Deliver an effective and efficient Sales automation solution using SAP Hybris Cloud for Sales for the digital age sales teams

1. CASESTUDY
HIGHLIGHTS
• Launched a robust, scalable &
global sales automation tool,
based on SAP Hybris Cloud for
Sales
• Lead conversion ratio improved by
25% in 6 months after
implementation of the Projects
• In six months after go-live, newly
implemented CRM system had a
very high adoption rate by sales
teams and resulted in increased
Sales Revenue
SALES ENABLEMENT FOR A HIGH-TECH
MANUFACTURER
Deliver an effective and efficient Sales automation solution
using SAP Hybris Cloud for Sales for the digital age sales teams

2. OBJECTIVE
Develop a solution that empowers Sales teams to act quickly, be more relevant and help
them in closing more deals. The key goal was to access information from anywhere,
anytime and on any device.
COMPANY PROFILE
The company is a global leader in manufacture of Data Storage solutions. It provides cloud data services for
management of applications and data across cloud and on-premises environments.
BUSINESS CHALLENGE
Sales users were not happy with the existing Salesforce system. They had to spend a lot of time in the system
to get actionable items. Most of the business users were not using the CRM system to capture Leads and
Opportunities, as it was not adding much value in their sales process. Business did not have any visibility to
the sales pipeline and was unable to plan for sudden large volume of orders.
To overcome this challenge, the client asked us to deploy a new dimension CRM solution that engages the
sales teams, make them more efficient and provides valuable customer insights. They were looking for a
solution that helps internal sales and partner sales teams to collaborate effectively, develop a healthy sales
pipeline resulting in increased revenue.
SOLUTION
The client selected Accrete Solutions to provide an end-to-end sales automation solution, encompassing
business analysis, design, development, implementation, configuration and support of the new sales
automation tool. Accrete Solutions leveraged their Hybris Cloud for Sales and SAP/Oracle integration expertise
across multiple customers & industries to develop a robust and scalable sales automation system for the client.
The end to end Campaign to Lead to Opportunity to Quote processes were setup in the SAP Hybris for Sales
cloud and integrated with multiple systems to provide a comprehensive and easy to use solution. Accounts
and products were integrated with Oracle ERP using Oracle SOA suite. Campaigns and resulting Leads that
were nurtured in Eloqua system, were brought into SAP Hybris Cloud for Sales, for Sales acceptance and
registering them as Deals or converting them to Opportunities.
Partners were provided access to the system to register their Deals, create new Leads and convert them to
Deals. Deals created by Partners were evaluated and accepted by the Internal Sales team and could be
converted to an Opportunity, which could earn special pricing for Partners in the Quoting tool. Opportunities
that graduated to a Quote were sent to the Oracle ERP from where Order fulfillment was performed. Single

3. Sign On (SSO) was enabled for Internal and External users for them to smoothly access different client
applications.
IMPACT
With the launch of new Sales automation tool, the client introduced a low cost and time-saving efficiencies for
their business users and their world-wide distributor network. AI enabled sales solution provided the users
data driven recommendations, which helped the Sales teams in investing the resources in the correct
Prospects resulting in increased deal closures.
PROJECT HIGHLIGHTS
• Launched a robust, scalable & global sales automation tool, based on SAP Hybris Cloud for Sales
• Sales Users and Partners in North America, Asia Pacific and EMEA region could access the
system for their day to day sales work
• Internal users’ access was limited to their Geography and thousands of Partner contacts had
access to their content only
• Internal Sales team were able to plan better by starting their day with personalized dashboard
that gave them visibility to their real time KPI’s, customized reports and data visualizations of
critical items
• Information about the Customer from backend ERP and front-end Marketing systems was
brought into SAP Hybris for sales to enable a Customer 360-degree view and helped business
users in delivering excellent Customer experiences
• Considerable reduction in time spent in data entry by Sales users as compared to the previous
system
• Artificial Intelligence enabled Deal scoring helped Sales teams to spend their time effectively
on the Top Opportunities that had a good chance of being closed.
• In six months after go-live, newly implemented CRM system had a very high adoption rate by
sales teams and resulted in increased Sales Revenue
• Users loved the new mobile enabled SAP Hybris for Sales solution, which they could update on
the go and get real time insights before client meetings.
• Lead conversion ratio improved by 25% in 6 months after implementation of the Projects
• Sales Managers had good visibility over the Sales Pipeline and could motivate the team to
quickly close critical Opportunities
For all enquiries please contact at: corpinfo@accretesol.com, Tel: +1(877)-849-5838
Visit us at: www.acnsol.com
USA
Head Office
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Santa Clara, CA 95054
South Africa
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Gauteng
Chile
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Santiago
India
Development Centre
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