Sales Forecasting with SAP Sales Cloud

Previsioni di vendita SAP Sales Cloud

Sales Forecasting with SAP Sales Cloud

Profilo Azienda

Situazione

Il cliente, una realtà internazionale con filiali produttive a ciclo continuo, ha deciso di utilizzare il CRM per fornire uno strumento per supportare le previsioni di vendita e supportare con dati aggiornati la programmazione della produzione.

Azioni

È stata implementata una vista personalizzata all’interno di SAP Sales Cloud che permette ai commerciali di:

• Visualizzare tutte le possibili produzioni su una griglia interattiva

• Editare la griglia inserendo i quantitativi di produzione previsti

• Visualizzare le previsioni nella propria dashboard in Home

• Condividere le proprie previsioni con il Key Account Manager

• Permettere al Key Account Manager di confermare o modificare le previsioni

• Fornire le previsioni aggiornate agli addetti alla programmazione della produzione.

IMPATTI E KPI

I benefici dell’utilizzo di questa soluzione sono:

  • Diminuzione del numero di email interne all’organizzazione
  • Allineamento strumenti e metodologie utilizzate della rete commerciale
  • Aumentata efficacia ed efficienza commerciale
  • Maggior coordinamento tra vendite e produzione
  • Riduzione del time to-market e dello stock di materia.

Settore Industriale

Metallurgico

Servizi e Tech

CRM, SAP Sales Cloud

Processo

Sales

Advanced Credit Management

Advanced Credit Management

Company Profile

The Need

The company was facing a few challenges related to Credit Management:
  • Develop a measurable strategy to assess the degree of credit deterioration and reduce the  high-exposure risks, especially in sectors with higher default risks;
  • Track the extent of relationships between Customer Service and Accounts Receivable in managing credit management activities;
  • Collect structured information on payment reminders and reminders to pay to build a historical database and identify patterns and clusters of customer behaviour in order to minimise the risk of debt exposure.

The Solution

We have designed and implemented a SAP to enable:
  • Centralised credit policy rules within the ERP
  • Mass processing of reminder proposals and generation of communications to customers through CRM activities (attachments generated by the ERP ).

  • Management of different procedures and levels of communications (reminders with different levels of escalation up to the letter of attorney)

  • Multi-channel management of communications: email, PEC

  • Questionnaire registration for dispute management and credit recovery activities (actions, responses, repayment plans, outcomes, etc.)

The Benefits

  • +10%  in credit recovered in the “commercial management” phase
  • Reduction of “Pre-legal” and “Legal” credit
  • Reduction of credit seniority by 15%

  • Construction of a historical series for predictive analysis

Industry

Pharmaceutical

Tech & Service

CRM, SAP ECC

Process

Administration, Customer service

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Comply with the requirements of GDPR using SAP systems

Comply with the requirements of GDPR using SAP systems

Company Profile

The Need

The company  was facing some challenges related to the GDPR regulation
  • Customer data has to be deleted when a consumer requests it (Delete Customer Master Data);
  • Expired master data has to be anonymized and beforehand warnings must be displayed: master data cannot be used if consent has not been renewed;
  • More than 10 year expired sensitive data must be deleted massively (Mass deletion).

The Solution

We designed and introduced the following features within CRM Interaction Center (IC) :

  • The ‘Delete’ button that allows Customer Service to remove sensitive customer data from the master data. Before deleting the algorithm check for the existence of contact documents, orders and complaints that have not been closed in 10 years;
  • The “Anonymisation functionality” displays an error message for each expired master record to prompt renewal of customer consent;
  • The “Mass Deletion functionality” checks there are no open transactions in the last 10 years. The Deletion is then transferred to the ecommerce site and Business Intelligence system. The customer’s web account will no longer be usable.
  • Mandatory privacy management in the consumer data entry.

The Benefits

  • Compliance with GDPR, the legal framework that establishes guidelines for the collection and processing of personal information of individuals within the European Union (EU).
  • Process performance thanks to the use of SAP HANA that processes information, transferring the choices to all systems involved in the CRM, ECC, ecommerce perimeter …

Industry

Manufacturing

Tech & Service

CRM, SAP ECC, SAP HANA

Process

Marketing, Sales, Service

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