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Global Oil And Gas Industrial Manufacturer Energizes Sales And Profits With Cloud Crm

By Expert Author: sindu kumar

The company is a global manufacturer and distributor of extensive range of lubricants – everything from engine oils to brake fluids for passenger cars, motorcycle oils and lawn mowers to heavy duty lubricants for trucks, earthmovers and diggers, as well as for Marine, Aviation and other industrial applications.
The growing demand for its products demanded integrating its existing system and processes to a robust sales and marketing platform. CRMITs pre-built integration approach consolidates customer and order information and orchestrates key business processes from an organization’s JD Edwards Enterprise One to Oracle CRM On Demand deployments.

Challenges

While the company was committed to excellence through systematic and disciplined management of operations, the sales team used pre-printed order forms to collect bulk of the orders. These orders were loaded to a third party system through series of manual processes, further leading to increased lead times and deterioration in customer satisfaction level.

Business Challenges

- 360 degree Customer / Account view
-Improve sales processes, including pipeline management, greater visibility and control for Sales Managers
-Effective forecasting and planning
-Maximize Customer Service
-Increase effectiveness of promotions
Technical Challenges
-Migrating data from existing JD Edwards environment
-Data synchronization with the existing system to bring in customer and order details into CRM system
-Data synchronization with regard to Account, product & Order data to CRM system to ensure data integrity
-Ability to control Data transfer frequency dynamically
-Implementation of Cloud CRM for Sales, Service and Marketing modules and a two-way integration with the existing system to bring in Customer and Order details onto CRM
-Integrate third party system without any impact on upgrade plans
-Change Management and user adoption with regards to overall CRM acceptance.
Benefits
-Flexible, light weight and user friendly hosted application that provides a 360 degree view of all sales data
-Hosted solution simplifies maintenance and provides greater ROI.
-Ease of implementing effective sales strategies.
-Ability to execute smarter marketing campaigns.
-Incorporation of reports and views of external data sources.
-Powerful business analytics tool to measure and monitor sales and performance
-Enterprise Class functionality delivered in a Hosted environment.
-Low maintenance cost and increased ROI.

Solution

The company chose Oracle CRM On Demand (Cloud CRM) as a ‘Sales Data Maintaining System’ and made the business processes more visible, controllable and measurable. A robust workflow was automated to accelerate the productivity and a global sales performance of sales dynamic reports module was configured for management to have visibility.
Oracle CRM On Demand was implemented with help from Oracle Platinum Partner CRMIT Solutions, to better manage the sales force, and improved presales and marketing activities, thanks to built-in reporting functions

The implementation approach included:

-Deploying CRM On Demand with Sales, Service and Marketing modules
-Deploying the Integration Pack for JD Edwards Enterprise which supports o Data synchronization to bring in Customer and Order details into CRM On Demand

-Send Account, Product & Order information from JD Edwards to CRM On Demand
-Ability to control Data transfer frequency dynamically
-Order tracking through the CRM system – with order processing details flowing in through the interface
-Change Management and user adoption with regards to overall CRM acceptance
-Enabled sales representatives to update information by market, sector (chemicals, pharmaceuticals, or automotive), and by region to improve quality of data in the CRM database, something that was not possible with the previous CRM solution
-Optimized sales representatives’ use of CRM solutions, with Oracle CRM On Demand, thanks to data reliability improvements, powerful analytical functions, and user-friendly productivity environment
The sales team eliminated the use of pre-printed order forms to collect bulk of the orders. The company improved its sales and profits while the company’s sales representatives have access to operational follow-ups through dashboards that are based on reliable data. This helps in tracking objectives by commercial activities and region and for quick analysis of on-going business opportunities, rather than gathering dispersed, pre-printed forms and spreadsheets from 3rd party system.


CRMIT Solutions(www.crmit.com) is a pioneer in delivering cloud based CRM Consulting & Solutions with over 200+ certified CRM consultants & over 175+ successful SaaS based CRM deployments globally. CRMIT’s CRM++ applications include Email Workbench, Social CRM, Mobile CRM, Computer Telephony Integration (CTI) and Self Service Portal for Rapid CRM implementation & Jumpstart CRM migration.

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