Vivacom boosts sales efficiency by automating corporate sales support &

presales processes

Business Situation: Vivacom account managers and sales support communicated

via email & phones

Shortcomings

► Lack of visibility into the sales process

► History of customer communication is not captured

► Miscommunication, errors and delays

► Not optimal workload distribution

► Lack of real time monitoring of performance, productivity & discipline (no SLAs)

1 Account Manager sends an email

2 Email is received in a shared inbox

3 Email is assigned and acted upon

Solution: Communication and documents are managed by SharePoint

workflow process

Benefits of automation

► Save time of account managers

► Timely inform account managers about progress

via notifications

► Simplify work of sales support

► Optimally distribute workload

1 Account Manager fills in an electronic form and uploads

documents

2 Support specialists views requests

assigned to him/her

3 He/she resolves the request. Notification informs the next in

line

Real time reporting is built on top of the

SharePoint solution

Benefits of reporting

► Allows analysis & monitoring of team performance

► Full visibility in the sales pipeline

► Real-time reports

► Monitoring of cross-department SLAs

► Managers spot problems and bottlenecks and react proactively

1 Requests extracted in real time in Excel &

KPIs are configured

2 End user can configure

additionally pivot charts / tables

Success leads to more success

In the last 2 years, we have covered the entire sales pipeline, 6 departments and over 400 users; Over 250 000 sales requests have been processed so far.

Sales Teams• Making the sale & signing of contracts

Sales Support• Administrating the sale

Internal Control• Validating that deal parameters are feasible

Credit Control• Approving financial history of customer

Presales• Prepare offer for more complex services (VPN)

Thank you!Contact me at elena@abilitics.com and I can

provide you with additional information about the case study and our services.

Elena PetrovaBusiness Development managerelena@abilitics.com