Prepared for Dennis Gregory, Jimmy Kassis, Petrina Wicks and Sonja McKeddie, Aurizon Containerised Freight. 29 September 2026.

Connecting Outlook to the CRM: the cost of the gap

Every month the inbox and the CRM stay apart costs Containerised Freight about

$0

Every number is editable in Your numbers. Defaults are labelled estimates.

If you can see this message, WordPress has blocked this page’s script, so the figures cannot calculate.

Executive summary

The CRM is adopted and working. The gap is between Outlook, where selling happens, and the CRM, where it is recorded. Phase 1 closes it with Outlook integration, the Notetaker, pipeline and follow-up agents, and Sidekick, in 90 hours.

More deals won

+0
deals a year, $0 revenue
Now

0%

With

0%

Faster close

$0
revenue brought forward a year
Now

0 d

With

0 d

Time back to sell

0
hours a year, about 0

Break-even

0
of one average deal covers three years of cost
Cost

$0

Value

$0

Annual value$0
Three-year value$0
Three-year cost$0
Payback after go-live0

More deals won $0Faster close $0Admin time returned $0

What we heard

From our calls over the last 12 months. Each point shows who raised it and when.

SSituation
  • CRM live since late 2025; 14 users on 10 licences. Brad Tuck, 15 Feb 2026
  • Selling runs through personal Outlook mailboxes and Teams. Jimmy Kassis, 1 Sep 2026
  • 400 to 500 shippers in the market, about 100 in active conversation. Dennis Gregory, 1 Sep 2026
  • Deals are measured in TEU, not dollars. Jimmy Kassis, 15 Feb 2026
PProblem
  • Emails copied into the CRM; meetings logged twice. Jimmy Kassis, 1 Sep 2026
  • Meetings missed in the CRM, so reports understate activity. Petrina Wicks, 1 Sep 2026
  • Follow-ups held in people’s heads. Dennis Gregory, 1 Sep 2026
  • Teams calls rarely recorded; notes handwritten. Jimmy Kassis, 1 Sep 2026

“I actually forget to put them into the CRM.”Petrina Wicks, requirements call, 1 Sep 2026

IImplication
  • Reporting is only as good as what gets entered. Jimmy Kassis, 1 Sep 2026
  • During leave, account history sits in one inbox. Jimmy Kassis, 1 Sep 2026
  • Reps sell and fight fires on existing accounts at once. Jimmy Kassis, 1 Sep 2026

“You can’t just burn that person because a couple of years down the track, it’s back to their turn in the market.”Dennis Gregory, requirements call, 1 Sep 2026

NNeed-payoff
  • Cover more opportunities with the same people. Dennis Gregory, 1 Sep 2026
  • About 20% more customer interactions per rep. Dennis Gregory, 1 Sep 2026
  • A governed soft launch of AI before customer service in 2027. Dennis Gregory, 1 Sep 2026

Market context

$150MContainerised Freight transport revenue FY26, up 32%Aurizon Annual Report 2025-26
237k TEUFY26 volume, up from zero in FY22FY26 investor slides, via Investing.com
69%Utilisation at H1 FY26, against about 82% targetH1 FY26 results, via Kalkine
FY27Expected EBITDA breakeven for Containerised FreightFY26 results, ASX announcement
16%of non-bulk freight moves by rail, against 70% of bulkRailfreight.com, BITRE data

The cost of the gap

Two lenses are counted. Two are left out so the case rests on the conservative drivers.

Deal flow

$0

Follow-ups become dated tasks automatically, so deals close sooner and more often.

Admin

$0

Emails, meetings and call notes log themselves against the right account and deal.

Insights

Upside, not counted

Exception reports before one-on-ones, and an executive TEU pipeline built on complete data.

Customer experience

Upside, not counted

Consistent follow-up, one-click customer history, no dropped threads during leave.

What changes for your team

The same three drivers as the calculator below, read as what they mean for the people doing the selling.

+0%
selling capacity returned to each rep

Time kills deals

When email and meetings log themselves, a rep replies to a live enquiry in minutes, not at the end of the week. At 4 hours reclaimed a week, that is +0% more selling time per rep, on top of faster and more accurate replies to every customer.

Now

Full week

With

4 h back

+0 pts
win rate, from faster follow-up

Every sales person now has a PA using agentic AI: a sales support agent

The pipeline and follow-up agents catch the promise a rep would otherwise forget, draft the next step for review and flag a deal before it goes cold. Modelled as win rate moving from 25% to 30%, worth $0 a year.

Now

0%

With

0%

0 months
before the next sales hire is needed

Grow the pipeline before you grow the team

Hours returned across the team come to about 0.6 FTE a year, capacity you would otherwise hire for. At that rate the next sales hire can wait about 0 months, before ramp-up time is even counted.

1 FTE

reference

Gained

0.6 FTE

“Sales support agent” means the Phase 1 pipeline and follow-up agents, detailed in the AI capability map. Figures are illustrative, driven by the sliders in Your numbers.

Your numbers

Pick a scenario, then replace any default with your own. Inputs stay in this browser.

Investment

CRM seats

Already active

Existing licences; not part of this decision.

AI, all capabilities

$0

a year. 40,000 credits a month covering Notetaker, agent and Sidekick. Subject to monday.com pricing.

Work Perfect Phase 1

$0

90 hours, one-off.

Year by year, from go-live

Year Share of full benefit Value Cost Net Cumulative

Solution and architecture

Phase 1 connects Outlook to the CRM and switches on the AI your team asked for. More agents follow every two to three months.

Solid: Phase 1. Dashed: backlog. Amber: security boundary under Aurizon Cyber review. Microsoft 365 Where selling happens today Outlook mail Outlook calendar Teams meetings Entra ID sign-in per user, governed by Aurizon admin monday.com CRM One record of every interaction Accounts Contacts Deals, by corridor and TEU Emails and activities timeline monday.com AI Capped by admin; rep stays in control Notetaker: summary into deal Pipeline and follow-up agents:stage drift, cadence, drafts Sidekick: summarise my day Dashboards Team activity, fed automatically Executive TEU pipeline and top deals Later stages Service module for the customer service inbox Campaigns, inbound lead capture, trading alerts More agents every 2 to 3 months Coaching exceptions, drafted follow-ups in each rep’s writing style

Outlook integration

Emails and meetings link to the right account and deal. Book meetings from the CRM in one step.

Notetaker

Teams calls and in-person voice debriefs summarised into the deal, with actions.

Pipeline and follow-up agents

Flag stalled deals and stage changes, turn email promises into dated tasks, draft follow-ups for review.

AI capability map

21 capabilities, each tagged to the value it creates. Filter by phase or by the lever it moves.

Phase
Moves

Capabilities described from monday.com product documentation as at September 2026. Availability on Aurizon’s plan, rollout timing and AI credit use to be confirmed with monday.com at renewal.

Permissions, data flows and AI processing are under Aurizon Cyber review. This page makes no claims on those; they will be confirmed in writing through that review.

Timeline

Indicative timelineSubject to sign-off, resource availability and change.

No changes to your live system until FebruaryEverything is built and tested in a development (DEV) environment. It moves to production (PROD) in the new year, when Aurizon can accept changes.
OctoberSign-off
NovemberDiscovery and design
December to JanuaryBuild and testing in DEV
FebruaryGo live in PROD

Hatched weeks: Christmas shutdown (Closed). Diamonds: milestones.

Existing clients

Work Perfect delivers monday.com and AI-enabled workflows across mining, marine and industrial services.

Osmoflo Peabody Energy Allseas MMA Offshore Vertech Group

Prepared by

Steve Derviniotis

Head of AI Solutions, Public Sector and Enterprise, Work Perfect

steve@workperfect.io

monday.com Aurizon CRM and Outlook Evaluation by Work Perfect, 29 September 2026. Figures recalculate in your browser; inputs are stored on this device only.

Functional requirements and backlog

Priority: Must, Should, Could.

ID Requirement Raised by Phase Priority

Assumptions and sources

Item Default Basis Type
Revenue per TEU $630 FY26 transport revenue of $150M divided by 237,000 TEU. Blended across corridors; Aurizon finance to confirm a sales yield. Derived
Average deal size 650 TEU a year Deal records in the CRM build sat around 700 to 900 TEU (Jack Beehan, Work Perfect, CRM handover, 22 Oct 2025). Top-deal threshold for the executive view is 2,000 to 3,000 TEU (Jimmy Kassis, 15 Feb 2026). Jimmy to confirm. Assumption
Quota-carrying reps 6 Sales team named across our calls, including the open role (Dennis Gregory, 1 Sep 2026). Assumption
Opportunities, current win rate, current days to close 8 a month, 25%, 90 days Placeholders pending a CRM pipeline report. These drive most of the result. Assumption
Win-rate uplift 5 points, 25% to 30% Work Perfect assumption from tighter follow-up and deal insight. Dennis estimated about 20% more interactions per rep (1 Sep 2026). Assumption
Days removed from close 10 Faster follow-up from automatic task creation. Work Perfect assumption. Assumption
Admin hours saved 4 a rep a week Field sales research puts admin and data entry near 8 hours a week (SPOTIO, 2026); Forrester’s study of monday.com found 3 hours a week per user (2019, commissioned by monday.com). Benchmark
Saved time redirected to selling 50% Forrester’s conservatism factor: not every saved minute becomes selling time. Benchmark
Contribution margin 35%, fixed Extra TEU into spare capacity carries mostly variable cost. Aurizon finance to replace. Assumption
Benefit ramp One sales cycle Benefits build evenly from PROD go-live and reach full value after one current sales cycle (the “current days to close” input). 52 working weeks a year. No separate risk adjustment. Assumption
Loaded cost per rep hour $85 Indicative for Australian B2B sales roles including on-costs. Assumption
AI, all capabilities $7,800 a year 40,000 credits a month from one shared pool at about A$650 a month on an annual plan. Covers Notetaker (about 120 credits per recorded hour), the pipeline agent and Sidekick. AI pauses at 100% of the allocation, with no overage charges; alerts at 80% and 100%. Credits used during DEV build and testing come from the same pool. Indicative list pricing, excluding GST, subject to monday.com pricing, which can change. Vendor list
Work Perfect services 90 hours at $300 Phase 1: discovery, design, DEV build, testing, PROD deployment, training and two weeks of hypercare. Excluding GST; confirmed in the formal proposal. Estimate
AI capabilities 21 listed From Work Perfect’s capability matrix for Aurizon (September 2026), based on monday.com product documentation. Availability on Aurizon’s plan, rollout timing and credit use to be confirmed with monday.com. Vendor docs
Built-in CRM AI No credits Timeline summary, AI email assistant and deal insights are built into monday CRM and, per monday.com documentation, do not consume AI credits once AI is enabled. To be confirmed with monday.com. Vendor docs
CRM seats Already active Existing licences; not incremental to this decision. Excluded
Selling capacity per rep Hours saved / 38 Admin hours reclaimed as a share of a standard 38-hour week. Illustrative measure of capacity, not a headcount claim. Derived
Next hire delay FTE gained x 12 Hours returned across the team, expressed as a fraction of one full-time role (see FTE row), multiplied by 12 months. Illustrative: assumes that fraction substitutes directly for new headcount, before any ramp-up time for a new hire is counted. Derived

An illustrative model based on your inputs, Aurizon’s published results and published benchmarks. A framework for your own business case, not a guaranteed return.