System integrator and developer Navicon has implemented two modules of the Creatio platform (Sales and Marketing) in the department for work with private and corporate clients of BELUGA GROUP. As a result, its employees received convenient tools for forming a unified customer profile, managing orders, marketing activities, and obtaining analytics. Implementation of IT solutions improves the speed of preparation of business proposals, reduces the time for the coordination and execution of orders, and makes it possible to process B2B and sales more transparently and adeptly.
BELUGA GROUP is one of the largest Russian producers and distributors of alcoholic beverages. The company's portfolio includes its own and imported brands; it cooperates with the most prominent suppliers from 18 countries. Different departments are engaged in the sales of products in BELUGA GROUP. In addition, a separate department is responsible for working with private and corporate clients.
In order to improve the quality and efficiency of work with each client, to avoid errors and duplication of information, the management of the department for working with private and corporate clients of BELUGA GROUP decided to consolidate customers’ and their orders’ data, automating the processes of B2B sales and marketing, as well as building transparent sales analytics. To automate these processes, the Creatio platform from Terrasoft was chosen. The project was implemented by the system integrator Navicon.
Implementation of the Creatio Sales module was carried out in two stages. At the first stage, the integrator's team collected all information about customers and their orders in a single database, eliminating the risk of data loss when one of the managers left the company. In addition, BELUGA GROUP employees received tools to create a 360° client profile, which helped to understand the client’s needs better and build effective communication with them.
At the second stage, Navicon automated working with orders and commercial offers (QP). A complex algorithm for calculating discounts was transferred entirely from the BELUGA GROUP master system to Creatio Sales as part of the stage. Thus, the process of their approval within the company was automated. Also, BELUGA GROUP employees could select products for the order using individual filters and consider the stock balances. This information can be requested from the master system in real-time. In addition, a unique commercial offer form has appeared, the appearance of which can be customised when uploading to Excel.
Thanks to implementing the Creatio Sales module and the set up of unique tools, it was possible to optimise the product selection process based on the client's needs. Not only was this advantageous when forming a quotation, but also with reducing the time spent on selecting products and developing a quote. Moreover, this approach introduced a tool to control the work of managers through internal approval of orders - which, in turn, helped improve leaders’ efficiency who can now handle more orders.
Further, the Navicon team implemented the Creatio Marketing module in BELUGA GROUP, making it possible to take full advantage of the created 360° customer profile, to effectively plan marketing activities (events and email newsletters) and analyse their results. All thanks to the built-in analytical tools.