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Automating marketing software for a leading manufacturer in North America

Infosys Consulting implemented Salesforce Automation using Oracle Sales Cloud to address the challenges faced by our client, a leading manufacturer in the technology and manufacturing industry.

   

Situation

Our client encountered several challenges before the implementation of the Oracle sales force automation solution. The primary issues included:

  1. Lack of standard sales processes and systems globally: The absence of a unified sales process led to inconsistencies and inefficiencies across different regions.
  2. Non-availability of critical information needed to manage customer engagement: Sales representatives and managers struggled to access up-to-date information, which was maintained in multiple spreadsheets, hindering effective customer management.
  3. Regional silos impacting all-round visibility of global accounts and collaboration: The presence of regional silos limited the visibility of global accounts and hampered collaboration across different regions.
  4. Manual and tedious process of pipeline reporting, forecasting, and call reporting: The manual processes for pipeline reporting, forecasting, and call reporting were time-consuming and prone to errors.
  5. Loss of field sales rep productivity due to the time spent on unqualified leads: Sales representatives spent a significant amount of time on unqualified leads, reducing their overall productivity.

Solution

To address these challenges, Infosys Consulting implemented a comprehensive sales force automation solution for the client. The key aspects of the solution included:

  1. Global template implementation: Infosys implemented a global template for sales force automation across Americas, EMEA, and APAC in over 15 countries. This standardized the sales processes and systems globally.
  2. Multi-lingual implementation: The solution covered 8 languages, catering to more than 400 sales users, ensuring that the sales processes were accessible and usable across different regions.
  3. SMAC enablement: Infosys Consulting enabled social, mobile, analytics, and cloud (SMAC) capabilities with Oracle Social Network (OSN), mobile app, sales analytics, and Outlook integration. This provided sales representatives with easy access to data and tools on both desktop and mobile platforms.
  4. Virtual sales assistant: Infosys Consulting implemented the Infosys Virtual Sales Assistant solution to aid sales users by notifying them of pending sales activities, thereby improving their efficiency and productivity.

Business payback

The implementation of the sales force automation solution resulted in several significant benefits for the client:

  1. Increased opportunity win rates: Greater collaboration within sales teams led to increased opportunity win rates.
  2. Better quality of information: The availability of better-quality information regarding prospects and opportunities maximized sales productivity.
  3. Increased focus on qualified leads: The solution enabled sales representatives to focus more on qualified leads, thereby improving their overall productivity.
  4. Improved sales processes: The standardized and automated sales processes reduced the time spent on manual tasks and improved the overall efficiency of the sales team.