AI automation boosts sales efficiency for cloud leader | HCLTech

Transforming the sales lifecycle management for a leading cloud service provider

Driving operational efficiency and business growth for an American multinational corporation through digital transformation and intelligent automation.
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A Fortune 500 global technology company known for its state-of-the-art products, services and advanced cloud solutions across various geographies and industries has partnered with HCLTech to centralize, optimize and automate its sales functions due to challenges in its sales lifecycle.

The Challenge

Inefficiencies and high costs in sales operations

  • High volume of deals and a diverse SKU (stock keeping units) portfolio, with processes heavily reliant on time-consuming and error-prone manual checks.
  • Lack of standardized procedures for order validation and root cause analysis contributed to inefficiencies.
  • Non-standardized training processes and excessive theoretical focus, leading to inconsistent outcomes and delays.
  • The sales team dedicated substantial time and effort to transactional tasks that lacked value. As a result, operational costs began to rise.
The Challenge

The Objective

Enhancing sales processes: Targeting efficiency and cost savings

  • Improve sales efficiency by streamlining processes for faster deal closures and revenue growth
  • Optimize order processing, contract management and SLA performance
  • Enhance customer satisfaction with timely, accurate responses by automating inquiries
  • Automate manual checks to minimize human error and reduce validation time
  • Standardize training for consistent lean outcomes and improved performance
  • Implement a standardized root cause analysis (RCA) to enhance coaching and resolve issues effectively
  • Using AI/ML and NLP-based tools to digitize contracts for streamlined deal intake and quick summarization of customer requirements
The Objective

The Solution

Utilizing innovation to streamline processes and improve performance

Establishing a centralized digital transformation center of excellence (CoE) has led to the implementation of award-winning automation solutions and streamlined processes. Our Intelligent automation tool has reduced validation time by approximately 40%, eliminating errors through business rule automation and integration. Additionally, an has been developed to extract and summarize contracts, thereby automating the creation and validation of statements of work (SOWs).

Case management has been streamlined through automated assignments, unified forms, performance tracking, and instant alerts to enhance operational efficiency. Automating mock case uploads for training and feedback has facilitated data analysis, providing trainers with valuable insights displayed on the central dashboard. This initiative led to creating interactive content for progress tracking and standardization of training delivery via a unified standard operating procedures (SOP) platform.

Continuous improvement assessments and a dedicated review team for large deals optimized the quality assurance framework, leading to better adherence to performance standards. War rooms have been established for deal status management, maximizing team efforts for peak fulfillment handling and strategic planning for product launch volumes. The Business Intelligence team also provides crucial analytics on contract performance and customer insights and conducts risk-based operational audits, ensuring informed decision-making.

The Solution

The Impact

Igniting a transformation journey for sales excellence

  • 100% accuracy in orders and booking processes
  • Achieved an 81% increase in booked order volume
  • Improved contract value by 65% through automation, enhancing visibility and understanding of customer needs.
  • Reduced the number of prioritization requests and turnaround time (TAT) by 60%
  • Enhanced case assignment time and audit pass rate by 50%
  • Resolved 40% of support cases in under one hour