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Cloud@work in IM&C (Manufacturing): Improved account planning with better collaboration


The third in a new blog series, sharing SAP customers’ business cases for cloud solutions.

Recently a global manufacturer started collaborating with SAP Jam. Within their global account management they wanted all account teams to better collaborate and increase efficiency.


SAP Jam is a social network solution that enables you to connect customers, partners and employees with key information and processes, delivered in the cloud. It facilitates collaboration at every level of your business to help speed sales cycles, increase customer and employee engagement.


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Business Challenge

The customer’s challenge was the collaboration within their account teams on global as well as on regional level. Being established already as a global player with subsidiaries all over the world collaboration within their sales department was a challenge especially when it mainly took place in Outlook. As a matter of fact there was neither transparency nor visibility for account teams on projects, prices and critical points in sales processes.



Expected Solution

The expectations of the customer were clear and simple. They wanted improved information sharing and communication through all accounts. Not only internal employees but also customers, partners or contractors should get necessary updates. They wanted to improve the quality of their work and the range of information shared with others. They were asking for a way to bring all account teams together working on one information hub where information is documented and shared from a first client contact through the offer to the customer, driving collaboration at every management level.



Result

With SAP Jam their account teams can now work together on the same topics towards the same goal with parties beyond their own sales department. All information is stored in one place, accessible everywhere and anytime. The main advantage of the solution is the integration.  They’re able to invite partners, contractors and even customers and include them into their internal processes accessed through the cloud.


This leads to a significantly improved collaboration and coordination of their sales processes and a higher transparency of relevant data. It lifted forecasting quality to the next level. Global account managers and involved partner have visibility into what’s happening on a local level within jointly managed key accounts. With this information they have the ability to work and collaboratively develop a common account strategy to optimize the potential of their customers and share best practices. Tools like build-in SWOT-Analyze help create transparency around decision within the sales cycle and get everybody onboard. Another strong advantage is the simplification of on-boarding new account members.


Further the integration between sapcrm and sapjam is planned to make their sales cycles shorter and speed up their process execution.

For more product specific information, please refer to SAP Cloud Solutions and in particular for SAP Jam.


Looking forward to your feedback.


Follow us on Twitter @SDenecken, @BeSchulze and @NikolaiVetter


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