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Oracle Customer Success — Tamer Group

Tamer Group

Tamer Group Multiplies Sales Efficiency by Streamlining Sales Activities and Performance Management with Cloud Solution

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Oracle Sales Cloud enables our sales teams to manage tasks on the go, and provides managers with real-time visibility into sales performance. Oracle Sales Cloud is the perfect solution to help us increase sales efficiency and maximize revenue potential.

— Ihab Abdelrahman, Group CIO, Tamer Group

Tamer Group is a leading distributor of pharmaceutical products, medical devices and specialty consumer goods, focused on the growing needs of the Saudi Arabian and Middle East communities in the healthcare, beauty care, and luxury goods sectors. Tamer Group is the country’s sole distributor for pharmaceutical companies such as Novartis and Pfizer and for medical device manufacturers such as Covidien, Fuji, and Abbott. Tamer Group is also a major distributor of beauty care products and luxury products such as watches.
 
Challenges
  • Drive revenue of medical devices and supplies in the expanding Saudi Arabian healthcare sector by streamlining and shortening sales processes—from lead and opportunity management to sales forecasting and deal closing
  • Increase sales representatives’ efficiency by providing them with full, on-the-go access to sales information—such as all quote details for equipping a hospital with general surgical products, including notes on follow-up calls—and enabling them to instantly update and share data with colleagues
  • Enhance sales monitoring by increasing supervisors’ visibility with a centralized source of sales pipeline information and associated sales representative activities—such as customer calls and visits or lead and opportunity aging
  • Enable sales representatives to easily communicate information on sales and marketing activities— providing sales supervisors with granular visibility into individual and team results regarding particulars such as the details of on-site visits, and market intelligence such as advanced surgical equipment installed at a particular hospital
  • Enable better informed sales decisions by empowering sales supervisors to easily deliver accurate medical device sales forecasts and centralized opportunity information to sales managers
Results
  • Established in Oracle Sales Cloud a single source of truth for sales information for one of Tamer Group’s core medical devices business units—including market analysis to help generate leads—increasing sales team productivity and effectiveness, and driving revenue
  • Maximized revenue potential by aligning sales representatives’ goals with business unit sales strategy, centrally managing and assessing opportunities—including identification of competitor threats—and streamlining follow-up across all territories
  • Shortened time from lead to revenue by empowering sales supervisors to prioritize leads, opportunities, and sales activities—in business lines from general surgical products to advanced surgical technologies—using Oracle Sales Cloud’s productivity tools
  • Enabled sales supervisors to track opportunity lifecycles from lead discovery to contractual agreement, proactively guide sales representatives, and enforce a consistent sales methodology with approved templates and presentations—driving hospital equipment sales
  • Provided sales representatives, supervisors and managers with real-time, top-down granular visibility into field activities and sales quota achievements for medical devices and supplies by using Oracle Sales Cloud’s out-of-the-box business intelligence reports, generated with a single click
  • Provided mobile access to Oracle Sales Cloud— shortening sales representatives’ adoption of the solution, and empowering them to manage sales tasks on the go and gain immediate insight into opportunity progress through interactive dashboards

 

The need for a sales solution was triggered by the business stakeholders, who for months had been testing out Salesforce. Both Salesforce and Oracle are leading players in the field of customer relationship management and sales automation, but what drives IT procurement is strategy, and we are an Oracle shop wall-to-wall—from finance and human resources to procurement, manufacturing and service. Even though integration is not a priority for us today, we know it will become a priority at some point. In order to develop the business use of the sales application, our IT department needs to be able to deliver continuous customization and reporting improvements. So when looking at the total cost of ownership, it made sense to choose Oracle, rather than purchase a product from a different vendor and begin a continual integration process throughout the system.

— Ihab Abdelrahman, Group CIO, Tamer Group

Execution

“We only implement a solution if we can take full control. We sent three IT staff to the Oracle Sales Cloud Implementation Training, a two-week, virtual training delivered by Oracle University where you speak to an instructor in real time. Applying what they learned in the course, my colleagues then implemented the solution within four weeks,” Abdelrahman said.

About Tamer Group

Headquarters

 
Jeddah, Saudi Arabia

Employees

 
3,000

Annual Revenue

 
$1 to $5 Billion

Oracle Solutions Used

Published:  Jan 22, 2016