To maintain customer relationships and stay ahead in the fast-moving IT industry, AAIS set a benchmark for its sales team to connect with install-based customers via phone call every 45 days and face-to-face meeting every three months. With a decentralized sales management environment, AAIS could not track and monitor such customer interactions throughout the sales cycle. It was also tedious and inefficient to produce quarterly reports due to inconsistent spreadsheet formats. Sales managers, for example, spent up to 20% of their time sorting and filtering columns with different status headings, which led to inaccurate forecasts and delayed sales strategy decision-making.
By deploying a single CRM system with Oracle Sales Cloud, AAIS gained a 360-degree view of customer information across 15 countries and enabled sales team members to easily track and manage the entire sales cycle. With intuitive executive dashboards, sales managers can rapidly create reports—such as pipeline and benchmark reports—in familiar Excel and PowerPoint formats, ensuring forecast accuracy and making decisions up to 80% faster. Visibility into complete interaction histories also made it easier for sales representatives to prepare proposals that are relevant to customer needs, such as recommending upgrades to a customer using an older software version, and eliminated the need to ask repeated questions—ultimately improving service quality.
“Thanks to Oracle Sales Cloud, our sales representatives can manage their daily sales activities, such as scheduling appointments or accessing pipelines reports, on their mobile devices and collaborate with the technical support team via Oracle Social Network, increasing sales productivity by 40%,” said Nayil Kazi, regional sales head, Arihant Adroit InfoSystems.