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A Abbott aprimora seus processos comerciais com o uso das soluções SAP CX
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 To evolve their enterprise, the sports giant decided to replace their outdated planning software with SAP Analytics Cloud for planning.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.
A Abbott é uma empresa multinacional líder em ciências da saúde que cria diagnósticos, dispositivos médicos, nutrição e produtos farmacêuticos genéricos de marca. A principal meta da empresa era simplificar seus sistemas de vendas e otimizar os resultados de suas equipes de vendas na Argentina, Chile, Colômbia, Bolívia e Peru. Como cada um desses países tinha seu próprio processo, o objetivo era criar um novo modelo de negócios que padronizasse as práticas e incorporasse os requisitos de cada país.
O Desafio
A Abbott reconheceu o potencial de crescimento de seus negócios comerciais, mas enfrentou desafios devido à variedade de ferramentas usadas por suas equipes de vendas. Após uma análise cuidadosa, eles descobriram que o SAP Sales Cloud era a melhor ferramenta para unificar seus processos e atingir seus objetivos. As necessidades da Abbott incluíam um inventário e uma visualização de pedidos mais fáceis de usar, automatizando os processos de recebimento de pedidos para aumentar a produtividade, melhorando a qualidade e os tempos de atendimento aos clientes, padronizando os processos de licitação e implementando a rastreabilidade em todo o processo de vendas.
A Abordagem
O SAP Sales Cloud se integra a todas as etapas do ciclo de vendas: identificação de leads e prospects, acompanhamento das atividades de vendas, pontuação e qualificação, relatórios, cotações e pedidos. A implementação dessa solução criou harmonia entre as ferramentas que eram utilizadas no back office da 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
O Impacto
Seguindo as práticas recomendadas do setor, essa solução foi personalizada para cada país e, ao mesmo tempo, unificada com o processo geral. Devido à personalização, as equipes de vendas agora têm acesso a funcionalidades que não tinham anteriormente. Além disso, essas ferramentas estão em conformidade com as auditorias tecnológicas e de segurança. Com o aumento da taxa de resposta às oportunidades comerciais, esse processo pôde ser otimizado e proporcionar maior visibilidade para a Abbott.
