US based auto components firm
Lead-to-Cash transformation for Global motor parts Reseller with Manufacturing Cloud
Global Auto Parts reseller
Salesforce Manufacturing Cloud, Tableau CRM (Einstein Analytics) with SAP Integration
Client is one of the world’s leading designers, manufacturers and marketers of premier automotive products for original equipment and aftermarket customers, operating in two business segments – motor parts and ride performance.
The client manufactures innovative products in 64 locations across six continents, which customers need to produce the next generation of vehicles. They are a preferred provider to their customers as a result of their focus on global engineering, manufacturing, distribution and customer service capabilities.
The client had manual customer management process, which were non-standardized across 9 divisions. This led to lot of operational overheads and sub-optimal client experience. The client was also unable to objectively measure sales and account management KPIs for their sales teams.
Some of the key challenges included:
- Measuring account manager’s targets versus actual performance
- Ability to track sales agreement targets versus actuals for run rate business of auto parts.
- Identify cross-sell and upsell opportunities for key accounts
Overall, their existing Lead to Cash process lacked transparency and sales leadership was unable to easily track Sales performance for various divisions.
The management team wanted to standardize these client processes across multiple divisions in a single workflow fully integrated with backend SAP ERP system.
Aethereus performed the sales transformation for the client by using the Salesforce Manufacturing Cloud to track deal wins. We collaborated with the Client CXO team to deliver industry specific best in class reporting and analytics effective decision making and performance using Tableau CRM (Einstein Analytics).
To provide unified and accurate view of all customer activities at one place, Aethereus enabled multiple analytical dashboards like product pricing & performance, sales agreement & forecasting, account health & insights, time series analysis for year-on-year analysis of Sales Revenue and forecasting based on previous Sales.
In order to digitize the run rate business, Aethereus enabled automated creation of sales agreements on winning the deal, which ensured more accurate demand forecast for the auto parts segment and created custom white space analysis dashboards to identify accounts and products that can be targeted by the sales team.
- Improved Sales revenue and forecast accuracy.
- Real time insights of accounts, products and their performance for management and sales leaders.
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