Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

360° B2B Sales Management

100 views

Published on

BearingPoint helps clients develop a Customer Relationship Management platform to orchestrate and enhance sales, customer and activity management with the help of a comprehensive transparent and user-friendly UI design.

Published in: Business
  • Be the first to comment

360° B2B Sales Management

  1. 1. 360º B2B Sales Management A BearingPoint Accelerator BearingPoint helps clients develop a Customer Relationship Management platform to orchestrate and enhance sales, customer and activity management with the help of a comprehensive transparent and user-friendly UI design. This leads to an optimized, high-performing and sustainable sales management solution and, in the end, to increased working efficiency.
  2. 2. Contents Market Drivers Our Approach Client Benefits References Contact 360° B2B Sales Management | A BearingPoint Accelerator
  3. 3. 360° B2B Sales Management | A BearingPoint Accelerator Digital transformation is not a “buzzword” anymore, it is present in our daily working environment and leads to competitive business. Highly complex products have to be managed. Customer expectations are increasing. Companies communicate with their customers through various channels and get important information for their businesses. A holistic experience in B2B industries requires the alignment of sales and marketing activities, as well as the synchronization of information across IT applications and information systems, within the entire company. All in all the transparency of all customer interactions and activities related to the customer in a 360° view is more important than ever and the basis of success in present business challenges. With our B2B sales management accelerator we provide our clients with a well-established approach to implement and launch a CRM system to gain more transparency with customer information, manage opportunities efficiently and increase working efficiency for facilitating daily business. All together within a high-performing and sustainable CRM platform solution, based on CRM market leader Salesforce. Market Drivers
  4. 4. 360° B2B Sales Management | A BearingPoint Accelerator • Realization of CRM basic functionality with respect to configuration apart from coding • Configuration of user interfaces, processes and activity management • Setup of reporting functionalities • Setup of communication functionalities (e.g. Outlook integration, Salesforce’s collaboration tool) • Implementation of a basic role and authorization concept • Integration of customer data and information • Rollout to subset of users in a first country Module 1: MVP Delivery • Integration of (additional) peripheral systems and creation of interfaces to web functions • Setup of application management, governance and user support • Further development of role and authorization concept • Development of a global rollout template • Expansion of existing functionalities implemented in Module 1 Module 2: First Country Rollout • Optimization of the production system and global rollout • Configuration of user interfaces, processes and activity management • Gap analysis to identify and implement country-specific requirements • Implementation of a transnational authorization concept • Expansion of existing functionalities implemented in Module 2 Module 3: International Rollout For the implementation of a new 360° sales management platform based on Salesforce*, we recommend using a three level approach to increase efficiency and user acceptance * Salesforce (Sales Cloud) licenses, mandatory for using a Salesforce (Sales Cloud) platform, are a pre-requisite and have to be independently purchased by the client directly from Salesforce. Scope of CRM Services
  5. 5. 360° B2B Sales Management | A BearingPoint Accelerator Our sales management platform design is based on strategic considerations, functional & non-functional requirements and cost validation implemented with an agile project management approach in each module to foster user engagement from day one • Kick-off workshop • Team setup • Determination of scope • Detailed planning on a daily basis • Specification and evaluation of relevant processes and system interfaces • Assessment of the implementation of peripheral systems and interfaces • Preparation of architecture diagram • Stakeholder involvement and requirements engineering (filling backlog) • Customization and implementation in sprints • Declarative and programmatic development • Backlog editing • Testing and UAT’s • Setup and coordinate change management and coaching approach • CRM rollout • Implementing communication and change concept • Conduction of user training (“Train-the-Trainer”) • Handover and go-live • Recommendations for the next steps (roadmap, measures, decisions, etc.) Agile project management approach Setup Analysis & Requirements Design & Sprint Implementation Acceptance & Rollout Dimensions of the procedure model Functional & Non-Functional Requirements Effort / Costs Strategic Considerations 1 2 3 4
  6. 6. 360° B2B Sales Management | A BearingPoint Accelerator • Relevant sales management information converges automatically • Automated processes support employees to focus on the really important tasks • Further development of role and authorization concept • Allowing effective sales management by providing a 360° view of CRM data to be always up-to-date • Extensive analysis functions to assess quantitative and qualitative KPIs • Aggregated visualization (e.g. division or product level) and detail view (e.g. single contract) • Opportunity pipeline: New and portfolio business • Generate campaign target lists for contacting the right people • Create groups for internal sales teams or campaigns for efficient and fast collaboration • Use feeds to stay up-to-date regarding important accounts, opportunities, etc. • Subscribe posts, reports, records etc. • Intuitive ad-hoc communication with the Salesforce’s collaboration tool • Compatible with common mobile devices (phone, tablet, etc.) • Easy access via different touchpoints (e.g. browser, mobile app) • CRM data is available offline • Intuitive and user-friendly platform • In accordance with the client’s requirements, a CRM solution is offered with a sustainable and engaging user experience With BearingPoint‘s 360° B2B Sales Management accelerator customers are able to enhance user ability and work efficiency 360° view for effective management Smart dashboards and insights Social collaboration and mobility Enhanced user experience
  7. 7. 360° B2B Sales Management | A BearingPoint Accelerator Leading German industry insurer Challenges • Big target is a global Salesforce Sales Cloud rollout • Underperforming CRM capabilities: Currently extensive customizing is used instead of using standard Salesforce functionalities • Solution had to be user-friendly, high-performing and sustainable • Big target is a global Salesforce Sales Cloud rollout (3rd phase) Our Approach • Conducting stakeholder interviews and workshops to refine requirements / user stories for creating a detailed backlog • Agile implementation of requirements for finally having a “Minimum Viable Product” • Conduction of UATs and user trainings for MVP rollout (1st phase) • Rollout (incl. training) in Germany (2nd phase) Business outcomes • CRM solution in accordance with the client’s targets and expectations • Comprehensive transparency: 360° customer view displays all activities and interactions with the customer • Efficient campaign management, lead management and sales controlling References
  8. 8. 360° B2B Sales Management | A BearingPoint Accelerator Contact Andreas Nothdurft Partner BearingPoint Germany andreas.nothdurft@bearingpoint.com About BearingPoint BearingPoint is an independent management and technology consultancy with European roots and a global reach. The company operates in three units: Consulting, Solutions and Ventures. Consulting covers the advisory business; Solutions provides the tools for successful digital transformation, regulatory technology and advanced analytics; Ventures drives the financing and development of start-ups. BearingPoint’s clients include many of the world’s leading companies and organizations. The firm has a global consulting network with more than 10,000 people and supports clients in over 75 countries, engaging with them to achieve measurable and sustainable success. For more information, please visit: Homepage: www.bearingpoint.com LinkedIn: www.linkedin.com/company/bearingpoint Twitter: @BearingPoint © 2018 BearingPoint. All rights reserved

×