实例探究 > GE Gains Better Visibility into Channel Sales

GE Gains Better Visibility into Channel Sales

公司规模
1,000+
国家
  • United States
产品
  • E2open Channel Data Management (CDM)
  • Salesforce CRM
技术栈
  • Data Integration
  • Data Warehouse
  • Cognitive Artificial Intelligence
  • Machine Learning
实施规模
  • Enterprise-wide Deployment
影响指标
  • Cost Savings
  • Customer Satisfaction
  • Digital Expertise
  • Productivity Improvements
技术
  • 分析与建模 - 预测分析
  • 应用基础设施与中间件 - 数据交换与集成
  • 平台即服务 (PaaS) - 数据管理平台
适用行业
  • 可再生能源
  • 公用事业
适用功能
  • 商业运营
  • 销售与市场营销
  • 仓库和库存管理
用例
  • 库存管理
  • 补货预测
服务
  • 数据科学服务
  • 软件设计与工程服务
  • 系统集成
关于客户
GE Automation & Controls is a division of GE, the world’s Digital Industrial Company, transforming industries ranging from aviation to renewable energy with software-defined machines and solutions that are connected, responsive, and predictive. They offer turnkey solutions for full power plant automation, control, and safety, as well as standalone industrial automation products for a variety of other industries. With 2,500 employees in 30 countries dedicated to customer success, this division of GE automates the processes that generate half of the world’s power. A third of major metropolitan areas rely on GE control systems to help provide electricity to citizens. GE Automation & Controls leverages hundreds of channel partners across the globe to get local inventory to customers and provide technical expertise on GE products.
挑战
When investing in partners to drive program performance, iB2B channel suppliers like GE Automation rely heavily on point-of-sale (POS) data from partners to power everything from customer intelligence to sales compensation. The ability to collect and use this information is crucial to GE’s ability to operate with transparency and enable effective sales processes. With its data in disarray, GE struggled to calculate accurate sales commissions, spent weeks matching POS data to opportunities and lacked any information on sell-through for all but the largest partners. GE realized that to achieve their goals of increased visibility and better sell-through, they would have to perform an entire overhaul of their data processes. This overhaul would require cleaning up the customer data stored in GE’s Salesforce database to eradicate issues like duplicate data and inconsistent naming conventions, amongst many others.
解决方案
GE began by considering the benefits and costs of a manual data overhaul but concluded that this approach would ultimately prove to be too time-consuming and would prevent GE from establishing an automated data management process. The other option was to find a specialized vendor with a solution built to automate the overhaul. After evaluating multiple vendors and with a consensus from a number of internal teams across a variety of departments, GE selected E2open to drive its new channel data management process. A key part of the initiative was gaining internal and external stakeholders’ trust and cooperation. Some distributors mentioned security as a concern when GE broke the news that they would use a third-party vendor for CDM, but E2open was able to demonstrate how it offered stronger security safeguards than the legacy practice of emailing or faxing sales reports. GE began its data integration and collection overhaul with E2open during the summer of 2016. As a key part of the integration, the data that E2open’s platform collected began flowing into GE’s Salesforce instance and was immediately integrated into its data warehouse. E2open’s technology officially went live with all GE channel partners on Jan 1, 2017.
运营影响
  • Reduced inventory spending and stock-out issues by sharing detailed and accurate inventory data with partners and sending data-driven recommendations for product orders.
  • Eliminated unnecessary administrative tasks for sales teams, giving them more time for active selling.
  • Dramatically improved the speed, accuracy, and detail of channel partner reports.
  • Empowered more effective sales incentives through compensation based on individual performance rather than total distributor sales.
  • Improved resupply process with automatic personalized notices to partners about expiring products.
数量效益
  • Reduced inventory spending and stock-out issues.
  • Eliminated unnecessary administrative tasks for sales teams.
  • Dramatically improved the speed, accuracy, and detail of channel partner reports.

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