|
+55 11 8327-4360
bitools@bitools.com.br
Skype ID: bitools
| |
Forecast
Predictability
 Situation:
To follow on global sector trends, our customer reduced the investment and
budget review cycles, based mainly in the Sales Forecast numbers, from 12 to
3 months.
Business Impact:
The business Forecast, developed to support a 12
months cycle, begun to present gaps of
up to 50%
(@
4
US$ Millions) quarterly in Brazil. With this inaccuracy the allocation of people and
resources in the country was being subjected to frequently and deeper
adjustments. Consequently our customer was losing credibility quarter by
quarter.
Root cause:
Siebel
CRM system implemented worldwide did not have reports and analytical
tools to support managers and analysts with
the required knowledge. Because of that
individual spreadsheets developed in different formats, brought to
the meetings by business and product managers with deviating information
were used.
Implemented solution:
An intranet hosted
analytical tool based on data
directly retrieved from the Siebel CRM automation system and stored in a SQL
Server data base and cubes was developed, providing the structure, the flexibility and
the analytical capabilities required by the new environment. Segment,
Product and Financial Managers were trained in the new tool. The new tool
was extended to every department involved in the Forecast process.
Results and benefits:
During five consecutive quarters our customer achieved
100% of forecast accuracy, getting an “With Honor” at forecast
process audit. Yearly profit exceeded target in 10 US$ Millions.
Latin America region decided to implement Funnel Analytical Tool
(FAT) region wide and migrate it to the new
CRM system (Siebel 7.5). In the beginning of 2005 more than 200 managers and
analysts in Latin America were using FAT in their decision making
process.
Reading
this case you've identified a good
opportunity of improvement? So, don't lose time or take unnecessary
risks, call us at +55 11 8327-4360,
at Skype (ID=bitools) or send us an
e-mail and it would be a
pleasure to talk to you providing more details.
|
