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Case Study
A centralized CRM platform for an international industrial group
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We standardized customer relationship processes, simplifying and accelerating sales forecasts.
Where: international
Where: international
Challenge
The industrial group, working in the automotive, aerospace, energy and consumer electronics markets, experienced a fast growth, that occurred also through acquisition processes and fostered a high degree of autonomy of the different branches.
Approach
The group highlighted the need to share client’s information with all the offices, especially with respect to global accounts, to redefine and generalize sales and support processes. The objective was to simplify, standardize, and accelerate the production of the business forecasts and finally to improve the management and qualifying activities of the leads by attending a number of international trade fairs.
Digital Ecosystem
Solution
Digital Ecosystem
Our consulting activity began by training the group’s Top Management on CRM and Marketing aspects in B2B contexts. We then carried out an assessment that allowed the group to identify the actions to carry out on the management levels (processes/human resources), to design the to-be application architecture and develop the business case.
Once the investment was approved, we supported the client in the activities of governance, change management and user adoption. Today the CRM Corporate Template that we implemented is used by the group’s branches to support the activities in the sales, marketing and customer care areas.
Results
Increased new clients with lower acquisition costs
Reduced time and costs for sales forecasts
Reduced average response times vs customers.
Impacts
Technologies
AI & Data
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Research Project
Circular TwAIn - AI for Recycling, Reusing and Remanufacturing
An AI platform to increase the performance, resilience, and sustainability of direct manufacturing and process industries, promoting circular economy.
Case Study
SCM Wood Division of SCM Group, harmonizes its worldwide processes through Engineering and Microsoft Dynamics
Definition, implementation and rollout of a core model based on Microsoft DYN365FO for the foreign subsidiaries of SCM Group's 'Wood' division.
Case Study
AI power for Legal Knowledge Repository
We supported the client with a new AI-based solution for a centralized legal repository, integrated into Microsoft 365, with advanced search, translation and automatic classification features.
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Research Project
Circular TwAIn - AI for Recycling, Reusing and Remanufacturing
An AI platform to increase the performance, resilience, and sustainability of direct manufacturing and process industries, promoting circular economy.
-
Case Study
SCM Wood Division of SCM Group, harmonizes its worldwide processes through Engineering and Microsoft Dynamics
Definition, implementation and rollout of a core model based on Microsoft DYN365FO for the foreign subsidiaries of SCM Group's 'Wood' division.
-
Case Study
AI power for Legal Knowledge Repository
We supported the client with a new AI-based solution for a centralized legal repository, integrated into Microsoft 365, with advanced search, translation and automatic classification features.
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