scope | Status |
|---|---|---|---|
| Mike Kowalski | Sales Team | West Suburbs territory | Active |
| Equipment Sales Manager | Sales Manager | All equipment deals, approvals | Active |
| President | Leadership | All branches, all divisions | Active |
| Bolingbrook Ops Lead | Supply & Ops | Bolingbrook + transfers | Active |
| Dan Mrozek (Prairie State) | Customer | Own account only | Invited |
| IT Administrator | Admin | Configuration, audit | Active |
Pricing guardrails Live: changes the quote screen
Approval threshold, new equipment GM %
Hard floor, GM %
Max discount without approval
7%
Approver
Equipment Sales Manager
Lead routing rules
| If | Then route to |
|---|---|
| ZIP in West Suburbs list | Mike Kowalski |
| Product = supplies only | Branch counter desk |
| Customer type = municipal | Government accounts team |
Integration health
| Integration | Mode | Last sync | Status |
|---|---|---|---|
| IBM i ERP: customers, inventory | CDC read | 2 min ago | Healthy |
| IBM i ERP: sales orders | Write back | 14 min ago | Healthy |
| Lakebase to Delta sync | Continuous | Live | Healthy |
| e-signature webhook | Event | 1 hr ago | Healthy |
| Microsoft Teams approvals | Event | 6 min ago | Healthy |
| Legacy CRM import | One time | Completed | 48,210 records |
Audit log
- 10:03Quote Q-26-10482 approved by Equipment Sales Manager
- 09:41Role "Customer" granted to Dan Mrozek, scope account #40318
- 08:15Territory rule updated: ZIP 60564 added to West Suburbs
- 07:02Nightly AI brief generated for 38 reps
HOW THIS SCREEN IS BUILT
Identity Entra ID groups mapped to app rolesData rules Unity Catalog row filtersConfig Governed tables, versionedAudit System tables
Roles decide what each person sees in the CRM and in the BI dashboards, from a single place.
Customer view · McCann customer portal
Welcome back, Dan
Prairie State Concrete & Paving · Account #40318 · your rep: Mike Kowalski
Machines owned
3
1 PM due soon
On rent now
2
Plate compactor, light tower
Open balance
$12,480
All current
Quotes to review
1
Excavator purchase
My fleet
| Machine | Serial | Hours | Next service | |
|---|---|---|---|---|
| CASE 321F wheel loader | …0921 | 3,460 | 1,000 hr PM · Nov 14 | |
| CASE SV280B skid steer | …1187 | 2,110 | Healthy | |
| CASE 580SN backhoe | …4412 | 5,870 | Trade in offered |
Quote awaiting your signature
Q-26-10482
CASE CX145D SR excavatorThumb, quick coupler, ProCare 3 yr · trade in 580SN · rental credit
$203,849
OEM financing from $4,247/mo, less than your current rental spend
Quick reorder: construction supplies Based on your buying history
Pickup at Bolingbrook or job site delivery
Invoices and rentals
| Document | Date | Amount | Status |
|---|---|---|---|
| INV-904417 | Oct 15 | $4,210 | Paid |
| INV-905102 | Oct 29 | $8,270 | |
| RA-78011 compactor | On rent | $310/wk | |
| RA-78012 light tower | On rent | $265/wk | Week 3 |
HOW THIS SCREEN IS BUILT
Access External customer login, own account onlyData Same governed tables as the CRM, row filteredActions Sign, pay, reorder, request service write back to ERP
The customer 360 the rep sees, safely shared with the customer. Fewer calls to the counter, faster payments and more reorders.
Rental fleet assistant · chatbot enhancement
Find it, locate it, rent it again
Your in-house Microsoft chatbot, upgraded with Databricks: availability, live location, idle time and the next best customer for every unit
🤖
McCann Fleet Assistant
EnhancedRuns in Microsoft Teams and inside CRM 360 · answers from governed fleet, rental and telematics data
Fleet location, right now Telematics + ERP
AvailableOn rentOff rent pickupIn service
What changes vs today's bot
| Capability | Today | Enhanced |
|---|---|---|
| Available units by type | ✔ | ✔ |
| Live location (yard or job site) | Branch only | ✔ GPS |
| Idle days and off rent pickups | — | ✔ |
| Next customer suggestions | — | ✔ AI |
| Actions: quote, hold, transfer | — | ✔ |
| Follow up questions in plain English | Fixed menus | ✔ Genie |
HOW THIS SCREEN IS BUILT
Front end Keep the existing Microsoft bot and Teams channelBrain Databricks Genie / agent endpoint over gold fleet tablesData IBM i rental contracts + inventory + telematics GPS + CRM demandRecommend Next customer model from rental history and open quotesSecurity Same Unity Catalog permissions as the CRM
McCann's investment in the Microsoft chatbot is kept. Its back end moves from direct database lookups to governed Databricks data and AI, so answers get richer without rebuilding the bot.
