US based auto components firm

Lead-to-Cash transformation for Global motor parts Reseller with Manufacturing Cloud

Client Details
Global Auto Parts reseller

INDUSTRY
Manufacturing Industry

SALESFORCE PRODUCTS
Salesforce Manufacturing Cloud, Tableau CRM (Einstein Analytics) with SAP Integration

Customer

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.

Challenge

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.

Solution Delivered

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.

Quantitative Results

18% reduction

In revenue leakage due to better forecasting visibility.

21% improvement

In ability to cross-sell due to white space analysis.

360-degree view

Of customer insights leading to better decision making.

Qualitative Results

  • Improved Sales revenue and forecast accuracy.
  • Real time insights of accounts, products and their performance for management and sales leaders.

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ABOUT AETHEREUS

We partner with our clients to solve their most challenging customer experience problems by leveraging the power of Salesforce with cutting-edge technology and a design-led approach. We have been Salesforce Partner since 2019. 

Bridging educational gaps for underprivileged children

Aethereus as a part of its CSR initiative joins UPAY as a partner and makes a commitment to provide UPAY with certain learning equipment that aim to educate the underprivileged

 

children through Reach & Teach initiative. We strongly support this mission and envisions on removing disparities in the field of education and provide each child access to quality education by supporting the operations of UPAY learning center in Pune.

Welfare and Education initiatives to empower children affected by Farmer suicides

Aethereus partnered with Snehwan an NGO who works for children who lost their parents to farmer’s suicide. Aethereus supported SNEHWAN to build classrooms & to work for the welfare of SNEHWAN children to make them self-sufficient in their lives and help them upskill for their future career roles.

Empowering Acid Attack Survivors

The Brave Souls Foundation is a non-profit organisation established and led by acid attack survivors to prevent acid attacks, combat gender-based violence, and improve the welfare of survivors.


Aethereus has made a significant impact by supporting survivors through comprehensive assistance, offering vital resources such as medical, psychological, educational, financial, and legal support. This compassionate initiative encompasses a wide range of needs, including rehabilitation, access to food, essential medications, and secure shelter for these resilient survivors.

Empowering underpriviledge kids with Diwali workshops

Tara Mobile Creche (TMC), a non-profit organization, focuses on addressing the health and educational needs of children whose parents work on construction sites in Pune. Through the 'Aethereus Community Outreach' program, #TeamAethereus dedicated the day to candle making workshops, teaching sessions, and sharing goodies with the kids on the occasion of Diwali. Interacting with the remarkably talented kids, sharing experiences, listening to their stories, and witnessing the dreams in their eyes was a rewarding experience.

Blood donation drive on India’s 74 th republic day

Aethereus ringed in 74th Republic Day celebrations by organizing a blood donation camp to commemorate the sacrifice of our freedom fighters. More than 100+ participated in this drive collecting 250 units of blood, which used to help kids suffering from Thalassemia disease.


#TeamAethereus salutes all the rockstars who donated blood and impacted many lives to celebrate this festival. More power to you!

Paying way for a digital educational future

Aethereus has partnered with SOCH to make a meaningful impact on the lives of underprivileged children, ensuring they receive the necessary knowledge and education. Together, we've positively influenced the education of 200 children in Ghaziabad, by transforming Prathmik Vidyalaya first government school in Ghaziabad with fully digital classrooms. This marks a significant milestone in demonstrating how technology and education can collaboratively shape a brighter future for students in need.

Celebrating stories of 'Grit & Guts' with Pragati Foundation on Women’s Day

Aethereus 2023 Women’s Day theme was about celebrating the stories of ‘Grit & Guts’ from Pragati Foundation, a non-profit organization working to provide dignity to women from underprivileged communities. As a part of the Aethereus Outreach Program, it was humbling to listen to inspiring stories of their real struggles, their ‘Grit & Guts’ to march on and shine brilliantly with help from Pragati Foundation.  

Spreading Diwali joy with elderly at Silver home

Aethereus believes in fostering a sense of community and giving back, especially during times of celebration. In the spirit of Diwali, #TeamAethereus spent quality time with the old age people at Silver Homes, sharing smiles, laughter, and heartfelt conversations. We distributed delightful snacks and traditional diyas, illuminating not just their surroundings but also their spirits.

Cards and Payment company based in USA

The Need
Unify data across Marketing, Sales, Service and legacy systems for AI powered Customer attrition prediction


Approach 
Conduct Data cloud discovery and define integration architecture for creating C360 view. Foundation for cognitive churn prediction analysis


Expected Outcomes
Predict customers at risk – via smart AI predictions – based on their engagements history. Reduce attrition by 15% improved campaign outcomes

A professional services firm based in USA

The Need
Unified B2B Marketing journeys and insights across 12+ marketing channels

 

Approach 
Leverage Data Cloud + Pardot + Datorama for AI powered segmentation and marketing channel optimization dashboards


Expected Outcomes
Identify unknown customers visiting website leveraging data from multiple sources and target them with AI powered lead scoring – leading to 50% improved campaign outcomes

A global commercial vehicle manufacturer

The Need
reate Customer 360 view across 50+ data sources to enable AI powered segmentation with data cloud


Approach 
Aethereus leveraged Data Cloud for data profiling and harmonization across 50+ sources


Expected Outcomes
Unified view of customer journey across Marketing, Sales and Journey. AI powered campaign journeys leading to 2X improvement in targeting

Fleet Management Company in US

The Need
Improve agent productivity with AI powered suggestions and auto-responses


Approach 
Aethereus leveraged Einstein Next Best Action and Einstein for Service to leverage AI-powered case classification, next best actions and cognitive service replies


Expected Outcomes
24% improved CSAT due to ‘first time right’ responses, 32% improvement in agent productivity

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