1. IBM SAP Alliance
DHL Global Forwarding DHL Global Forwarding gains a single view for global sales and customers
The need:
DHL Global Forwarding found that rapid growth through acquisition resulted in multiple sales and customer management systems. As customer data was stored on isolated systems, sales efforts would often be duplicated by separate teams. With fragmented information systems, the company sometimes struggled to understand and maximize its opportunities, measure sales effectiveness and improve sales efficiency.
The solution:
DHL Global Forwarding chose SAP Customer Relationship Management and SAP NetWeaver Business Warehouse solutions for its global sales divisions. In partnership with IBM Global Business Services, the company rolled out standard systems and processes to around 4,000 employees in almost 100 countries, four months ahead of schedule. The solution supports opportunity, campaign, and sales performance management, integrated with analytics, and document management.
“IBM Global Business Services and SAP played a key role in FrontRunner’s successful rollout, and the strategic partnership has created a strong foundation for the next steps in DGF’s customer service journey.”
— Frank Schüler, Program Manager, FrontRunner, DHL Global Forwarding
Solution components:
IBM® Global Business Services®
IBM FileNet®
SAP NetWeaver Business Warehouse
The benefits:
Creates a single, centralized customer view, eliminating duplicates and errors, and reducing sales administration costs.
Provides metrics for campaigns and opportunity-to-win conversion, which allows efficiency to be measured and improved.
Enables integrated marketing campaigns based on standard, measurable processes, helping to improve sales effectiveness.
Link
SPP03190-WWEN-00