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• Launched a robust, scalable &
global sales automation tool,
based on SAP Hybris Cloud for
• 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 ENABLEMENT FOR A HIGH-TECH
Deliver an effective and efficient Sales automation solution
using SAP Hybris Cloud for Sales for the digital age sales teams
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.
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.
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.
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