01CHALLENGE
What the project had to solve.
PASK is a boiler equipment manufacturer: block-modular boiler houses (BMBH) and water-heating boilers. Sales run through three channels at once — direct deals, a dealer network of 23 partners across 18 regions, and Prozorro tenders.
Each channel lived on its own. Deals and leads — in spreadsheets, with no single funnel. The dealer network — without oversight: who's hitting plan, who's at risk, visible only manually. And someone reviewed Prozorro tenders by hand every day: scrolling through hundreds of listings by CPV codes, eyeballing a pricing strategy.
A tender is a complex decision for a manufacturer: does the model fit the spec, what starting and minimum price to set so the margin isn't blown, will we slide into a price war. It all rested on one manager's experience and took half a day per serious listing.
02SOLUTION
What we built and why.
Deal funnel. Six stages — new lead, qualification, proposal, negotiation, contract, shipment. Cards with the product (TP-500 boiler, BMBH 1.5–2.0 MW), amount, region, manager, and priority. You see the whole pipeline and where the money is stuck.
Dealer network on a map. 23 dealers on a country map with tiers (silver / gold / platinum), plan attainment, volume, and status (active / risk / attention / inactive). You see who's carrying the network and who's lagging.
Sales breakdown by channel. The dashboard splits volume into direct, dealer, and tender sales — the owner sees which channel actually brings in the money.
A single overview. Active deals and their value, tenders in progress, won this year, revenue this month, number of dealers — on one screen.
AI inside the system — on tenders. AI Prozorro monitoring automatically pulls listings by the client's profile CPV codes and scores each for fit (as a percentage) with a verdict: recommend / consider / price-war risk / don't recommend. AI tender analysis breaks down the spec and says whether the model fits, analyzes competitors and the average price reduction, computes a pricing strategy (starting and minimum price for a target margin), flags risks, and gives a probability of winning. From the analysis screen — "Build a proposal" and "To deals" buttons: the tender becomes a deal in the funnel without double entry.
How we built it: a CRM from scratch for B2B sales (funnel, dealers, tenders, channel analytics), a Prozorro integration by CPV codes, AI modules for tender scoring and pricing strategy, a dealer network map. This is a sales CRM, not an accounting system — no inventory or bookkeeping. Development was led by our developer paired with AI-assisted development.
