Phase 1 – The joint team deployed Manage mySales, a customer relationship management (CRM) solution providing the core capabilities of account, contact, opportunity and activity management, leveraging standard capabilities of Salesforce.com with custom enhancements made based on account team feedback. An equally important aspect of this foundational work was re-platforming the opportunity management solution.
Implementation of the “base” Manage mySales solution involved integrating sales data across numerous applications to streamline, simplify and integrate the sales management processes. A new infrastructure was also leveraged, enabling the solution to be managed entirely in the cloud and be used anywhere, anytime on mobile devices. Manage mySales was deployed globally over five months, in three waves, across all Accenture geographies. Upon go-live, the previous opportunity management tool was retired.
Phase 2 – Building upon the foundational components enabled in Phase 1, the team then set about to improve overall operational efficiency in Phase 2 by optimizing business processes, integrating applications and providing core analytics to enable real-time insights.
Phase 3 – Moving out of Phase 2 into the third year of the journey, the team plans to optimize the user experience and deploy more insights to drive value-based outcomes. This will be accomplished by:
Upgrading to the new Salesforce Lightning architecture to provide an entirely new user interface and enhance the user experience.
Expanding Wave Analytics, including implementing predictive analytics and pricing intelligence to support sales management.
Embedding process, best practices and “just-in-time” training content to support users as they navigate the application.