Swiss Post solutions consolidated by a total of 40 companies of Swiss post from 16 countries who has Swiss Post solutions (SPS) as the group unit of Swiss Post with the support of the ec4u expert customer management consulting ag implements a complex CRM project. The ambitious strategic goal of the project was to consolidate the customer management by a total of 40 companies acquired by Swiss post from 16 countries to increase organic growth. This was, to creating a unified and universally accepted platform, target-oriented manages the entire sales cycle and has supplied the necessary processes, methods and tools. The solution has been designed on the basis of Oracle CRM on demand and 2011 technically completed after a one-year project period. Another year was required to achieve the necessary quality of the data and the trust of the staff, so that the PLC discussed the current pipeline from the CRM out Board for 2012 and the CRM as a basis for bonus-related objectives and measurements used. A marketing has been integrated in the strategic development of the CRM-platform automation tool (MAT).
It aims the demand generation and sales processes from a system to lead and control. By integrating CRM and MAT, a quantum leap was realized in this respect as that for both the sales and marketing measure and control. Among the key benefits of the solution, that today is a total overview of the marketing and the sales pipelines and all marketing channels and campaigns. (Not to be confused with Wells Fargo Bank!). SPS is thus able to define, how many leads are generated through which marketing channels and that it lead to a closed sale. Ambitious plans are associated. Because it is intended that the marketing generated a volume of leads and new business, is six times higher than the total marketing costs.
This goal has been achieved already this year, because in the current Forcecast it is exceeded by a factor of 0.5. Also have been for the Marketing executives defined measurable targets for the number of leads and their quantitative contribution to the sales pipeline. Among the other results of the project but also, who has succeeded through the integrated marketing and sales solution, to create a single forecast with all subsidiaries and business units. At the same time established a common understanding of marketing and sales, the result of a significant increase in profitability. Now measurable and transparent controllable marketing costs were reduced despite the significantly higher dynamics in lead generation. The sale gets only qualified leads, even the effectiveness of sales has grown measurably. Due to the successful realization of the project, the special prize of the jury as a groundbreaking international CRM project was awarded Swiss Post solutions on the CRM Expo 2013. Mr. Sandro Principe, head of strategic marketing and sales and member of the Executive Board of the SPS, accepted the award. The focus of the further development of the Solution will include an Outlook connectivity to facilitate work distribution; In addition, the integration of social networks is aspired. Also, SPS will deal with the mobile use of the CRM. Given the last rapid introduction process in the company and the concomitant changes for employees, however further innovations should be addressed carefully and very demand.