TPL closes deals faster and strengthens sales performance data with Oracle Sales
The business conglomerate automates processes, improves analytics, and consolidates data across its group of companies using Oracle Sales.
“The number one benefit we’ve seen from implementing Oracle Sales Cloud is having better sales information, which we use to generate upsales. And we’ve improved deal closing times because sales information is visible from bottom to top—from sales reps to higher management.”
Business challenges
TPL is the investment holding company of the TPL Group, with investments across the insurance, real estate, transport, securities, technology, and financial industries. Due to variations in how each company was set up, TPL inherited a patchwork of different sales processes and data structures. This made it difficult to consolidate and report on sales at the group level.
TPL needed timely, reliable reports and analysis of sales performance at each level—group, company, and product—to plan and monitor effectively.
The conglomerate also wanted to streamline and strengthen its lead generation and assignment processes across multiple channels. The aim was to improve productivity, increase efficiencies, and support cross-sales within the group.
As part of this goal, TPL wanted to track source data for its digital leads—whether coming from Facebook, LinkedIn, or other web and mobile apps—to support lead nurturing. The group also needed data from its Cisco call center to be fully integrated into its sales management systems.
Although processes and reporting were being standardized, TPL wanted its web and mobile applications to have a different look and feel for each business unit.
Dashboards in Oracle Sales for each business unit can be combined with a group-level dashboard to provide detailed oversight and analysis of sales performance at all levels, across all companies.
Why TPL chose Oracle
Previously, TPL was using HubSpot for lead management and salesforce automation at the group level. When the conglomerate decided to upgrade its sales capabilities, it selected Oracle Sales.
Having already used Oracle E-Business Suite for its back-office operations since 2010, TPL trusted Oracle products to deliver high performance and reliability. The company was impressed by Oracle Sales Cloud’s advanced performance, flexible configuration options, and powerful integrations with third-party applications.
Another selling point was the way Oracle manages the structure and relationships between TPL as the legal entity and each of its companies as a business unit. Oracle Sales Cloud gives the conglomerate the advanced functionality and analytics desired. Each company’s leads, opportunities, and activities are recorded and tracked separately, but can also easily be consolidated and analyzed at the group level.
Results
TPL implemented Oracle Sales to manage its sales, leads, customer contacts, reporting, and analytics. The move has automated sales processes and harmonized data across companies, giving comprehensive, up-to-date sales information to all managers and sales reps. As a result, deals are closed faster, while upsales and cross-sales have increased.
With access to both company-specific and group-level dashboards to track sale and activities, TPL managers can zoom in or out when analyzing data, digging into the details or gaining a high-level overview. Oracle Sales Analytics supports advanced, flexible data visualizations and analysis.
Faster lead generation and assignment enable TPL’s sales team to work more productively. Oracle Sales Force Automation has minimized data entry for logging new leads, customer interactions, and next steps—eliminating staff time previously spent filling out lengthy forms.
The integration of Oracle Sales with Microsoft Outlook means sales-related tasks, appointments, and contact details automatically synchronize with staff calendars and emails for more efficient task management.
Cross-selling capabilities in Oracle Sales make it easier for TPL’s sales reps to identify and follow up on opportunities to sell products to existing customers of another company in the group. This is managed through both manual and rule-based lead assignments. Oracle Customer Data Management pulls customer data from across all business units to provide a unified view of each customer’s activity and information in one.
Nurturing leads is easier and more effective with automatic logging and tracking of leads across multiple channels. The powerful Application Programming Interface (API) in Oracle Sales integrates with third-party digital lead generation sources, including social media channels, web and mobile applications, as well as the Cisco call center.
Flexible configuration options mean that the Oracle Sales web and mobile apps have a different appearance for each company within the TPL Group, which has increased user adoption and enhanced productivity.
About the customer
Founded in 2000, TPL is one of Pakistan’s largest conglomerates. The company started with a focus on tracking and asset management and today operates a diverse portfolio of businesses invested across multiple sectors, including insurance, real estate, security, and technology startups.