Glory Global Solutions makes work easier with Oracle Cloud

The pioneer in cash automation solutions is poised to explore new growth opportunities while continuing to focus on both customer and employee satisfaction.

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By bringing Oracle Sales closer to the attention of all levels of the business, we are better able to see and shape our future. You can always analyze data, but that is the past—Oracle Sales is all about the future.

James SalmonHead of Finance Operations, Glory Global

Business challenges

Glory Global Solutions is the international sales and service subsidiary of GLORY Ltd., the Japan-based world leader in automated cash automation solutions. Glory Global Solutions (Glory) is responsible for roughly half of the company’s overall revenue.

The company provides cash automation technologies and process engineering services to help businesses in more than 100 countries optimize the handling, movement, and management of cash.

Prior to moving to Oracle Cloud, each of Glory’s 30 business units across Europe, the Americas, and Asia-Pacific was free to select and purchase whatever technology solutions fit the budget and needs of the region. But to maintain established revenue streams and anticipate new business model opportunities, Glory requires a high degree of operational and organizational agility.

With 30 different ERP solutions, too much time was being spent on IT maintenance and not enough on innovation. It became too expensive and disruptive to take on updates. Plus, processes and day-to-day work actions were constrained by the limits of the legacy systems. This did not support new ways of working, such as process automation, self-service, and work-from-home arrangements.

In order to support its growth strategy, Glory also focused on internal challenges, such as poor sales pipeline visibility for its business leaders. Approximately 85% of leads were sitting unqualified in its CRM due to assignment incapacity.

Overall, the company wanted to standardize business processes and technology infrastructure on a global scale, and commit to its mission of reducing costs, improving customer service, and ensuring sales performance during a pandemic.

Why Glory Global Solutions Chose Oracle

Glory’s executive team conducted a selection process to find a partner that could help put its vision for a comprehensive future-proof technology strategy into action. This required consideration of new solutions across all aspects of the business, from ERP to supply chain to the technology platform itself.

The company reviewed offerings from Oracle, SAP, and numerous smaller providers. Oracle was selected because it was the one vendor that offered comprehensive capabilities to support a single global instance and process transformation in a hybrid model across finance, operations, supply chain, and IT.

Glory also chose to work closely with Oracle’s Customer Success and Center of Excellence teams to transform its sales and marketing implementations, bringing things closer together for joint success.

Results

To address the challenges associated with supporting 30 different on-premises ERP systems and to embark on a comprehensive digital transformation strategy, Glory Global Solutions chose Oracle. The organization has now established a single global instance of Oracle JD Edwards ERP hosted on Oracle Cloud Infrastructure (OCI).

With two years left in the strategic plan, two-thirds of the business units have been moved to the new platform. Each finance, IT, and operations activity is being re-engineered to establish the “Glory process,” which represents the ideal state for optimizing work at both the business unit and enterprise level.

The company established an IT help desk and a project management office to serve all business units. With Oracle managing the applications and cloud infrastructure, Glory Global’s IT resources are free to become advisors to the business. A project management office is currently engaged in more than 30 projects that are reviewed periodically with representatives of the relative business functions. IT staffers help assess the value that technology has delivered and plan for the future.

The solution immediately allowed IT staff to keep critical operations running remotely when the  pandemic hit. With a hybrid of the popular JD Edwards ERP and industry-leading Oracle Fusion Cloud Applications, processes and business functions are continuously re-engineered to support the way employees now work. The result is that Glory employees are delivering more value for themselves and the organization.

On the sales side, Glory experienced a 50% reduction in IT costs and a harmonized IT landscape. By improving application mobility, core sales, marketing, and field service processes can be executed using mobile devices and have generated a 25% increase in pipeline visibility, reduced cycle time for the lead to order, minimized order cancellations, and trimmed purchase cycle time by 45%.

Additionally, using Oracle Marketing and Sales together has resulted in a 60% improvement in initial lead actions, and a 10% improvement in converted leads over six months.

Glory’s customer service levels also had significant improvements by enabling preventive maintenance, enhancing dispatch management, reducing manual errors, and boosting response times.

Partners

Glory Global Solutions chose TATA Consultantcy Services for the implementation.

Published:April 21, 2021