In June we officially launched the SAP Sales Cloud with the premise that we need a revolution in how we view CRM in order to deliver more ROI to customers (see CRM is Dead, Long Live CRM).
The days of sales and marketing operating in silos should be long gone. Most organizations say they try to align the two functions because the role of marketing can be critical in the sales process.
Grant Thornton Ireland uses SAP Sales Cloud Datahug to manage relationships without extra effort.
Industry - Finance
500 people operating in Dublin, Limerick, Kildare and Galway
Grant Thornton is one of the world’s leading organizations of independent assurance, tax and advisory firms. These firms help dynamic organizations unlock their potential for growth by providing meaningful, forward looking advice. Proactive teams, led by approachable partners in these firms, use insights, experience and instinct to understand complex issues for privately owned, publicly listed and public sector clients and help them to find solutions.
The company needed to fully leverage all the relationships and connections that their employees already have, to make an immediate benefit to the bottom line.
A technology implementation that would require Grant Thornton to significantly change the way they do business just for the sake of the technology would not be helpful. The tool needed to fit the job.
Grant Thornton implemented Datahug to help users get a handle on their sales relationships to help coordinate sales efforts. It took less than three weeks to get fully installed and integrated, and users were “up and running on it straight away” with the familiar combination of Outlook plus Datahug. Today, Grant Thornton uses Datahug for many different daily-use activities. One example is when they are working on proposals for new business. “We review Datahug to see if we have important already-existing relationships with the principals involved. When building proposals, Datahug is very much ingrained in our DNA.”
According to Grant Thornton, the system works without effort or manual data input Datahug is up-to-date. It is always up-to-date. The key selling point for Oliver O’Connor, Director, Head of Business Development is, “There is no work required in order for the information to be captured.”
Grant Thornton cites multiple instances of discovering information that already existed in the company, but they would not have known about without Datahug. Their employees are highly experienced and connected in their respective fields, but Datahug allows those connections to be seen and utilized easily. In multiple cases, there was a Grant Thornton employee with direct previous connections who instantly had an impact on the proposal prospects. “We just would not have known otherwise,” stated O’Connor.
Lift Your Sales Up through a Better Customer Experience
“Datahug is very much ingrained in our DNA.”
– Oliver O’Connor, Director, Head of Business Development