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CLIENT CASE STUDY


Leading Brewing Company: Digital mobility solution delivers powerful data

Accenture and Avanade helped a leading brewing company develop a sales force application using SAP CRM and Windows 8 technology to leverage mobility for powerful, real-time data so that its sales representatives could become effective in the field.

Overview

Accenture helped a leading brewing company, develop a mobile application to help its salesforce make data-driven decisions by leveraging real time data when negotiating commercial agreements and effectively target promotional activity. With Avanade, an Accenture joint venture that focuses on Microsoft technologies, Accenture integrated an SAP back-end system with a Microsoft Windows 8 mobile platform for the application. Sales representatives can now share, collect, analyze and utilize real-time data anywhere and anytime. This increased visibility into sales operations means sales representatives can leverage analytics to monitor and adapt its business strategy on-the-fly, identify new market opportunities and gain a better understanding of its customers. Ultimately, the organization is able to empower sales representatives to be effective in the field.

Client profile
The client is one of the leading brewing companies in Europe. It has 4,000 employees and more than 100,000 customers.

Opportunity

The client established a goal to identify new growth opportunities for itself and its distributors. It also wanted to increase visibility into indirect sales channels where the distributor interacts between the brewery and the final customer. The brewery sought a mobile application that allowed its salesforce to leverage analytics to make data-driven decisions when negotiating commercial agreements and effectively target promotional activity. This called for a solution that provided immediate updates on sales-related activity across its network of distributors, while enabling its sales teams to work on tablets, accessing and inputting data when on-or offline. Replacing laptops with mobile devices, such as tablets, would be suitable for sales representatives who were out in the field as well as a cost-effective, low-maintenance solution for the company.

Solution

Accenture’s experience in managing complex systems integration projects, its track record of innovation in digital technologies and the close relationships it maintains with SAP and Microsoft were important factors in the selection process. Avanade is a joint venture with Accenture that combines insight, innovation and competence focused on Microsoft technologies. Accenture has a 30-year successfully demonstrated track record of delivering large-scale complex SAP projects and the largest group of SAP trained professionals globally, to help ensure reliably high quality delivery of solutions. The mobile application for sales representatives used a common front-end interface to manage customer data, commercial agreements and sales volumes, with the ability to obtain information quickly, regardless of location. Accenture worked with Avanade to design and implement a Microsoft Windows 8 mobile platform for the front-end which enabled the use of tablets for sales representatives in the field. The mobile application is integrated with an SAP back-end system that featured SAP Customer Relationship Management (CRM) integrated with SAP Enterprise Resource Planning (ERP) and SAP Business Intelligence and drew up the company’s customer data to help drive business decision-making. (*See written credential draft for a full list of solutions delivered).

Results

With the new mobile application, sales representatives can share, collect, and analyze real-time customer data anywhere and anytime, such as point of sale promotional images and geo-location data for site visits. Sales data consists of actual versus potential sales information, portfolio penetration and competitive positions – all data that can enable real-time promotional and sales decisions and provide relevant communications to customers. For management, this increased visibility into sales operations means the company can monitor and adapt its business strategy on-the-fly, identify new market opportunities and gain a better understanding of customers.

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