BACKGROUND

Our client is a consulting firm operating in the DACH region, specializing in delivering business solutions across various industries. They focus on enhancing operational efficiency and strategic development through expert consulting services. The client needed to expand the channels for receiving client information from credit agencies for their creditworthiness check module (for both individuals and legal entities) based on SAP R3, ECC, CRM, C4C.

CHALLENGES

Developing new services and enhancing the company’s existing services, related to integration with the SAP CRM solutions of external providers of information and services (rating and credit agencies).

SOLUTION HIGHLIGHTS

1. Enhancement of the creditworthiness check module in SAP ECC (interaction with 5+ credit agencies).
2. Development of a new FIORI application for the creditworthiness check module.
3. Development of user interfaces for calling the creditworthiness check module from SAP CRM and SAP C4C.

KEY RESULTS

1. Both the accessibility and completeness of information provided by the creditworthiness check module for clients have been improved by ensuring integration with CRM systems of service providers and other sources of external information.
2. The ability to interact with multiple credit agencies has been successfully added.

BACKGROUND

Our client is a real estate development company operating in a major metropolitan region. They specialize in the construction and management of residential and commercial properties. The client required a reduction in the sales cycle and lead costs in the real estate development business.

CHALLENGES

1. Implementation of the functionality for managing applications for the purchase and lease of real estate
2. Lead generation
3. Integration with the Contact Center (not a SAP solution)
4. Sales management
5. Creation of a catalog of products and services (real estate on the market)
6. Management of the “sales funnel” and monitoring the management performance (KPIs)

SOLUTION HIGHLIGHTS

1. Activation and configuration of standard C4C functionality
2. Development of functionality for processing real estate acquisition requests
3. Development of a database for managing real estate objects
4. Setting up integration with the Contact Center
5. Integration with 1C

KEY RESULTS

1. Reduced labor costs related to sales managers through automation and the use of a systematized electronic catalog of real estate properties.
2. A shortened sales cycle by preserving all information about potential clients’ previous inquiries.
3. The use of unified tools to consolidate deal information, which has eliminated the human factor and made the process of KPI control for managers transparent.
4. Instant selection of relevant offers based on the characteristics of the client’s request.
5. An automated lead generation process that systematizes the manager’s work: at each stage of the sales funnel, specific activities are established, such as making calls, placing ads on social media, and sending standard letters to potential clients.
6. 20% increase in the conversion rate from call to property visit.
7. 10% increase in the conversion rate from visit to deal.

BACKGROUND

Our client is a media company that operates in the Balkans, specializing in wireless and digital media solutions. They focus on delivering innovative content and services across various platforms to engage audiences and drive digital transformation. The client needed to modernize the customer interaction model of their sales department with the aim of enhancing service quality and boosting sales.

CHALLENGES

1. Automate order creation
2. Maintain a unified customer database

SOLUTION HIGHLIGHTS

1. Implementation of the SAP Sales Cloud system with the required customizations for a holding company that sells advertising through various channels: internet, television, press.
2. Integration between cloud services of the SAP Sales Cloud system and the customer’s SAP S/4HANA system.

KEY RESULTS

1. The responsiveness of the sales department has increased through the automation of the order creation process:

• creation of proposals in a single application
• added options for printing proposals for clients
• order processing in the ERP system, which is used for invoicing and payment in the future

2. Optimization of infrastructure maintenance costs through implementation of the SAP Sales Cloud solution.
3. Short Time to market: The standard system functionality with extensions was implemented turnkey in 4 months.

BACKGROUND

The company is a prominent entity in the tire manufacturing industry, recognized for its innovative production of high-quality tires for a variety of vehicles. The client needed to gain an advantage in the highly competitive market of technological innovations in automotive services, expand their market presence, and strengthen customer retention.

CHALLENGES

1. Implement SAP Sales Cloud to enable tracking and planning of retail specialists’ activities as part of pre-sales preparation:
   • tracking and accounting of visits, calls, and other customer interactions;
   • maintaining customer records in the customer database.
2. Develop and enhance SAP Service Cloud with additional functionality for potential opportunities.
3. Implement standard service request management through SAP Service Cloud.
4. Ensure the operational efficiency of the customer experience management system.
5. Ensure system development by implementing additional functionality as requested by the client.

SOLUTION HIGHLIGHTS

1. Implementation of SAP Sales Cloud and SAP Service Cloud solutions.
2. Implementation of processes for tracking, planning, and controlling retail specialists’ activities related to customer interaction (including KPI monitoring).
3. Configuration and customization of the functionality (registration of potential customers, mass mailings, creation of orders directly in the system, sales funnel).
4. Implementation of processes for managing service requests.
5. Development of separate functionality for managing service contracts.
6. Integration with external services, including other SAP systems used by the client.

KEY RESULTS

1. Sales processes were automated and standardized through the use of a single application for customer request input.
2. Request creation time was reduced from several hours to 20-30 minutes.
3. Customer information was consolidated into a single profile, leading to sales of additional services such as upgrades, maintenance, repair, and accessories.
4. Dealer KPI management and execution processes were implemented.
5. A solution for maintenance contracts with a specific parametric model was put into effect.
6. Distribution centers now receive necessary goods through convenient channels, in the required quantity, at the right time, and at an agreed-upon price.