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Learning CenterSupport CenterChangelog
Learning CenterSupport CenterChangelog
English
  • English
  • Arabic
English
  • English
  • Arabic
  1. Changelog
  • Fabritec New Release – 27\7\2026
  • Fabritec New Release – 15\7\2026
  • Fabritec New Release – 23\6\2026
  • Fabritec New Release – 4\6\2026
  • Fabritec New Release – 1\3\2026
  • Fabritec New Release – 25\1\2026
  1. Changelog

Fabritec New Release – 15\7\2026

New commercial pipeline, forecasting, customer intelligence, and enquiry-to-project workflow
Fabritec introduces a new Sales CRM module designed to connect the commercial process with manufacturing execution.
The CRM provides sales, estimating, management, project, planning, and production teams with a structured workspace for managing opportunities from the first customer enquiry through qualification, quotation, negotiation, award, loss, cancellation, and eventual project handover.
Instead of managing commercial opportunities through separate spreadsheets, emails, tender trackers, and follow-up lists, teams can now manage customer enquiries, commercial values, probabilities, expected award dates, costs, margins, competitors, tasks, documents, and final outcomes directly inside Fabritec.
Once an opportunity is won, it can be linked to an existing Fabritec project or converted directly into a new project, creating a controlled handover from the commercial process into operational execution.
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The new CRM module focuses on improving:
Commercial pipeline visibility
Sales forecasting
Opportunity ownership and accountability
Customer and prospect intelligence
Tender and quotation tracking
Commercial profitability visibility
Expected award planning
Win-and-loss analysis
Competitor analysis
Sales follow-up discipline
Historical forecast tracking
Commercial-to-project handover
Management visibility across future workload
CRM data access through supported AI assistants
Together, these capabilities extend Fabritec upstream from manufacturing execution into the commercial stage, helping teams understand not only what is currently being produced, but also what work may be awarded next and how that potential workload could affect the business.

New Features#

:::

1. New Sales CRM Module#

Fabritec now includes a dedicated CRM workspace for managing commercial enquiries and customer opportunities.
Navigate to:
General → CRM
The CRM contains five main areas:
Dashboard
Pipeline
Customers
Analytics
Settings
A New enquiry action is also available for quickly creating new commercial opportunities.
Each enquiry can connect commercial and operationally relevant information such as:
Customer or prospect
Main contact
Project name
Tender or customer reference
Description
Country and city
Industry
Scope of Work
Commercial quantities
Selling values
Estimated costs
Gross profit
Gross profit percentage
Currency
Probability
Sales Owner
Estimator
Expected Award Date
Expected Delivery Date
Quotation Sent Date
Competitors
Notes
Tasks
Attachments
Final commercial outcome
Linked Fabritec project
This provides one commercial record from initial opportunity through final project handover.

What’s New#

The CRM release introduces:
New commercial Pipeline
Forecast management
Kanban and List views
Customer and prospect management
Commercial-line pricing and costing
Automatic gross-profit calculations
Probability-based weighted forecasting
Sales Owner and Estimator assignment
Expected Award and Delivery Date tracking
Competitor tracking
Loss Reason tracking
CRM Tasks, Notes, and Attachments
Forecast History
Historical enquiry import
Forecast Dashboard
CRM Analytics
Win / Loss analysis
Forecast Snapshots
Customer-level commercial intelligence
Configurable CRM statuses and probabilities
Multi-currency commercial management
CRM numbering rules
CRM roles and permissions
CRM notifications
AI-supported CRM queries
Won enquiry-to-project conversion

2. Commercial Pipeline#

The Pipeline is the main workspace for managing commercial enquiries.
Navigate to:
CRM → Pipeline
The Pipeline allows sales, estimating, and management teams to follow opportunities from initial creation through their full commercial lifecycle.
Enquiries can progress through configured stages such as:
New → Qualified → Quoted → Won
Other commercial outcomes may include:
Hold
Lost
Cancelled
The exact statuses are configurable through CRM Settings.

Kanban and List Views#

Users can review the Pipeline using:
Kanban View
List View

Kanban View#

Kanban provides a visual representation of opportunities.
When grouped by Status, each configured status appears as a separate column.
Each column can show:
Status
Number of enquiries
Total commercial value
Individual enquiry cards may display:
Enquiry Number
Expected Award Date
Project Name
Customer or Prospect
Total Amount
Estimated Tonnage
Probability
Scope of Work
Sales Owner
This allows sales teams to understand the commercial position quickly without opening every enquiry.

List View#

List View provides a structured table for more detailed analysis.
Columns may include:
Enquiry Number
Customer
Project Name
Probability
Total Amount
Estimated Tonnage
GPV
Gross Profit %
Expected Award Date
Sales Owner
Status
The List View also supports tools such as:
Excel Export
PDF Export
CSV Export
Refresh
Columns
Reset Cache

Pipeline Grouping and Swimlanes#

The Pipeline can be reorganized based on different commercial dimensions.

Group By#

Users can group enquiries by:
Status
Sales Owner
Customer
Award Month
For example:
Group by Sales Owner
helps management review each salesperson’s current opportunity portfolio.
Group by Award Month
helps teams understand when customer decisions are expected.

Swimlane By#

Kanban also supports a secondary organization level using Swimlanes.
Available options include:
None
Sales Owner
Customer
Award Month
For example:
Group by Status + Swimlane by Sales Owner
allows management to review commercial stages and salesperson ownership at the same time.
This provides a more flexible way to review complex Pipelines during sales and forecast meetings.

Pipeline Filters#

The Pipeline can be filtered using commercial criteria including:
Status
Sales Owner
Country
City
Scope of Work
Customer
Competitors
Award Date From
Award Date To
Multiple filters can be applied together.
Example:
Status: Quoted
Country: Saudi Arabia
Scope of Work: Structural Steel
Sales Owner: Selected salesperson
Expected Award: August through October
This allows teams to isolate the opportunities most relevant to a specific sales review, territory, business line, or forecast period.

3. New Enquiry Creation and Commercial Costing#

Fabritec now provides a structured New Enquiry form for recording commercial opportunities.
The form is divided into six areas:
1.
Customer & Contact
2.
Project & Scope
3.
Classification
4.
Commercial Lines
5.
Forecast & Ownership
6.
Attachments
A Live Totals panel updates while the enquiry is being prepared.

Customer and Contact#

Every enquiry is connected to a customer or prospect.
Users can:
Select an existing company
Create a new prospect
Select an existing Main Contact
Add a new contact
This prevents the commercial opportunity from being managed separately from the customer relationship.

Project and Scope#

Users can record:
Project Name
Tender Number / Customer Reference
Detailed Description
One or more Scopes of Work
This gives commercial teams structured context for what the customer is requesting and supports later filtering and analytics.

Classification#

Enquiries can be classified using:
Country
City
Industry
Currency
Competitors
These classifications support more detailed Pipeline, Dashboard, Customer, and Analytics reviews.

Commercial Lines#

Commercial Lines define the commercial quantity, selling value, and expected cost of the enquiry.
Each line can include:
Description
Scope of Work
Quantity
Unit
Unit Price
Unit Cost
Line Total

Line Total#

Fabritec calculates:
Line Total = Quantity × Unit Price

Line Estimated Cost#

Fabritec calculates:
Line Cost = Quantity × Unit Cost
Commercial Lines can represent different scopes or packages within the same opportunity.
For example:
DescriptionQuantityUnitUnit Price
Structural Steel Fabrication500TonneUSD 1,200
Erection Works500TonneUSD 250
This provides a structured commercial breakdown rather than relying only on one manually entered enquiry value.

4. Live Commercial Calculations#

Fabritec automatically calculates key commercial indicators from the enquiry’s Commercial Lines.
The Live Totals panel displays:
Total Amount
Estimated Cost
Gross Profit
Gross Profit %
Estimated Tonnage
Status
Probability

Total Amount#

The complete selling value of the enquiry.
Total Amount = Sum of all Commercial Line Totals

Estimated Cost#

The expected delivery cost of the opportunity.
Estimated Cost = Sum of Quantity × Unit Cost

Gross Profit Value#

Also referred to as GPV.
GPV = Total Amount − Estimated Cost

Gross Profit %#

The expected commercial margin.
Gross Profit % = GPV ÷ Total Amount × 100

Weighted Forecast#

The probability-adjusted commercial value.
Weighted Forecast = Total Amount × Probability
Example:
FieldValue
Total AmountUSD 500,000
Probability50%
Weighted ForecastUSD 250,000
This allows management to distinguish between the complete unweighted Pipeline and the portion currently expected based on the commercial probability assigned to each opportunity.

5. Forecast and Opportunity Ownership#

Each enquiry includes a dedicated Forecast & Ownership section.
Users can maintain:
Status
Probability
Sales Owner
Estimator
Quotation Sent Date
Expected Award Date
Expected Delivery Date
These fields determine who owns the opportunity, where it currently sits commercially, and when the customer decision and eventual delivery are expected.

Status and Probability#

Statuses and probabilities work together.
For example, an organization may configure:
New → 10% or 25%
Qualified → 25% or 50%
Quoted → 50%, 75%, or 90%
Won → 100%
Lost → 0%
Cancelled → 0%
The exact structure is configurable under CRM Settings.
Users can therefore align probability with the actual commercial stage instead of entering arbitrary percentages independently.

Sales Owner#

The Sales Owner identifies the salesperson responsible for managing the opportunity.
Ownership is used across:
Pipeline grouping
Dashboard filters
Analytics
CRM data visibility
Accountability
Sales reviews

Estimator#

The Estimator identifies the person responsible for preparing or coordinating the commercial estimate.
The Sales Owner and Estimator can be different users, allowing commercial responsibility and estimating responsibility to remain clearly separated.

Expected Award Date#

The Expected Award Date records when the customer decision is anticipated.
It is used throughout CRM for:
Award Month grouping
Forecast charts
Pipeline filters
Commercial planning
Notifications
Enquiries without this date may appear as Unscheduled in date-based reporting.

6. Enquiry Details and Commercial History#

Every enquiry has a dedicated Enquiry Details workspace.
The page brings together:
Commercial information
Customer context
Ownership
Forecast history
Tasks
Notes
Attachments
Project handover
Available tabs include:
Overview
Commercials
Activity and Notes
Forecast History
Tasks
Attachments

Overview#

The Overview tab shows the commercial context of the opportunity.

Customer and Team#

Information may include:
Customer
Main Contact
Sales Owner
Estimator
Country
City
Industry
Created By
Enquiry Created
Last Modified Date

Schedule and References#

Information may include:
Expected Award Date
Expected Delivery Date
Quotation Sent Date
Tender Number / Customer Reference
For Won opportunities, additional information may include:
Won Date
Purchase Order Number
Job Number

Scope and Context#

Information may include:
Description
Scope of Work
Competitors

Commercials#

The Commercials tab provides detailed visibility into:
Total Amount
Estimated Cost
GPV
Gross Profit %
Commercial Lines
Unit Prices
Unit Costs
Line Totals
Line Costs
This allows users to understand exactly how the commercial value and expected margin were calculated.

Activity and Notes#

Teams can add commercial notes directly against the enquiry.
Typical updates include:
Customer follow-up completed
Revised quotation requested
Technical clarification received
Customer decision postponed
Delivery schedule discussed
Management approval required
This keeps important commercial history attached to the opportunity rather than scattered across messages.

Forecast History#

Fabritec records changes that affect the commercial forecast.
History entries may include:
Status changes
Probability changes
Total Amount changes
Each record can identify:
Previous value
New value
Date and time
User responsible
This helps management understand why the forecast changed, not only what the current number is.

7. CRM Tasks and Attachments#

CRM enquiries are connected with Fabritec’s existing task and document workflows.

Tasks#

Users can create enquiry-related tasks such as:
Follow up on quotation
Request missing drawings
Review estimated cost
Obtain management approval
Confirm Expected Award Date
Arrange customer meeting
Prepare revised commercial offer
Tasks remain linked to the relevant enquiry, helping teams keep responsibility and follow-up activity traceable.

Attachments#

Users can store supporting commercial documents including:
Tender documents
Customer RFQs
Quotations
Drawings
Bills of Quantities
Technical specifications
Commercial clarifications
Office documents
Images
Excel files
CSV files
This creates a central commercial record around each opportunity.

8. Historical Enquiry Import#

Fabritec now allows companies to import existing or historical commercial opportunities into CRM using:
Excel
CSV
This helps organizations migrate their current sales Pipeline instead of rebuilding every enquiry manually.
The import workflow includes:
1.
Download Template
2.
Prepare enquiries
3.
Upload file
4.
Validate and Preview
5.
Review valid and invalid rows
6.
Correct any issues
7.
Confirm valid enquiries

Import Validation#

Fabritec validates rows before creating enquiries.
Validation can identify issues such as:
Duplicate Enquiry Number
Invalid Status
Invalid Probability
Unknown Sales Owner
Unknown Estimator
Invalid Country
Invalid City
Invalid dates
Unknown Scope of Work
Unknown Industry
Unknown Unit
Unknown Currency
Missing Loss Reason
Only valid rows can be confirmed.
This reduces the risk of importing inconsistent commercial records into the CRM.

Reference Sheet#

The downloadable template includes a Reference sheet containing current CRM configuration values.
Users should use this reference when entering:
Statuses
Probabilities
Currencies
Units
Scopes
Industries
Users
Because CRM configuration may change, the latest template should be used when preparing a new import.

9. Forecast Dashboard#

Fabritec introduces a dedicated Forecast Dashboard for management and sales teams.
Navigate to:
CRM → Dashboard
The Dashboard combines live Pipeline, probability, cost, margin, outcome, and tonnage information into one commercial overview.

Dashboard KPI Cards#

The Forecast Dashboard can display indicators including:
Total Pipeline
Weighted Forecast
Total Estimated Cost
Active Pipeline
Won Value
Lost Value
Win Rate
Gross Profit
Gross Profit %
Open Tonnage
Won Tonnage
Lost Tonnage
This allows management to move beyond a simple list of enquiries and understand the financial and workload implications of the current commercial Pipeline.

Dashboard Filters#

The Dashboard can be filtered by:
Status
Sales Owner
Country
City
Scope of Work
Customer
Win Rate Basis
Whether enquiries without Expected Award Dates should be included
Multiple filters can be combined.
For example:
Country: Saudi Arabia
Sales Owner: Selected salesperson
Scope of Work: Structural Steel
Status: Quoted
The resulting KPI cards and charts are recalculated using only the matching enquiries.

Pipeline by Expected Award#

The Dashboard provides a chart showing commercial Pipeline Value by expected award month.
This can help management identify:
Months with concentrated expected awards
Potential future production demand
Weak commercial coverage
Enquiries missing Expected Award Dates
Periods requiring additional sales follow-up
Commercial opportunities without an Expected Award Date may appear as:
Unscheduled
depending on the selected Dashboard settings.

Pipeline by Status#

Pipeline can also be reviewed by Status.
This helps teams identify whether commercial value is concentrated in:
New
Qualified
Quoted
Hold
Won
Lost
Cancelled
For example, a large value under Quoted may indicate significant submitted value waiting for customer decisions.
A large value under Hold may require management review.

Value by Probability#

Fabritec also shows active Pipeline Value by probability.
This helps management assess Pipeline quality.
For example:
Large value at 10% or 25% = significant early-stage exposure
Large value at 50% = moderate commercial confidence
Large value at 75% or 90% = stronger near-award opportunities
This provides a clearer view than evaluating Total Pipeline alone.

10. Win Rate Control#

CRM introduces configurable Win Rate analysis.
Users can select between:
Closed Enquiries
All Enquiries

Closed Enquiries#

Measures Won opportunities against Won and Lost completed opportunities.
Win Rate = Won ÷ (Won + Lost) × 100
Cancelled enquiries are excluded.
Example:
Won: 6
Lost: 4
Win Rate:
60%

All Enquiries#

Measures Won opportunities against the broader commercial population.
Win Rate = Won ÷ (Won + Lost + Open + Hold) × 100
Cancelled enquiries remain excluded.
This allows management to choose the definition most appropriate for the type of commercial review being performed.

11. CRM Analytics#

Fabritec introduces a dedicated Analytics area for deeper commercial analysis.
Navigate to:
General → CRM → Analytics
The Analytics workspace contains three tabs:
Forecast
Win / Loss
Forecast Snapshots
While the Forecast Dashboard provides the current high-level commercial position, Analytics allows users to investigate the underlying Pipeline and historical results in greater detail.

Forecast Analytics#

The Forecast tab includes:
Pipeline by Probability
Pipeline by Expected Award
Pipeline Value by Probability
Pipeline by Quotation Date
The Pipeline by Probability analysis can show:
Probability
Number of Enquiries
Value
Weighted Forecast
Estimated Tonnage
GPV
Gross Profit %
This allows management to compare both the volume and commercial quality of opportunities across different confidence levels.

Pipeline by Quotation Date#

Fabritec can analyse open Pipeline based on when quotations were submitted.
This helps teams identify:
Quotation activity by month
Older opportunities requiring follow-up
Periods with high quotation activity
Enquiries that have not yet been formally quoted
Enquiries without a Quotation Sent Date may appear as Unscheduled.

12. Win / Loss Analytics#

The Win / Loss tab provides structured analysis of completed commercial outcomes.
It includes indicators such as:
Won Value
Lost Value
Closed Value
Win Rate
Won Enquiries
Lost Enquiries
Won Tonnage
Lost Tonnage
It also includes analysis for:
Win-Rate Trend
Value Won vs Lost
Loss Reasons
Competitor Win/Loss Matrix

Loss Reason Analysis#

When an enquiry is Lost, teams can record a structured Loss Reason.
Examples may include:
Price
Delivery Schedule
Technical Scope
Competitor Selected
Customer Cancelled
The Analytics page groups lost opportunities by these reasons.
This allows management to identify recurring patterns instead of relying only on free-text explanations.
For example:
Repeated Price losses may require a pricing review.
Repeated Delivery Schedule losses may indicate lead-time or capacity constraints.
Repeated Technical Scope losses may identify capability or specification gaps.

Competitor Win/Loss Matrix#

Competitors recorded on enquiries feed into the new competitor analysis.
The matrix can show:
Won opportunities involving the competitor
Lost opportunities
Open opportunities
Win / Loss comparison
This helps commercial teams understand which competitors appear most frequently and how outcomes develop when they participate in the same opportunity.

13. Forecast Snapshots#

Fabritec introduces Forecast Snapshots for preserving historical commercial checkpoints.
Instead of only viewing the current Pipeline, management can save and compare what the forecast looked like at different points in time.
The Forecast Snapshots tab can compare:
Total Pipeline
Weighted Forecast
Month-over-month Weighted Forecast change
Secured Backlog
Open Enquiries

Taking a Manual Snapshot#

Users can manually capture the current commercial position by clicking:
Take Snapshot
Manual snapshots can be useful:
Before weekly sales meetings
Before monthly management reviews
Before formal forecast submissions
Before major quotation updates
Before Pipeline cleanup
After large wins or losses
Before changing sales ownership
The snapshot records the commercial position at that checkpoint.
It does not lock the underlying enquiries.
Users can continue updating the live Pipeline while the historical snapshot remains available for future comparison.

14. Customer and Prospect Intelligence#

The new CRM Customers page provides an account-level commercial view of companies inside Fabritec.
Navigate to:
General → CRM → Customers
Companies can be viewed under:
All
Prospects
Customers
No Activity

Customer Commercial Summary#

The Customers table can show:
Company
Classification
Open Enquiries
Pipeline Value
Won Value
Total Tonnage
Last CRM Activity
This gives users a quick understanding of the current commercial relationship with each company.
For example, a company may have:
4 Open Enquiries
USD 2.5M Pipeline Value
USD 1.2M Won Value
850 T Estimated CRM Tonnage
Recent CRM Activity
This provides significantly more context than a standard company directory.

Prospect vs Customer#

Fabritec distinguishes commercial prospects from established project customers.
A prospect may already have:
Active enquiries
Quoted work
Won commercial value
Estimated tonnage
A company may remain classified as a Prospect after winning an enquiry until that opportunity is connected to the operational project workflow.
This creates a clear distinction between:
Commercial Award
and
Operational Project Creation

Customer Profile#

Each customer or prospect profile brings together:
Overview
Enquiries
Projects
Contacts
Tasks
Notes
Documents
The Overview can combine CRM insights with existing project statistics.

CRM Insights#

May include:
Open Pipeline
Won Value
Weighted Forecast
Total Tonnage
Open Tonnage
Number of Enquiries

Project Information#

May include:
Total Projects
Open Projects
Closed Projects
Total Weight
Total Surface Area
Last Project Date
This gives teams visibility into both the commercial relationship and the operational relationship with the company.

15. Won Enquiry-to-Project Handover#

One of the most important CRM capabilities is the connection between commercial opportunities and Fabritec Projects.
When an enquiry becomes Won, users can:
Link it to an existing Fabritec project
Convert it into a new Fabritec project
This creates a controlled handover from Sales into project execution.

Link Existing Project#

Use Link Existing Project when the operational project has already been created.
This avoids creating a duplicate project while preserving the relationship between the Won opportunity and the existing job.

Convert to Project#

Use Convert to Project when no Fabritec project exists yet.
The conversion workflow allows the user to review information such as:
Project Name
Customer
Address
Folder Structure
Job Number
After conversion:
A Fabritec project is created
The enquiry is linked to the project
Relevant customer and opportunity information is carried forward
The Job Number appears on the enquiry
The new project becomes available in the Projects module
Only Won enquiries can be linked or converted through this workflow.
This reduces the gap between commercial award and operational project setup.

16. CRM Settings#

The CRM release includes a dedicated configuration area.
Navigate to:
CRM → Settings
Settings include:
General Settings
Statuses
Probabilities
Scopes of Work
Industries
Competitors
Loss Reasons
Units
Numbering
Currencies
These settings control how opportunities are created, progressed, calculated, categorized, numbered, converted, and reported.

Configurable Statuses#

Organizations can configure their own sales process instead of being restricted to one fixed Pipeline.
Each Status includes:
Name
Color
Outcome Category
Allowed Probabilities
Default Probability
Active status
Every status belongs to one of five Outcome Categories:
Open
Hold
Won
Lost
Cancelled
The Outcome Category controls how Fabritec treats the enquiry in forecasting and analytics.

Configurable Probabilities#

CRM administrators can configure the probability percentages used across opportunities.
Examples include:
0%
10%
25%
35%
50%
75%
90%
100%
Probabilities are connected to Statuses.
For example:
Quoted
may allow:
50%
75%
90%
while:
Won
uses:
100%
This allows each organization to map Fabritec to its own commercial qualification model.

Scopes of Work#

CRM administrators can configure reusable Scopes of Work.
Examples may include:
Structural Steel Fabrication
Fabrication and Erection
Decorative Metalwork
Aluminum Façade Works
Site Installation
Scopes can be assigned at:
Enquiry level
Commercial Line level
They are then available for Pipeline filters, Dashboard analysis, Analytics, and eventual project creation.

Competitors and Loss Reasons#

Dedicated Settings pages allow administrators to maintain:

Competitors#

Used for competitor tracking and Win/Loss analysis.

Loss Reasons#

Used when closing unsuccessful opportunities.
This ensures commercial analysis uses structured data instead of inconsistent free-text descriptions.

17. Multi-Currency CRM#

Fabritec CRM supports enquiries in multiple active currencies.
Examples may include:
USD
EGP
SAR
EUR
Each enquiry keeps its own commercial currency.
When opportunities are combined in Dashboards and Analytics, Fabritec uses the configured Base Currency for consolidated reporting.

Base Currency and Exchange Rates#

Navigate to:
CRM → Settings → Currencies
Administrators can manage:
Base Currency
Active Currencies
Exchange Rates
Exchange-Rate Update Mode
Synchronization Frequency
Last Successful Synchronization
Automatic exchange-rate synchronization can be configured where supported.
A Synchronize Rates Now action is also available for requesting an immediate update.
This allows companies operating across multiple markets to compare the commercial Pipeline in one reporting currency.

18. CRM Numbering#

Fabritec introduces dedicated automatic numbering for CRM enquiries.
Navigate to:
CRM → Settings → Numbering
CRM Enquiry Numbering is automatic and mandatory.
A numbering structure can use tokens such as:
{PREFIX}
{YYYY}
{YY}
{MM}
{SEQ}
{SEQ:n}
{COUNTRY}
{COUNTRY_ISO2}
{COUNTRY_ISO3}
{CITY}
{CUSTOMER_CODE}
{CUSTOMER_NAME}
{PROJECT_NAME}
Example template:
{PREFIX}-{YYYY}-{SEQ:5}
Prefix:
ENQ
Generated enquiry:
ENQ-2026-00001
This allows organizations to maintain a consistent commercial numbering convention.

19. CRM Roles and Permissions#

CRM access is controlled through Fabritec Roles.
New CRM-specific permissions include:
CRM
View CRM Dashboard
View CRM Pipeline
Create and Edit Own Enquiries
Edit All Enquiries
Change Enquiry Status
Convert Enquiry to Project
Manage CRM Settings
View Team CRM Data
View All CRM Data

Page, Action, and Data Visibility Control#

CRM permissions operate across three levels:

Page Access#

Controls whether the user can open areas such as:
Dashboard
Pipeline

Action Access#

Controls whether the user can:
Create enquiries
Edit enquiries
Change Status
Convert Won enquiries into projects
Manage CRM Settings

Data Visibility#

Controls whether the user can see:
Their own CRM records
Team CRM records
All organizational CRM records
For example:
A Sales Representative may be allowed to create and edit only their own enquiries.
A Sales Manager may review all opportunities belonging to their team.
Management may receive organization-wide CRM visibility.
This helps commercial information remain aligned with each user's responsibility.

20. CRM Notifications#

CRM is connected to the Fabritec notification system.
Users may receive notifications relating to commercial activity that requires attention.
Examples include:
Expected Award Date approaching
Expected Award Date overdue
Opportunity requiring follow-up
Enquiry-related activity requiring attention
Notifications may identify:
Enquiry Number
Project Name
Reason for the reminder
and may provide a direct path to the relevant enquiry.

Permission-Based Notifications#

CRM notifications respect Fabritec permissions.
Receiving a notification does not grant additional CRM access.
For example:
A Sales Representative may receive reminders for enquiries they are permitted to manage.
A Sales Manager may receive or review reminders related to team opportunities.
An organization-wide CRM manager may see a wider set of alerts.
This helps teams respond to overdue commercial activity while maintaining CRM data-security rules.

21. AI-Powered CRM Queries#

Fabritec CRM information can also be queried through supported AI assistants such as Claude AI and ChatGPT using Fabritec’s MCP-based integration.
Users can ask natural-language questions about CRM information available to their own Fabritec account.
Fabritec remains the source of truth.
The AI assistant helps users find, summarize, compare, and explain CRM information more quickly.

Example CRM Questions#

Users can ask questions such as:
Summarize the current CRM Pipeline.
Which enquiries are expected to be awarded this month?
Show overdue enquiries grouped by Sales Owner.
Which opportunities have the highest Weighted Forecast?
List Quoted enquiries with a probability of 75% or higher.
Which customers have the highest Open Pipeline Value?
Summarize Won and Lost opportunities for this quarter.
What are the most common Loss Reasons?
Compare Pipeline Value across Sales Owners.
Which enquiries do not have an Expected Award Date?
Which opportunities have a low Gross Profit percentage?
Prepare a management summary of the current commercial outlook.
This allows users to retrieve and summarize CRM information without manually opening multiple Dashboard, Pipeline, Customer, or Analytics views.

CRM AI Permissions#

AI integration does not bypass Fabritec permissions.
The AI assistant can retrieve only CRM information available to the connected Fabritec user.
For example:
A salesperson may query their own visible enquiries.
A Sales Manager may query team opportunities.
A user with organization-wide visibility may request broader commercial summaries.
Official CRM actions must still be completed inside Fabritec.
These include:
Creating enquiries
Editing enquiries
Changing Status
Changing Probability
Marking an enquiry Won or Lost
Recording Loss Reasons
Assigning owners
Updating Commercial Lines
Uploading attachments
Converting enquiries into projects
Changing CRM Settings
Fabritec remains the execution system and official source of commercial data.

Business Use Cases and Benefits#

Use Cases#

The CRM module can support workflows such as:
Tracking new customer enquiries
Managing tender opportunities
Assigning Sales Owners and Estimators
Preparing and monitoring quotation follow-ups
Forecasting expected awards
Monitoring active commercial Pipeline
Reviewing future workload by estimated tonnage
Comparing Pipeline by Sales Owner
Reviewing opportunities by country or customer
Identifying overdue award decisions
Monitoring Gross Profit before opportunities are awarded
Tracking known competitors
Recording why opportunities were lost
Comparing Won and Lost commercial value
Reviewing customer-level Pipeline exposure
Preparing weekly sales meetings
Creating enquiry follow-up tasks
Maintaining commercial documents
Importing historical opportunities
Capturing monthly forecast snapshots
Converting awarded work directly into Fabritec projects
Querying CRM data through supported AI assistants

Business Benefits#

The new CRM module helps teams achieve:
One structured source for commercial opportunities
Better visibility into future work
More consistent sales follow-up
Clearer ownership and accountability
Better forecasting based on commercial probability
Improved visibility into expected profit before award
Stronger customer and prospect intelligence
Better understanding of commercial workload by tonnage
Structured competitor analysis
Structured loss-reason analysis
Better management visibility across the Sales Pipeline
Reduced dependency on disconnected Excel trackers
Better traceability of forecast changes
More consistent commercial reporting
Faster sales-to-project handover
Stronger connection between Sales, Estimating, Projects, Planning, and Operations
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Release Summary#

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This release introduces Sales CRM as a new commercial management layer inside Fabritec.

New CRM Capabilities#

1. Commercial Pipeline#

Manage enquiries visually using Kanban or detailed List views with grouping, swimlanes, filtering, and exports.

2. Structured Enquiry Management#

Record customer, project, commercial, classification, ownership, forecast, competitor, and document information in one opportunity.

3. Commercial Costing and Margin Visibility#

Calculate Total Amount, Estimated Cost, GPV, Gross Profit %, Estimated Tonnage, and Weighted Forecast directly from enquiry data.

4. Forecast Dashboard#

Review Pipeline, Weighted Forecast, costs, profitability, active opportunities, Won and Lost Value, Win Rate, and tonnage in one management workspace.

5. CRM Analytics#

Analyse Pipeline maturity, expected award timing, quotation timing, Win/Loss performance, Loss Reasons, competitors, and historical forecast movement.

6. Forecast Snapshots#

Capture commercial checkpoints and compare how Total Pipeline and Weighted Forecast change over time.

7. Customer and Prospect Intelligence#

Combine enquiry activity, Pipeline Value, Won Value, Weighted Forecast, tonnage, projects, contacts, tasks, notes, and documents at company level.

8. Historical Enquiry Import#

Import existing commercial opportunities from Excel or CSV with validation before records are created.

9. Configurable CRM Workflow#

Configure Statuses, Probabilities, Scopes of Work, Industries, Competitors, Loss Reasons, Units, Numbering, and Currencies.

10. CRM Roles and Data Visibility#

Control CRM access across page permissions, enquiry actions, own-team-all data visibility, and administrative settings.

11. CRM Notifications#

Receive reminders for important commercial activity such as approaching or overdue Expected Award Dates.

12. AI-Supported CRM Queries#

Use supported AI assistants to search and summarize permitted CRM information using natural-language questions.

13. Won Opportunity-to-Project Handover#

Link Won opportunities to existing projects or convert them directly into new Fabritec projects.

Final Outcome#

With the new Sales CRM module, Fabritec connects the commercial opportunity lifecycle with the operational project lifecycle.
Teams can now move from:
Customer Enquiry → Qualification → Quotation → Forecast → Award → Project
inside one connected system.
Sales gains clearer opportunity control.
Estimating gains structured commercial information.
Management gains live Pipeline and profitability visibility.
Planning and production gain earlier visibility into potential future workload.
Project teams receive a clearer handover when work is awarded.
Instead of separating sales tracking from manufacturing execution, Fabritec now creates a continuous flow from the first commercial opportunity through project creation and operational execution.
This strengthens Fabritec’s role as the execution platform for project-based and order-driven manufacturers by connecting what the business may win next with what the operation must eventually deliver.
Modified at 2026-08-16 15:41:41
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