Pelco by Schneider Electric Chooses BPMonline to Automate Sales in 26 Countries

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1 Pelco by Schneider Electric Chooses BPMonline to Automate Sales in 26 Countries Pelco by Schneider Electric selected BPMonline to deliver an integrated global sales forecasting and opportunity management system to leverage across 26 countries. BPMonline delivered an ondemand solution to improve sales visibility including integration with Pelco s order management system ( BOSS ) used by a global product and service distribution channel of over 20,000 distributors (in 130 countries). The system has become operational in 8 weeks, providing greater forecast accuracy, better conversion of leads to opportunities, and more effective collaboration between Pelco s direct salesforce and its distributors. Challenge Prior to BPMonline, Pelco s sales were managed through BOSS where resellers/distributors accessed product information, submitted orders and tracked shipments. Pelco s growth and size of its channel required a more complete sales management system in order to efficiently manage all opportunities and sales pipeline. This would allow Pelco to have access to meaningful and detailed information on all leads and opportunities and deals, including: average size, sales stages, realtime updates and win rates. What was missing What was required No CRM system to understand quoted order status No sales forecast visibility outside of North America Limited sales support for a global distribution channel Limited information on partner and product profitability Limited sales data provided by a mission critical global order management system No analytics and reporting to track real time sales performance worldwide Clean and intuitive interface that would allow saving time on training Easy integration with Pelco s operational system and other thirdparty applications Comprehensive analytics and reporting to track real time sales performance Speed of implementation the project was very timesensitive 1

2 Implementation Pelco implements BPMonline CRM in 26 countries across 5 continents in only 8 weeks Having analyzed several vendors, Pelco s stakeholders decided to implement BPMonline CRM globally in 26 countries and across five continents. Eventually, it took only 8 weeks to bring BPMonline CRM into Pelco s everyday operations, which included product installation, all customizations and staff training. We now have an opportunity to see how we can scale our business across the globe. BPMonline provided us with an enterprise CRM system with builtin workflow and BPM tooling to integrate our order management system with customized business processes. Our global sales employees are going to be more successful with the support of this solution. Alisa Wright, Program Manager at Pelco by Schneider Electric Seamless Integration While Pelco s channel still uses BOSS to get product quotes and register orders, Pelco s sales teams use BPMonline to manage the channel sales and report on its efficiency and effectiveness. Data entered in BOSS by the internal global sales team automatically creates an opportunity and a relevant business process to launch in BPMonline CRM which is managed from lead to closure. Realtime orders and quotes automatically create opportunities complete with product specifics, quantities, pricing, contact, and all other relevant sale information. Opportunity and Pipeline Management The integration of BPMonline CRM with BOSS provides many benefits to Pelco s sales reps and management. Opportunity management features instantly classify each deal by region, type, volume, conversion and probability. Smart sales parameters define sales process rules to follow and automate tasks and activities, minimizing manual intervention and possibility of an error. Smart charts and reporting provide crucial sales data used to understand the health of the sales pipeline and forecast actual results against plan. The data is presented to maximize insights into the sales process. 2

3 Teamwork BPMonline CRM captures detailed profiles of each partner, including: all opportunities and quotations submitted, and sales statistics. Sales teams also are automatically assigned to manage deals. For example, if the size of an opportunity exceeds a predefined limit, a report is automatically sent to Production team to ensure production and stocking will meet the required demand in specific regions. Sales managers have greater visibility into each deal and can more effectively manage each sale. Analysis and Forecast BPMonline allows for quick and accurate realtime sales analysis and forecasting and provides visibility into efficiency of each sales manager and territory. Management can also build dashboards to track real time sales performance. International project analytics were introduced as key sales operational data for the first time. Project Timeframe 8 Weeks Challenge 8 Weeks Challenge Milestones vs. Weeks Design of CRMSystem. Concept. Interface. Customization Business Process Setup. Integration Development Reports Design User Permissions Setup Testing & Trainings Operation. Support. Roadmap Review. Roadmap development. Outcomes The BPMonline solution was operational and sales reps and managers trained in 8 weeks. The system was fully adapted to Schneider s corporate sales techniques and standards. Seamless integration with BOSS automated vital sales processes, providing forecasting and sales planning. Sales data was structured into meaningful segments with multilevel role hierarchy. This was a perfect situation to showcase how the BPMonline platform takes the fear out of legacy integration. Pelco needed something fast, customizable, enterprise, and global. Something that pulled together disparate system and processes and standardized them for scale. We delivered and this solution will evolve for them as they evolve their market strategy and growth. Ted Hartley, BPMonline Vice President, Americas 3

4 Add ACTION to the sales, marketing & service performance CRM BPM + Unlike other CRM vendors we changed the essence of CRM system transforming it from simple data collection todelivery of right and coordinated actions in your sales, service and marketing activities. With processdriven CRM it has become real. Sophisticated business process management engine Engaging user interface A unique google/siri command line Design, automate, monitor, and supervise business processes to drive productivity With a social network look and feel, you ll love the way BPMonline keeps you focused on work! Benefit from quick navigation to locate what you are looking for no need to continue to drill down Native mobile application Multidevice experience Customer engagement tools Mobile access to the vital data Enjoy a consistent look and feel across our platform on the phone, tablet Enterprise social networking and collaborative tools Highly customizable and configurable system Scalable integration capabilities Vertical solutions No need for development a true fit for each business Access third party applications and display real time mission critical data in BPMonline system Industrytailored solutions with specific business processes 4

5 Engaging interface that transform the way you use enterprise software You will love elegant minimalistic design that is free from redundant information and keeps you focused on what s relevant. The solution is so intuitive that you will get it right from the start! Transfer the experience of social communication into the corporate environment. Enterprise social networking tools help employees organize communication, and enhance collaboration between teams and departments. Bring your own device and have the same working experience. bpmonline applications have consistent look and feel no matter what device it is used on laptop, tablet, mobile. 5

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