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Abbott Mejora sus Procesos Comerciales Aprovechando las Soluciones CX de SAP
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 To evolve their enterprise, the sports giant decided to replace their outdated planning software with SAP Analytics Cloud for planning.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.
Abbott es una empresa multinacional líder en ciencias de la salud que crea productos de diagnóstico, dispositivos médicos, nutrición y productos farmacéuticos genéricos de marca. El principal objetivo de la empresa era racionalizar sus sistemas de ventas y optimizar los resultados de sus equipos de ventas en Argentina, Chile, Colombia, Bolivia y Perú. Dado que cada uno de estos países tenía su propio proceso, el objetivo era crear un nuevo modelo comercial que estandarizara las prácticas e incorporara al mismo tiempo los requisitos de cada país.
El Desafío
Abbott reconoció el potencial de crecimiento de su negocio comercial, pero se enfrentaba a retos debidos a la diversidad de herramientas utilizadas por sus equipos de ventas. Tras estudiarlo detenidamente, descubrieron que SAP Sales Cloud era la mejor herramienta para unificar sus procesos y alcanzar sus objetivos. Las necesidades de Abbott incluían una visualización de inventarios y pedidos más fácil de usar, automatizar los procesos de toma de pedidos para aumentar la productividad, mejorar la calidad y los tiempos de servicio a los clientes, estandarizar los procesos de licitación e implementar la trazabilidad en todo el proceso de ventas.
El Enfoque
SAP Sales Cloud se integra en cada paso del ciclo de ventas: identificación de clientes potenciales, seguimiento de las actividades de ventas, puntuación y cualificación, informes, presupuestos y pedidos. La implementación de esta solución creó armonía entre las herramientas que se utilizaban en el back office de Abbott.
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
El Impacto
Siguiendo las mejores prácticas del sector, esta solución se personalizó para cada país sin dejar de estar unificada con el proceso general. Gracias a la personalización, los equipos de ventas tienen ahora acceso a funcionalidades que antes no tenían. Además, estas herramientas cumplen las auditorías tecnológicas y de seguridad. Con una mayor tasa de respuesta a las oportunidades comerciales, este proceso pudo optimizarse y proporcionar una mayor visibilidad a Abbott.