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Oracle Customer Success — KEC International Ltd.

KEC International Ltd.

KEC International Gains Anytime, Anywhere Insight into Sales Pipelines, Increases Sales Productivity, and Maximizes Business Opportunities

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We chose Oracle Sales Cloud over Salesforce and Microsoft because it enabled seamless integration with our existing JD Edwards EnterpriseOne ERP system and offered flexible features to meet the unique bidding requirements of different countries. Thanks to Oracle Sales Cloud, we gained anytime, anywhere insight into pipelines, improved sales productivity, enhanced team collaboration and increased sales performance.

— Sudip Mazumder, Head of IT, International Business and Corporate Functions, KEC International Ltd.

As a subsidiary of the RPG Group, KEC International Ltd. is a global leader in infrastructure engineering, procurement, and construction (EPC) in the electrical transmission and distribution sector. Its key businesses include manufacturing and distributing power transmission towers and supplying power cables to telecom operators and utilities companies in 52 countries across Africa, North and South America, Asia, and the Middle East. Leveraging its expertise in engineering, project management and EPC infrastructure, KEC International expanded operations to include railway infrastructure and water resource management. In addition, the company has five tower-manufacturing facilities and three cable-manufacturing plants spread over Brazil, India, and Mexico.
 
Challenges
  • Introduce a cloud-based bid management platform to automate and standardize the bidding process for EPC infrastructure projects across multiple countries to improve sales productivity and support 2x year-over-year growth
  • Provide a single data repository for bid documents and knowledge management to enhance data quality and improve collaboration for up to 25 people across the nine functional teams involved in a complex bid-management process
  • Enable senior managers to rapidly access pipelines and sales performance, such as power transmission-tower bids in Nigeria and Saudi Arabia, to accelerate decision-making and maximize business opportunities
  • Gain flexibility to easily capture and share key bidding information, such as technological, geotechnical, and competitors on construction projects, and enable the bid team to assess the profitability of each sales opportunity
Results
  • Increased sales team productivity by deploying Oracle Sales Cloud to automate end-to-end bidding process—from capturing tender notifications from various sources to processing and following up on qualified bids—and enable sales members to view and track the entire life cycle of bid opportunities in one location instead of using multiple spreadsheets
  • Supported better decisions and maximized sales performance by providing senior managers with real-time insight into pipelines and bid opportunities anytime, anywhere via iPad, allowing them to rapidly analyze and target the most desirable bids, thanks to Oracle Mobilytics
  • Ensured data integrity, met compliance requirements, and enhanced global team collaboration by using a single, cloud-based bid management platform to capture and store data from multiple business functions such as legal, taxation, insurance, engineering, and marketing, involved in a bidding process
  • Improved ability to make informed decisions about which bids present the best and greatest opportunities for the company—and should be pursued—by using Oracle Fusion Opportunity Management to analyze the strategic value and risk factors for each bid, such as pricing and insurance for building a transmission tower in Afghanistan
  • Enabled the business development team to accurately evaluate each bid opportunity by gaining the flexibility to add or remove mandatory fields in the site-survey questionnaire based on each country’s requirements, such as taxation—supporting future business growth
  • Ensured smooth integration with on-premises JD Edwards EnterpriseOne’s enterprise resource planning (ERP) applications by using Oracle Sales Cloud’s open architecture to enable front-end bidding activities and analytics to synchronize with back-end site operation processes including financials and manufacturing

Why Oracle

KEC International adopted Oracle Sales Cloud because it ensured seamless integration with its existing Oracle’s JD Edwards EnterpriseOne ERP system and enabled the company to minimize capital expenditure. Oracle Sales Cloud also offered flexible features that the business required to support complex bid management requirements that vary by country. 
 

We considered various solutions, including Salesforce and Microsoft, but decided that only Oracle Sales Cloud could offer a flexible and robust bid-management platform to improve our profitability and support future growth. Moreover, Oracle Sales Cloud’s powerful mobile analytics also influenced our decision.

— Suneel Aradhye, Group CIO, RPG Group

Execution

KEC International implemented Oracle Sales Cloud, including Oracle Fusion Customer Relationship Management Base, Oracle Fusion Lead Management, Oracle Fusion Opportunity Management, Oracle Fusion Territory Management, and Oracle Fusion Mobile Sales, to transform its bid-management process into a cloud-based platform. It completed the deployment in only five months and went live with the new system smoothly.

“We recommend Oracle Sales Cloud because global EPC companies need to strike a balance between flexibility and rigidity, especially in bid management due to requirements that vary widely by geography, project type, and local regulations,” Aradhye said.

The company is planning to upgrade its ERP system to JD Edwards EnterpriseOne 9.1 and add modules, such as procurement and asset management, to cover project management in addition to its existing financial and manufacturing applications.

About KEC International Ltd.

Headquarters

 
Mumbai, India

Employees

 
5,000

Annual Revenue

 
$1 to $5 Billion

Partners

KEC engaged Oracle Partner, Wipro, to assist with defining To-Be business processes at a granular level, functional and technical design for the Oracle Sales Cloud platform implementation. The group also provided user training, ongoing support, and change management consultation.

“Wipro’s expertise was invaluable in our transformation project. The team ensured on-time and smooth deployment and enabled us to rapidly realize the benefits of Oracle Sales Cloud,” Aradhye said.
Published:  Jun 16, 2015