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Case Study

Sales Force Automation with SAP CX / CRM

ABSTRACT
We have implemented a "contact to cash" process as part of an international project, optimizing credit, invoicing and payments management activities.

Where: Italy
Challenge
In the Downstream area, a Leading Oil Company had the need to equip the sales force with a support application for the extension in the field of the "contact to cash" process, as part of the Sales Force Automation in an international context, to share the solution with some of the European foreign affiliates.
Approach
The project involved the creation of a system in the SAP CX / CRM environment, integrated both at the process level (from the Contact phase to the Order management phase) and application level (other customer business systems in the SAP Back / end context) . The business drivers were efficient in the use of resources and efficacy (reduction in the preparation time of the scheduled periodic reports). We proposed the solution exploiting our process and technological skills.
Digital Ecosystem
Energy Resources & Sustainability
Solution
Digital Ecosystem
Energy Resources & Sustainability
The solution is placed in the Downstream market in the WholeSale phase of the Supply Chain of the Utilities market for Customer Engagement activities. The architecture adopted allowed us to be seen by the customer as a "first mover" in the SAP CX / CRM environment, with on premise services and the development of REST services on the SAP PaaS of SAP (IT Consulting), applying a methodology according to the platform standard best practices and defining a Master Model valid for all the countries of reference of the affiliates involved, managing IT Consulting services for the development / roll-out of the system and Business & User Service for the provision of multi-training language required for the types of user profiles provided. The new system allows to manage credit exposure, invoicing, payments, revenues & margins in an optimized way.
Results

 

 

 

 

Competitive advantage on costs, revenues and market share

 

 

Timeliness of sales information

 

 

Increased user satisfaction, with reduced response times

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Impacts

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Technologies

Cloud

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