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CJ Logistics

Oracle Customer Success

CJ Logistics sees Oracle Cloud as key to its global expansion

Summary

Sales reps for the Korea-based global logistics provider are using Oracle CX Sales to create better strategies, build bigger pipelines, and close more deals.

Business challenges

South Korea’s CJ Logistics is a fast-rising player in the $1 trillion-plus global logistics industry, providing one-stop parcel, transportation, forwarding, project management, and other logistics services.

The 89-year-old company has completed about 10 acquisitions during the past decade, making it difficult for its 2,000 sales reps to search for account records in myriad spreadsheets, sift through customer invoices in the disconnected ERP systems the company inherited, as well as pull in credit ratings from outside agencies.

It could take reps a couple of days to build their sales reports, identify which customer contracts are up for renewal, or know when and where to upsell a new service.  

CJ Logistics not only needed a sales automation tool that its global sales force could access from anywhere, from any device, but it also needed the application to connect with its multiple on-premise ERP systems.

We want to be among the top five logistics companies in the world. Oracle CX Sales is an essential element to help us connect our companies, connect to our people, and help us reach that goal.

Hee-Jae Lee

Chief Strategy Officer, CJ Logistics

Why CJ Logistics Chose Oracle

In February 2018, the company chose Oracle Java Cloud Service to capture data from its legacy ERP systems and third-party applications and present the data in Oracle CX Sales. This integration gives sales reps immediate access to customers’ service usage histories, contract terms, and credit ratings. Reps compile that data into a spreadsheet, and then easily build a report.

Results

In a pilot project started in February 2018, the company’s Seoul-based sales reps began using Oracle CX Sales to help them consolidate their sales data and manage their accounts. With real-time access to all of the data about their customers, leads, and deals, reps are now able to produce sales and pipeline reports within a day.

CJ Logistics managers are also using the cloud software to track the status of their reps’ deals, close rates, and win/loss ratios, and then offer them guidance on how to improve their conversions.

As the company looks to enter new overseas markets, it plans to extend Oracle CX Sales to thousands more of its sales reps at 266 branches in 37 countries in Southeast Asia, Latin America, Europe, and elsewhere.