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

B2B Customer 360 view

B2B Customer 360 view

Company profile

The Need

The company boasts continuous cycle production plants around the world. Faced with the new challenges posed by an increasingly competitive and international market, the company board chose to provide a 360-degree view of the B2B customer to its sales force. This decision was aimed at taking advantage of market knowledge and at the same time laying the foundations for the group’s data driven future.

The Solution

We tailored a SAP Sales Cloud solution and created a customized “Customer 360°” view to completely satisfy the information and operational needs expressed by sales. Through this view, it is possible to:

  • Obtain a positive or negative evaluation of the budget/shipping ratio
  • Know the prices usually charged to a specific customer
  • Check past due items and monitor customer exposure
  • Compare month-to-month volumes for a given customer
  • Introduce discrete customer satisfaction ratings
  • Visualize on the graph the customer satisfaction based on the introduced evaluations
  • Have memory of visits made, reports collected and e-mail exchanges that have taken place
  • Know the managers and contact persons for each customer.
The solution is highly integrated with the group’s legacy systems. For reporting activities it relies on SAP BusinessObjects, while lists and master data are taken from the ECC management system. The solution is available on the cloud.

The Benefits

 
  • Reduction of 30% in daily sales operation time
  • Reduction of email exchange between sales, production planning and administration by 20%
  • Increased effectiveness and efficiency in the sales process
  • Monitoring of profitability, satisfaction and exposure 
  • Increased effectiveness in the proposal to the customer with consequent reduction of churn and increase in profit margins
  • Gain insight into customer opinion on products and interactions with the company

Industry

Machinery & Components

Tech & Service

SAP BO, SAP ECC, SAP Sales Cloud

Process

Sales

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