Engineering & Construction
Company digitalisation becomes a reality with Oracle Cloud Applications (SaaS)
Discover how this was achieved through testimonials from customers in various market segments across Europe
Third edition
Sales
Industrial Manufacturing
Neteris optimises its sales cycle to maximise lead conversions and cross-sell opportunities, gaining the ability to scale up its business
Neteris is an IT consultant that offers analysis, transformation and needs management services, optimising processes and implementing technology that meets its clients' business requirements across different industries.
Challenges
Replace standalone, offline and disparate legacy sales tracking tools (such as spreadsheets) with a centralised cloud solution to improve sales team efficiency and lead conversion rate.
Implement a structured, scalable cloud solution that minimises the learning curve for the new sales hires required to drive ambitious business growth objectives.
Identify new sales opportunities and improve sales team coordination.
Solutions
Centralised all sales actions with Oracle Sales Cloud, improving conversions and shortening the sales cycle by implementing a structured cloud platform that tracks the progress of leads through the sales funnel.
Identified cross-sell opportunities to existing logistics, finance, manufacturing and industrial clients as well as relevant package solutions to potential clients by registering successful and unsuccessful interactions and sales actions.
Enabled Neteris to scale up its business by supporting the onboarding of new sales staff, providing them with a comprehensive vision of current leads and enabling them to immediately contribute.
Equipped the Neteris sales team with maximum information to minimise lost leads and reactivate them at a better time based on the results of previous sales calls.
Improved sales team efficiency by integrating Oracle Sales Cloud with Microsoft Outlook and mobile devices, enabling sales representatives to quickly register relevant information on the platform and to access the information from anywhere, such as on sales calls.
By centralising all of our leads on the cloud, Oracle Sales Cloud enables us to shorten our sales cycle, identify cross-sell opportunities, and grow our business.”
—Jorge Alvarez Martinez,
Practice Manager, Neteris
Geico is a global leader in the planning and construction of turnkey automated car painting systems.
Geico has adopted Oracle CPQ Cloud because it needed a consolidated and personalised system in order to save time and reduce the possibility of errors during deployment.
We’ve found an existing system that was already tested and very efficient; and at the same time it’s enabled us to customise the system to suit our needs.
—Daryush Reza Arabnia,
COO Geiko Taikisha
Industrial Manufacturing
Gaining control of critical information to grow sales and pipeline
ASO Siderurgica, the ASO Group’s parent company, was established in 1971 and specialises in the production of large special steel ingots and forged bars, mainly for application in the oil & gas, petrochemicals, power generation, aerospace, mechanical and naval industries.
Some of the many challenges ASO Siderurgica had to face was the development of market intelligence to better identify potential customers, the improvement of operational efficiency and the identification of market trends and sales opportunities by industry.
Thanks to Oracle Sales Cloud, the company has jumped from 2% to 30% on the international market. It has empowered professional users to benefit from connected sales processes across departments and easily filter information to quickly and accurately pinpoint sales opportunities (largely in the oil and gas industry) and identify any trouble spots.
30%
Oracle Sales Cloud—implemented by Oracle Consulting Services—will arm our organisation with the business intelligence, control and synchronised data to be ready for the ever-increasing competition in the steel market.
—Vincenzo Mazzola,
Direttore marketing e vendite, ASO Siderurgica
Manufacturing
Air Liquide Welding relies on CRM to modernise its sales cycles
For its 2,200 employees, the welding and cutting equipment manufacturer Air Liquide Welding has embarked on a huge modernisation and harmonisation of its sales cycles through the implementation of CRM. Through intelligent use of data, it is able to manage prospects more effectively, as well as its customers, opportunities and offers, by offering its salesmen mobility solutions and an intuitive tool. Eight months after the implementation of the CRM, it already has 250 users in France alone, and 25,000 direct offers have been made to customers.
Before, we had no view of the sales team's ongoing prospects, which meant that managers couldn't monitor cases or effectively support the 250 salespeople, including a hundred or so in France and Benelux. CRM thus enabled us to bring together 15,000 customers and prospects in a single database.
—Olivier Lietard,
Project Director at Air Liquide Welding
Discover more stories from companies that have led the digital transformation in the sales area with Oracle Sales Cloud.