Case Study: ABPL

Previously the operational aspects of the business relied heavily on IT systems implemented over 10 years ago. These systems had started to creak at the seams and the on-going cost of maintenance represented a significant drain on resources. In addition the lack of system flexibility to adapt to the changing media market place had begun to constrain business growth.

SolX worked with ABPL to re-design the business processes and implement salesforce.com. The result has been a revolutionised operation and the delivery of significant benefits in terms of sales revenue and cost efficiency.

Business Challenges

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1. Proactive account management of subscribers and advertisers is critical to profitable growth; creating new business processes to enable segmentation and management of these groups was a key driver of the business case
2. Replacing the existing IT infrastructure with a flexible, web based solution that allows salesteam to have mobile and desktop access to high quality data is essential for taking the business forward

Solutions

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1. Business process re-design and deployment of salesforce.com to sales, marketing, production and operational employees
2. Creation of advanced product selection and quotation functionality to enable these processes to be completed once-and-done whilst the customer is on the phone
3. Workflow implemented to automate key activities and advertiser discount requests
4. Automated renewal process to manage readership subscriptions
5. Multi-currency functionality to enable international subscribers to be managed electronically
6. Comprehensive reports and dashboards to provide management visibility of sales and operations

Results

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1. Significantly improved efficiency in sales and distribution processes
2. Improved advertiser and subscriber account management with differentiated processes aimed at different segments
3. Increased advertiser sales conversion rate through streamlined business processes
4. Improved subscriber retention through automated renewal process
5. Flexible, user friendly solution providing a platform for future growth

For more information on how we can help you, please contact us here or on contact@solxconsulting.com

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