In a machine-building division of Rosatom the management system for sales based on 1C:CRM is created

Customer

JSC Atomenergomash (AEM) is a machine-building division of the Rosatom State corporation, the supplier of effective complete solutions for nuclear, thermal power, the gas and petrochemical industry. About 30 power engineering enterprises, including the research, engineering, production and construction organizations are a part of the company.

In a machine-building division of Rosatom the management system for sales based on 1C:CRM is created

Tasks

The enterprises of a machine-building division of ROSATOM State Corporation needed to increase efficiency of sales and to provide automation of precontractual work. Before the project the main problems of sales planning and an order portfolio were revealed:

• There was no single centralized system of a division on precontractual work
• The relevance and reliability of sales forecasts required improvement
• Portfolio construction of orders in Excel caused difficulties in view of high labor input
• Process of preparation of summary reports according to sales forecasts was not automated
• Possibilities of interaction of DZO during precontractual work were limited
• There was no possibility of maintaining the centralized databases of marketing information of a division

During the project on creation of a management system for sales it was required to solve the following problems:

• Create a single system and business sales process for commercial services of a division
• Automate an order portfolio on the planned and signed agreements
• Prepare the platform for joint work of DZO of a division regarding precontractual work
• Provide monitoring and control of precontractual work at all sales levels
• Add a feature for forecasting of accomplishment of indicators of sales in real time
• Provide a possibility of formation of single databases of marketing information and also assessment of competitive environment on profile sectors of the market

Solution

The start of the project took place on October 3, 2014. Within the project specialists 1C-Rarus carried out requirements gathering, developed a number of documents (the project charter, the conceptual project, the technical specifications, the user instruction), carried out completion of standard functionality, executed software installation and also trained users in the principles of work with the program.

The project was implemented using cascade project technology. At the same time, at a stage of trial operation of a system the Agile technology was used.

Result

The system implemented based on the solution 1C:CRM is intended for work of the divisions involved in sales process. Access to a system is differentiated depending on roles of users and the carried-out tasks. For the top management of management the monitoring system of indicators of sales is implemented.

A system provides support and automation of end-to-end business sales process - beginning from identification of a market opportunity and completing signing of the contract.

During precontractual work results of everyone the sale stage, by each opportunity, the potential order or the signed agreement is fixed. Responsible DZO is assigned to each potential agreement. During the work with potential tenders functions of joint work over requests and recommendations are provided to other DZO.

A system provides fixing of potentialities and the planned agreements DZO with further tracking of results of work at each stage of precontractual work. The revealed tenders and opportunities are entered into the system. The enterprises of a division can communicate about tenders or the received applications from customers. Under each potential agreement information on a current status, the history of work with the customer, perspectives, financial assessment is kept. Based on participation in tenders the result, the reasons of loss or a prize with assessment of competitors is noted. At any moment information on the course of precontractual work and forecasts of contracting is available.

Within all division the possibility of the centralized maintaining the register of the signed profitable agreements is implemented – processes of updating of information are automated. Under each agreement it is fixed responsible for maintaining the agreement. The forecast of receiving revenue is updated. Information on an order portfolio of DZO is generated automatically in any cuts.

A system provides a possibility of reporting on precontractual work and sales forecasts in a real mode of time. The reporting under an order portfolio and contracting, monitors of indicators of sales is available to heads from the 2nd-level detailing, operational preparation of reports under a specific objective or a request and also the automatic notification by e-mail on new tenders, key events and results of sales.

In a system the centralized database of a division on customers, partners, competitors and also contact persons forms. Each DZO can generate information on the customers and partners in a work progress over potential contracts and tenders. The history of work with customers remains an asset of a division even after dismissal of specialists of commercial services. The database of contacts of customers becomes the tool for promotion of products of AEM and the organization of communication actions.

Within a system it is created and the database of objects of power is supported: nuclear energy stations, thermal power stations, petrochemistry objects, objects of shipbuilding and other objects. The database forms divisions of marketing of DZO and AEM and is available to all DZO working in a system.

Besides, within a system the uniform resource of marketing information allowing to merge the available data assets of the enterprises of holding is created:

• Researches and analytics on the markets
• Product and corporate presentations
• Promotional materials and booklets
• Analytical reports
• Investment projects and programs of customers

A system provides a possibility of formation of the uniform electronic directory of products of a division. Each enterprise can create the list of products in the section. Also the possibility of automatic formation of directories on types and categories of products is available.

On February 27, 2015 a system is put into commercial operation at 27 enterprises of a machine-building division of Rosatom. In a system passed more than 200 employees of commercial and marketing divisions of state corporation to work.

A system is on support of 1C-Rarus company, development of the project is carried out within the agreement of support.

About the 1C:CRM PROF system

"1C:CRM PROF" is an analytical CRM system with a possibility of expansion of quantity of jobs of users depending on requirements of the organization. The solution is intended for the companies of medium and small business.

The software product allows to automate all business processes of the company according to the concept of CRM, including purchasing departments, sales, marketing, service maintenance and service of quality and also to manage business processes at all stages of customer interaction and in the organization.

The solution is also intended for creation of a common information space of the organization together with other configurations developed on 1C: Enterprise platform: "1C: Manufacturing Enterprise Management", "1C: Integrated Automation", "1C: Trade Management", etc.

Contractor

1C-Rarus ‒ the joint venture of 1C and Rarus companies, is created in 1994. Today 1C-Rarus ‒ holding which branches work in the cities of Russia and Ukraine. For 21 year of work in the market clients 1C-Rarus of steel more than 100,000 enterprises of Russia and the CIS countries and also divisions of the largest world companies.

In 1C-Rarus more than 2500 employees work, most of them are certified by 1C Company. The system of management of the company corresponds to the international quality standard of ISO 9001:2008.