Oracle Customer Viewpoint—Robo Silicon
Sand in the Cloud
While India’s construction boom creates a severe shortage of river sand, Robo Silicon introduces an eco-friendly sand alternative—and builds profitable new markets in the cloud.
Robo Silicon
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HIGHLIGHTS
Concrete Remix
Robo Silicon, an Indian sand manufacturer, has pioneered a sustainable alternative to the country’s rapidly diminishing supply of river sand. But their innovative process is difficult to explain and a critical new market has been slow to adopt.
To help its salespeople scale up their number of customer visits and improve conversion rates, Robo Silicon deconstructed its entire sales process and rebuilt it in the cloud.
VISION
Global Standard
“Our vision is to become an industry leader in construction aggregates, benchmarked to global standards in operations, health and safety, the environment, and processes.”
STRATEGY
Field Goals
“Because conversion rates are very low, our salespeople have to physically be in the field talking with customers, educating them about the product, collecting requirements, and customizing solutions.”
TRANSFORMATION
Granular Detail
“In the past, salespeople spent a lot of their energy chasing the wrong leads, offering irrelevant solutions, or pursuing unprofitable deals. The cloud helps us identify the right sales engineers who can deliver the most localized experiences to customers in a particular location.”
TECHNOLOGY
Mobility and Analytics in the Cloud
“We implemented Oracle Sales Cloud and Oracle Sales Cloud Mobile, which allows our tablet-equipped salespeople to access customer information, enter orders, and manage approvals—all while working in the field. They can also conduct predictive analysis to correlate customer purchase histories and project data, helping them recommend the best products to customers.”
ROI
Cloud Conversion
“In the cloud, we can now analyze lead quality, rep productivity, and deal-conversion rates for each rep by territory and customer segment. These capabilities have had a huge impact on revenue growth and profitability.”
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