OTE Unlocks Business-to-Business Sales Potential by Automating CRM Processes
 
 

OTE Unlocks Business-to-Business Sales Potential by Automating CRM Processes

  • Oracle Customer:  OTE
    Location:  Maroussi, Greece
    Industry:  Communications
    Employees:  29,000
    Annual Revenue:  Over $5 Billion

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OTE (Hellenic Telecommunications Organization), the largest telecommunications provider in Greece, offers a full range of services from broadband, fixed, and mobile telephony, to high-speed data communications and leased lines. The company also has subsidiaries in Albania, Bulgaria, Romania, and Serbia.

 
 

 
 

Challenges

A word from OTE

  • "Oracle Consulting enabled us to complete an enterprisewide deployment of Oracle CRM On Demand Sales, on time and on budget, while accommodating the diverse needs of users in a dynamic business environment." – Evangelos Adam, IT Projects Planning & Division, OTE

  • Leverage Oracle CRM On Demand Sales functionality to maximize profit potential for new business-to-business telecommunications services sales to companies in all sectors and of all sizes in Greece and abroad
  • Ensure rapid adoption of Oracle CRM On Demand Sales by 300 users, ranging from sales executives, account managers, and project coordinators to regional business development directors
  • Base new business development processes on tested industry best practices with minimal software customizations to ensure low-cost roll out, rapid time to benefits, and faster return on investment

Solutions

Oracle Product and Services

  • Commissioned Oracle Consulting to deliver a seamless transition to Oracle CRM On Demand Sales, which gives OTE real-time visibility into sales opportunities, from initial tender to deal closing
  • Benefited from workshops, live demonstrations, and conference room pilots held by Oracle Consulting to capture user needs and map them to standard Oracle CRM On Demand Sales functionality
  • Created efficient and transparent account, contact, activity, and calendar management processes
  • Developed end-to-end automated, customer-centric process flows designed to prioritize opportunities, follow up with leads promptly, and shorten sales cycles
  • Worked with Oracle Consulting to train users to become competent in features appropriate to job function, ensuring rapid buy-in and adoption
  • Automated the creation of reports on sales, targets, and forecasts per industry sector, size of company, and region, and trained select users to build new reports themselves
  • Adopted sales processes to respond to frequent organizational changes in OTE and demands in the volatile, competitive communications market

Resources