The ability to efficiently and effectively execute sales activities to support Accenture’s growth aspirations is crucial. Our existing environment, however, consisted of both on- and offline tools and an end-to-end toolset was needed. Additionally, one of our primary tools, Accenture’s opportunity management solution, was ready to be replatformed.
It was time to implement a new solution. The business needed one solution to manage sales—from first client contact to signed contract—to enable client account teams to collaborate. These teams needed a solution that provided the rigor and analytical insights to help them move from sales administration to sales enablement.
Both Accenture’s internal IT and the Global Sales and Pricing Excellence organizations set out to digitize how Accenture sells by enabling the end-to-end sales process and improving efficiency through automation. The key to digitalization was bringing Accenture’s sales processes online to create the “intelligent connection points” with Accenture’s global account teams to the right people, the right assets, and the right insights to be more effective in their sales pursuits.
The team stayed focused on five key areas, including strong leadership, governance, strategic business and IT partnership, partnership with the cloud provider, continuous innovation for rapid releases, and a dedicated engagement model for client account teams. After the first wave, lessons learned were incorporated into subsequent waves.
GUIDING PRINCIPLES—GETTING CLEAR DIRECTION FROM USERS
FOCUS ON WHAT MATTERS MOST TO OUR TEAMS
Move from administrative to enablement
Provide relevant insights back to teams
ONE-STOP SHOP FOR CRM
Integrate and digitally enable the end-to-end sales/CRM process
Improve process efficiency through automation
USE “BEST IN CLASS” CAPABILITIES
Leverage standard functionality to meet business needs
Make improvements based on account team feedback
Solution development occurred in three phases over three years, but continues to evolve on an ongoing basis:
IMPLEMENTED MANAGE MYSALES, AN ACCENTURE-DEVELOPED CRM SOLUTION
IMPROVED OPERATIONAL EFFICIENCY
ENABLING INTELLIGENCE AND ANALYTICS
The Manage mySales platform is digitally enabling end-to-end sales and CRM processes, and supporting Accenture’s business growth strategy:
Manage mySales delivers all sales needs via a single platform for growing Accenture’s sales pipeline, qualifying opportunities and developing best-in-class strategies. It is a “one-stop shop” solution that every client-facing Accenture employee can use anywhere, anytime for building and managing key client relationships. Sales opportunities, in turn, are undertaken more efficiently and effectively, helping to achieve the sales required to support Accenture’s growth by capturing what individuals used to do offline and putting it into one online digital platform.
~32,000 USERS ACROSS 50 COUNTRIES
ROBUST AND DIGITALIZED CRM CAPABILITIES
360-DEGREE VIEW OF ACCOUNTS
STANDARDIZATION OF WINNABLE, PROFITABLE SALES STRATEGIES
GREATER INTERACTION, COLLABORATION AND VISIBILITY
END-TO-END ENABLEMENT OF ACCENTURE SELLING METHODOLOGY
"What is most exciting about the deployment of Manage mySales is the industrialization and end-to-end enablement of our Accenture Selling Methodology. Before, sales teams relied on paper-based templates that were disconnected and inconsistently used. Now, by integrating our best practices into the application, they are more effectively adopted by teams and reinforced by leadership."
Managing Director – Accenture Global Sales Effectiveness