SPARDA 银行通过社交协作改善交叉销售
公司规模
Large Corporate
地区
- Europe
国家
- Austria
产品
- IBM Domino Designer 8.5
- IBM XWork Server
- Safebook
技术栈
- XPages Web development framework
- Private Cloud
实施规模
- Enterprise-wide Deployment
影响指标
- Revenue Growth
- Customer Satisfaction
技术
- 应用基础设施与中间件 - API 集成与管理
适用行业
- 金融与保险
适用功能
- 销售与市场营销
服务
- 系统集成
关于客户
SPARDA Bank Austria Süd 是一家零售银行，在奥地利各地设有分支机构。其业务是通过银行分支机构、移动销售和其他渠道提供银行和金融服务。该银行在内部沟通和协作方面遇到了困难，这限制了其效率。该银行的许多客户都是单一产品的购买者，银行认为，如果能够更好地了解客户的需求，就可以增加交叉销售和追加销售。为了实现这一目标，该银行寻求 CRM 解决方案来转变其营销和销售流程，同时增加协作和社交功能。
挑战
SPARDA Bank Austria Süd 是一家在奥地利各地设有分支机构的零售银行，其内部沟通和协作一直存在困难。该银行的主要协作工具是电子邮件，这使得员工难以共享销售流程、产品知识和客户信息。这种协作不足限制了银行的效率，尤其是对于地理位置分散的团队、分支机构和移动销售而言。许多客户都是单一产品的购买者，但 SPARDA 认为，如果他们能够确定未满足的客户需求并抓住追加销售和交叉销售的机会，这种情况可能会改变。因此，SPARDA 寻求 CRM 解决方案来转变其营销和销售流程，同时增加协作和社交功能。
解决方案
SPARDA 向 IBM 业务合作伙伴 INTRANET Software & Consulting GmbH 寻求帮助，后者实施了 Safebook 软件来改善客户关系管理 (CRM) 以及在线和移动协作。Safebook 的目标是优化 SPARDA 在营销、销售和服务方面的通信和工作流程。该软件利用 SPARDA 的九个数据库，通过类似 Twitter 的供稿、销售 wiki、客户资料和向客户推荐服务的引擎等工具，促进员工、客户和合作伙伴之间的信息共享和协作。该软件可用于管理客户、销售帐户和产品线。Safebook 是使用 IBM Domino Designer 8.5 软件及其 XPages Web 开发框架开发的。出于安全考虑，SPARDA 在私有云配置中部署了 Safebook，该配置使用 IBM XWork Server 软件实现，该软件是一种也使用 XPages 技术的应用程序服务器。
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