Contact us
Contact us

 

 

Boosting revenue by 40% with the power of marketing automation

While they expertly deliver innovation and quality to their customers, Callaway Golf’s previous planning and reporting tool wasn’t making the cut. To evolve their enterprise, the sports giant decided to replace their outdated planning software with SAP Analytics Cloud for planning.

Together with Avvale, Callaway Golf successfully implemented SAP Analytics Cloud across their global enterprise in just 6 months. Now, Callaway Golf has a single, consolidated planning solution that has enabled streamlined expense and asset plans so they can focus on what they do best– revolutionizing the sporting world with cutting edge equipment.

Our client is a leading organziation with a proud tradition of over 100 years in the production and distribution of food and beverages, as well as in retail, hospitality, and strategic investments. With operations spanning Costa Rica, Guatemala, Honduras, El Salvador, Mexico, and the United States, and exports reaching more than 156 countries – a regional powerhouse in Latin America. The company manages seven production units, twelve distribution centers, and a workforce of over 5,000 employees, serving an extensive and diverse customer base with a strong B2B focus.

The Challenge

The business faced the need to integrate all of its customer information into a single system to automate and centralize the management of its marketing campaigns. With a B2B approach and a wide range of distribution channels, the company was looking to improve its website through a comprehensive omnichannel marketing strategy. The main objective was to strengthen business relationships and improve effective communication with its customers.

beverages

The Approach

Understanding that the goal was to transform the way the company interacts with its customers, we collaborated closely with the client's teams to identify opportunities, connect different channels and processes, and enable a more efficient, automated, and customer-centric communication model, tailored specifically for a B2B business environment.

Our approach combined sound strategic planning, constant alignment with business objectives and precise technical execution during the implementation of SAP Emarsys. This collaboration allowed us not only to accelerate time-to-value, but also to lay the foundations for a sustainable, scalable and results-oriented omnichannel marketing operation.

beverage control system

The Challenge

Before integrating SAP Analytics Cloud, Callaway Golf's planning landscape centered around SAP's legacy planning solution, Business Planning and Simulation (BPS). While BPS met Callaway Golf's planning needs for many years, the enterprise began to experience limitations with their old solution:

  • Disconnected plans across the board: As Callaway Golf expanded and acquired new brands, planning processes greatly differed across the enterprise with some business units using Excel spreadsheets and others using legacy solutions for planning.
  • Outdated planning functionalities: The existing legacy planning solution lacked many modern functionalities. Among them, salary calculations and asset depreciation automation needed improvement. As a result, it became difficult to create detailed and accurate forecasts across the globe.
  • Significant IT support: The legacy solution required continuous management from IT to maintain runtime. IT had to carve out a full day every week to manually maintain the solution.
  • No single source of truth: Various departments and brands used different data sources, which led to data silos across the organization, making it difficult to gain a clear picture of the enterprise's planned expenses.
  • Rigid user interface: Legacy forecasting system was difficult to navigate and lacked working functions and calculations across the board, such as planning on depreciation and existing assets, adding vendors or members on the fly, and breaking down their cost center expense planning forecasts.

The Approach

With Avvale experts on their side, Callaway Golf laid out the following goals for their new planning landscape with SAP Analytics Cloud:

  • Crowdsource and consolidate plans across the enterprise to gain a global overview of their planned expenses and expand the input capabilities to each responsible owner.
  • Leverage elevated planning functionalities to create faster and more accurate forecast cost center expense and asset reports. The ability to customize calculations enhances and automates the reporting metrics.
  • Harness the power of self-service analytics to alleviate IT from the burden of simple maintenance and data entry requests, so they can focus on high-ROI tasks.
  • Maximize user-driven admin capabilities to control the management of calculations and forms.
  • Create new KPls driven by the business needs.

When SEM-BPS was the center of Callaway Golf's planning landscape, flexibility was a huge factor that was missing. SAP Analytics Cloud contains powerful scenario planning capabilities that help organizations quickly uncover actionable insights to make data-driven decisions. For Callaway Golf, SAP Analytics Cloud's modern planning functionalities provided users with the ability to:

  • Add members on the fly
  • Plan on existing as well as planned assets and automatically calculate the depreciation of values
  • Test "what-if" scenarios for deeper analysis by creating private versions of plans
  • Customize the solution based on their current business process
  • Perform driver-based calculations
  • Empower users to execute end-to-end planning scenarios, without the help of IT

The Impact

Automated tactics and programs drove a 40% increase in transactions, while marketing campaigns achieved over 200,000 successful interactions. Engagement metrics also improved, with a 3% increase in open and click-through rates, reflecting stronger customer connections and loyalty. Leveraging Avvale's Web Channel expertise, the company was able to deliver uniquely personalized digital experiences that resonated with its audience and reinforced brand affinity. These results translated into greater customer retention, enhanced operational efficiency, and more agile, data-informed decision-making. As a result, our client fortified its market presence and gained a competitive edge in delivering value through every customer interaction.

beer
SHARE: