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CASE STUDY: BI CRM-ENABLEMENT

Increasing transparency in Sales Performance through BI CRM Enablement

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CHALLENGE

The central challenge of our customer was the very limited analysis options in the existing Customer Relationship Management (CRM) system .
The background was that the existing CRM system did not enable the desired analytical evaluations, but was very accepted and mastered by the sales team. Accordingly, they did not want to introduce a new CRM system, because on the one hand this would have encountered acceptance problems and on the other hand would have led to high costs. Accordingly, the challenge the desired evaluations by connecting the existing CRM system to was a business Generate Intelligence Solution .

Analysis possibilities are limited

To increase performance, new analyses are required that cannot be mapped in the existing CRM system. But a system change is too expensive.

Desired analyses mean increased manual effort

Analyses that are not stored in the system must be created by manually exporting them to Excel, which takes a lot of effort.

Access options do not match the information requirements

A rigid front-end in the inventory system and additional analyses in Excel do not allow mobile access via smart devices (e.g. smartphone or tablet)

SOLUTION

Development of a sales performance cockpit with automated integration of the CRM inventory system. In addition, a mobile access to the Sales Performance Cockpit was developed as part of the Business Intelligence solution, which enables sales employees to conveniently access their current sales figures on their mobile phones at any time.

Time

Elimination of additional manual analyses in Excel with a corresponding increase in productivity by focusing on prioritized potential clients (Cockpit Analysis)

Quality

Increased reporting quality through dynamic analyses in the Sales Performance Cockpit. The sales force can also access central KPIs via cell phone

Savings

Time is saved due to the elimination of manual analyses, as well as CapEx savings by connecting the existing CRM to a more cost-effective Business Intelligence Cockpit

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