Corus Consulting automated sales for Russian Light association

2020: Automation of sales based on "1C-Bitriks24: Enterprise"

The Corus Consulting group completed the project on automation of sales in Russian Light association, large distributor of lighting engineering. Using CRM based on "1C-Bitriks24: Enterprise" the companies was succeeded to create the unified information system for sales department, to automate process of lead generation and task management. On October 6, 2020 reported about it in Korus Konsaltinge.

The Russian Light association works more than with 250 suppliers of the electric market of Russia and Europe, in assortment of the distributor more than 30 thousand product names. All interaction within a sales cycle with 80 thousand clients was conducted in several systems. To reduce labor costs and quantity of possible errors, the company decided to integrate work with customers in uniform digital space.

"The Russian light" 1C-Bitriks24 selected the CRM system based on ": Enterprise", and as the partner in the project – Corus Consulting IT company which implemented for the distributor a corporate portal based on 1C-Bitriks24 and the Oracle E-Business Suite enterprise management system earlier.

Specialists of the IT company consolidated all information on work with clients from different sources in a single system and adapted the platform for internal regulations. Also automated work with activities of sales department, up to receiving detailed analytics on tasks, calls and meetings of employees.

In the nearest future integration of CRM with telephony, mail and the website with the subsequent data transmission in other programs is planned to optimize work with incoming requisitions. In addition specialists of the IT company will implement mobile application for quick and convenient access to complete history of customer relations.

Synchronization of data with Oracle E-Business Suite which processes large volumes of information – over 200 thousand records was the most difficult task at implementation. Thanks to integration of the platform with the CRM system data will always be in current status.

In addition the possibility of change responsible for individual employees was required to limit the companies in a system. The project team analyzed possible scenarios (this problem in CRM "1C-Bitriks24" can be solved by different methods) and, having selected optimal, configured necessary restrictions, told in Korus Konsaltinge.

"Most the large companies use the western Enterprise-solutions, we decided on use of the Russian system – and did not lose. Thanks to automation of sales we managed to bring order to the customer base, to reduce the number of irrelevant contacts which made about 60% of total number, to begin to deal systemically with the reasons of loss of clients and to set the purposes on their return. We expect notable effect of use of CRM within the next year and it, undoubtedly, will be expressed in growth of number of buyers, ensuring individual approach and increase in efficiency of managers", – Denis Purgin, the director of information technology of Russian Light association noted.

"The large companies pay close attention to the technologies directed to sale growth customer retention. CRM plays the leading role in business development in this sense, providing with business tools for increase in loyalty, sales management and implementation of the concept of omnichannel. "The Russian light" continues to develop the new platform. Our specialists finish the current functionality of a system, and in plans – development of the mechanism for formation of the analytical reporting on sales in the company", – Olga Gurskaya, the director of the department of CRM of Corus Consulting Group told.