Itautec Increases Business Productivity by Nearly 35% Using Sales Force Automation Tool
 
 

Itautec Increases Business Productivity by Nearly 35% Using Sales Force Automation Tool

  • Oracle Customer:  Itautec
    Location:  São Paulo, Brazil
    Industry:  High Technology
    Employees:  5,902
    Annual Revenue:  $100 to $500 Million

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Itautec—a Grupo Itaú (Itaú Group) company—specializes in developing products and solutions for computing, banking and business automation, and self-service. In addition, it provides infrastructure outsourcing and technical assistance services. The President of Itautec, in 2010, made many changes to the company’s organizational model and its approach to customer service, aiming to improve sales efficiency for increased revenue and profitability.

In this context, the company’s strategic sales planning department increased its use of Oracle’s Siebel Sales, achieving a nearly 35% improvement in activity flow between the sales force and the departments that support it—including the finance, engineering, pricing, and legal departments. In addition, increased use of Siebel Sales improved visibility into each team member’s work at every stage of the process, enabling sales managers to be more proactive, thus improving planning for the entire production chain following the sales cycle.

 
 

 
 

Challenges

A word from Itautec

  • “We’ve added great value to our services through the effective use of Oracle’s Siebel Sales. Our sales force can now communicate better with other departments for support—including finance, engineering, pricing, and legal—enabling faster responses to customers. Furthermore, the solution has generated a virtuous circle in our supply chain by providing visibility into where sales have occurred and where new business opportunities are emerging.” – Rubem Daniel Duek, Executive Manager of Strategic Sales Planning, Itautec

  • Optimize a sales force automation tool already owned by the high tech hardware and services provider to better facilitate business departments’ interactions
  • View and monitor all stages of the sales cycle and sales agents’ activities throughout the sales process to move from reactive to proactive roles
  • Facilitate interaction between the hardware and services sales teams and other supporting departments—such as finance, engineering, pricing, and legal— to enable responding to customers more quickly and knowledgably

Solutions

Oracle Product and Services

  • Optimized Oracle’s Siebel Sales—which the company had owned for many years but had hardly used internally—thus increasing the sales team’s efficiency, thanks to the tool’s flexibility and user friendliness
  • Raised the technological equipment and services sales team’s productivity by nearly 35% by automating and improving the flow of interactions—including sales pricing information coordination and contract approval—between the sales department and departments that support it
  • Integrated the company’s entire sales operation by enabling the sales department to request support for presales directly through Siebel, which automatically controls process flows, enabling Itautec to respond to customers more quickly and with more complete information
  • Defined service level agreements (SLAs) for the sales support departments by measuring the average response time to requests for sales department services
  • Automated daily report generation—including reports on business closing times, sales process bottlenecks, account executive productivity, and more—information that was not previously available, ensuring excellent visibility into each team member’s work at every stage of the sales process
  • Enabled sales managers to move from a reactive mode to proactive planning by obtaining information about bottlenecks with the ability to analyze deals by region, price, sales stage, and other factors
  • Provided complete visibility for sales prospecting and the closing cycle—including details about products sold and place of purchase—improving planning for Itautec’s entire supply chain

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