How Kaar helped a leading IT service provider achieve 50% cost savings with SAP Hybris Cloud for customer 

SAP Cloud for Customer serves as the ideal platform for tracking and monitoring presales, sales and purchase order requests with minimal manual interference.    

About the Client

The client Al-Bilad Arabia (ABA) is a leading IT Service Provider, headquartered in the eastern province of KSA and handling clients across Saudi and neighboring GCC countries. With an employee size of over 400, ABA, through its IT Services Division is focused 100% on providing SAP services and solutions of the highest quality, on time and within budget to its clients. Some of the other services that the client is vested in are power generation, Oil & Gas, resource procurement, marine support and environment management services.

Business Situation

One of the biggest challenges faced by the sales team is focusing on the right opportunities with the best potential in the limited time and resources and managing the sales pipeline effectively. With 40 sales executives spread across the vast expanse of Saudi Arabia, sales managers needed a better clarity on territory management and individual sales activities.

Lack of standardized systems and processes lead to inefficient data handling and documentation. Data entry was a tedious, time-consuming manual process which consumed a large part of the team's time and energy during working hours. Data was spread across email communications, hard copies of purchase orders, excel sheets and other non-SAP software systems which was previously used to track pre-sales and sales activities.

Service Offered By Kaar

For almost a decade, Kaar Technologies has been the trusted partner for ABA and all SAP implementation projects were entrusted to us. Owing to the 100% success record in the projects executed in the past and the strong relationship we share with our client, Kaar was the front runner and partner of choice for implementing SAP Hybris Cloud for Customer.

SAP Cloud for Customer served as the ideal platform for tracking and monitoring presales, sales and purchase order requests with minimal manual interference. The standard functionalities of the SAP Hybris Cloud for Customer module was implemented with customizations done for the reporting and dashboard segments. Hybris Cloud for Customer offers flexibility powered by mobility for anytime, anywhere access using mobile devices such as phones, tablets, and smartphones. The mobile application is integrated with social media such that updates from Email, Facebook, Twitter can be recorded in the system thus enabling seamless communication and better customer engagement.

Business Challenges

Inter- organization Data Integration
The biggest challenge that Kaar faced was to gather more than 10 years of sales data residing in heterogeneous data sources and processing a unified master data.
The master data was obtained through mapping and integration of data from multiple internal and external sources thus collaborating disconnected silos of data. Once the master data was ready, implementation of the sales and marketing module was accomplished within a short time frame of 15 days. This enabled the management to access real-time data, drive opportunities proactively and forecast the road ahead based on data history. With out-of-the-box interactive dashboards and embedded reports with real-time content, sales cycle can effectively collaborate with the sales team, internal experts, customer
and partners.

Unique Platform
This project was implemented around the same time Hybris Cloud for Customer was launched for the first time in the market as the distinguished CRM on cloud. Hence many of the functionalities of the platform were unexplored and relatively new.
As gold partners of SAP we were early adopters of the cloud technology. Hence our consultants are both trained and certified in all modules of SAP and HANA platforms. With our superior delivery model, efficient low-cost cloud computing strength and domain expertise we exceeded the client expectations by delivering the project well before a deadline. Hands-on training was provided to all the sales executives and management team along with the required handbooks and documentation thus ensuring smooth transition.

Lack of Connectivity and Security
Inconsistency in activity recording and loss of customer data lead to many gaps in the sales funnel leading to low customer engagement and poor visibility. Data was mostly stored in excel sheets with easy accessibility hence raising the concern for better data security and limiting access to unauthorized users.
SAP Hybris Cloud for Customer enabled easy out-of-the-box integration with other landscape systems such as SAP ECC, BI, BO and web channel portals providing instant access to back-office information. The platform has been configured such that further extension is possible enabling mash-ups, personalization, enhancements, integrations and platform extensions. Data security is one of the most sought after features in this information era and every business should seek to restrict the flow of their critical information. Keeping this in mind the platform is designed to run without third party interference with a preferred ISO-certified data center that meets all the international security standards. Role-based authorization assures only limited information is accessed by end users which is customized based on their job roles and level of hierarchy in the organization.

Business Benefits

50% cost savings
Manual entry of data in multiple systems and record keeping consumed significant amount of time in the day to day activities of a sales executive. Cloud for customer platform simplifies sales cycle by rapidly tracking activities, collaborating with internal
teams, customers and partners, submitting quotes and sales orders in seconds, keeping tabs on the competition and obtaining guided selling and proposal templates.
Seamless communication between the sales and management team ensured data transparency and better connectivity anywhere anytime with any device thus making it easier to track sales activities of executives working both onsite and offshore.
Account and Contact Management
A Central place where key information on accounts, contacts, sellers, suppliers, partners, hierarchy information can be stored and accessed as opposed to distributed systems like Outlook, Excel sheets, Mobile devices, etc.
Lead Management
Managing end to end sales cycle is simplified with a lead passing through the different phases of opportunity, quotation and order with predefined configurations in the system. This shortened sales cycle enabled better forecasting and revenue predictability.
With role-based authorization accessibility of critical data figures and documents was restricted ensuring data security.

About KAAR

Kaar Technologies is a global consulting firm focused at designing, delivering and deploying the finest ideas and SAP expertise to empower companies in achieving new heights of excellence in today's challenging business landscape.

Our combined thrust drawn from the business vision of our leadership team and assimilated SAP capability propels us to partner with our clients in identifying and architecting their business agenda. As a CMMi level 3 company, Kaar believes in being a trusted advisor to clients and fosters long-term working relationships by exceeding customer expectations.

Driven by the steadfast pursuit of excellence, Kaar Technologies exudes professionalism and proficiency in all areas of function. Every day we are inspired to impact businesses with original and imaginative approaches, helping to cultivate tomorrow's breakthroughs. ‚Äč


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