Modernized sales lifecycle for a global print manufacturer | HCLTech

Modernizing the sales lifecycle for a global print manufacturer

Revamping sales enablement processes for a global printing leader resulted in extending services to a larger customer base, reduced resolution times, optimized operating costs and boosted efficiency.
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3 min read
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A Fortune 500 company known for its leadership in producing printing devices and digital documents has partnered with HCLTech to modernize its sales lifecycle and enhance operational efficiency. By utilizing next-gen technology, they aim to improve the scalability, flexibility and agility of their sales processes.

The Challenge

Manual sales order processing, pricing validation and lack of integration across functions

  • Optimizing processes, ensuring data accuracy and integrating sales tools were critical for
  • Quote and order requests were received from the sales team via email
  • Order support agents were manually reviewing and validating the pricing requests and other supporting documents
  • If errors were found, sales managers were contacted via email, leading to longer response times for quotes and pricing approvals
  • Absence of a workflow solution resulted in manual tracking of work and service delivery reports
  • Coordination among departments required seamless integration of efforts
The Challenge

The Objective

Streamline processes to increase accuracy and enhance client satisfaction

  • Automate the order and quote processing workflow for trackability and better reporting
  • Streamline quote and order processing operations with reduced manual intervention and increased accuracy
  • Efficient coordination and collaboration across departments
  • Empower sales teams with access to relevant content and training
  • Minimize involvement of sales teams in back office-related activities
Objective

The Solution

Digital solutions for quote-to-order automation

  • An integrated workflow was implemented, reducing manual quote handoffs, improving data visibility and allowing real-time progress tracking
  • Quotes/orders are now received via a workflow where an bot picks up a new request, validates the mandatory fields, creates a new quote/order request, updates the agent via email with a new quote/order number and validates all orders for final processing
  • Automated order details are transferred to the pricing team, thus lowering errors and enhancing efficiency
  • Enhanced client satisfaction through a dispute resolution tool with auto ticket creation. This ensures faster resolution and notifications via a centralized support system for better collaboration
The Solution

The Impact

Driving revenue growth through process automation and improvement

  • 500 hours of manual efforts have been automated using RPA capabilities, significantly reducing operating costs
  • The sales team was able to focus on customer engagement and revenue generation by reducing its involvement in non-value-added activities
  • The integrated workflow solution enabled the following:
    1. History of both internal and customer communications can be easily tracked through descriptions
    2. Automation of work items as per specific keywords
    3. Automatic notifications to agents regarding their assigned work items
    4. Improved visibility into the productivity metrics of support agents
    5. Enhanced reporting and analysis to assist in forecasting and demand management