Boa Vista Serviços Uses Cloud-Based CRM Solution to Improve Customer Relations, Commercial Operations, and Business Flow Visibility
 
 

Boa Vista Serviços Uses Cloud-Based CRM Solution to Improve Customer Relations, Commercial Operations, and Business Flow Visibility

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Boa Vista Serviços (Boa Vista Services), founded in 2010, is a leading provider of commercial and individual credit rating services in Brazil. It is the only business-information company that has a national role, as it is Brazil’s Adminstator of Serviço Central de Proteção ao Crédito (SCPC, or Credit Protection Central Service). The company recently took over the operations of Equifax do Brasil (Equifax of Brazil), incorporating that company’s consumer records and corporate intelligence into its information base. The newly incorporated information includes more than 350 million pieces of data about consumer transactions and more than 42 million pieces of data from company records.

Boa Vista Services ensures that its data reflects nationwide financial and credit status by obtaining data from trusted sources. It shares its data with Brazil’s retail market and uses this wealth of information to generate powerful tools that assist decision-making in all stages of the business cycle for about 30,000 direct customers.

Boa Vista Serviços serves around 1.2 million direct and indirect customers in all segments of the economy, at the speed the market demands, thus contributing to Brazil’s growth. To continue this, Boa Vista Serviços requires an up-to-date and efficient sales force automation tool.

It found Oracle CRM On Demand to be the best solution.

 
 

 
 

Challenges

A word from Boa Vista Serviços

  • “With Oracle CRM On Demand, we have simplified and streamlined sales operations, ensuring our team’s mobility and data security. Now our sales department, as well as company management, can monitor lead generation, sales flow, and the opportunity pipeline.” – Sérgio Arai, IT and Process Director, Boa Vista Serviços

  • Deploy a sales force automation tool that could be hosted outside the company to enable a rapid, cost-effective implementation
  • Improve control over the performance of the sales department, which is responsible for identifying business opportunities in the Brazilian credit analysis sector
  • Support a more aggressive commercial operation to ensure the competitiveness of its consumer and corporate credit rating products

Solutions

Oracle Product and Services

  • Worked with Oracle Partner Limine Solutions to implement a robust sales force automation tool in just three months, giving the company more control over sales efforts and allowing it to be more competitive in the Brazilian credit analysis market
  • Adopted a cloud-based software-as-a-service (SaaS) model with Oracle CRM On Demand Version 18, thus avoiding investments in hardware; a maintenance team; and time-consuming, on-premise upgrades; thus enabling the company to focus on its core business
  • Expanded visibility into leads and the customer base by creating a central data repository for  current and potential customer information, data that had previously been spread across personal computers and could not be readily searched
  • Enabled migrating all Brazilian customer data from Equifax do Brazil (Equifax of Brazil) to Oracle CRM On Demand in a little over one month to facilitate the company’s integration after its acquisition
  • Ensured online access for the 350 sales force employees without jeopardizing data security, since, despite being open, the environment is controlled through user-specific profiles
  • Provided managers with a dashboard displaying performance of the company’s sales team and each salesperson, enabling more precise sales forecasting and better coaching
  • Formalized and standardized processes for prospecting and generating leads, as well as planning visits and closing contracts, which helped simplify and streamline sales force performance and monitor negotiations and credit rating service sale
  • Enabled the sales team to make real-time updates to the system regarding contacts, documents, actions, and follow ups, improving monitoring and increasing opportunity pipeline visibility
  • Integrated the sales force automation system with the company’s enterprise resource planning (ERP) system, which saved time
  • Improved collaboration between the sales and marketing departments to drive more effective initiatives

Why Oracle

“Oracle’s level of support and involvement in the implementation process served as a benchmark for the professionals on our team. Furthermore, Oracle’s robustness made us confident about its product evolution, something of vital importance in a market that is characterized by frequent mergers and acquisitions ,”said Sérgio Arai, IT and process director at Boa Vista Serviços.

Implementation Process

The implementation took only three months, thanks to the SaaS model, which eliminated the need for hardware acquisition and specialized IT human resources. Furthermore, Boa Vista Serviços’ adoption costs were much lower than if they had chosen an on-premise model.

“This implementation was achieved through some exchange and data-loading interfaces with the ERP system and our transaction system,” Arai said.

Partner

Limine Solutions demonstrated product knowledge and a strong commitment to the project, enabling Boa Vista Serviços to complete the implementation of Oracle CRM On Demand and the migration of data from Equifax do Brasil within tight deadlines.