Dell 2Dell, which started in 1984 as a PC startup, is now one of the fastest growing, large-integrated IT companies in the world. The company prides itself on connecting customers to their dreams. As Bart Crider, IT director at Dell, put it, “It’s always been about making technology more accessible and affordable for everyone.”

Optimizing time and resources

By listening to its customers and their needs, Dell stays innovative in the market. But recently, this was proving to be a challenge. Up to 80% of Dell’s sales force time was spent manipulating data rather than working with customers directly.

As Crider put it, “The last thing you want your sales organization doing is waiting. They need to be engaging with customers; they need to be selling.”

To solve the issue of a legacy business intelligence system that couldn’t keep up with the need for real-time reporting and analytics, Dell completed a proof of concept with the SAP HANA platform and SAP BusinessObjects business intelligence (SAP BusinessObjects BI) solutions. After realizing the power of this combination, Dell was sold.

Dell partnered with SAP to migrate its legacy solution to SAP HANA with dashboards driven by SAP BusinessObjects BI.

Increased sales productivity

Now Dell’s sales team has the information they need at their fingertips and can make important decisions in record time.

The new system standardizes all key performance indicators and metrics across the globe into a consistent dashboard that sales can use daily to expedite decision making.

This new analytical functionality is helping Dell customize each customer conversation. Sales can focus efforts on the popular products for a specific customer’s industry and category, driving a consistent and trusted advisor relationship.

In addition, Dell has simplified its development process and cut the time spent on data manipulation by 80%. Customer questions and requests can now be answered immediately, and sales can report any customer changes directly in the system without any intervention from IT.

Dell’s sales team can now concentrate on connecting customers with the tools to help them achieve more whether at home, work, school, or anywhere in the world.

For the full story, read the original blog post on SAP Business Trends.

To learn more, watch this short video interview with Dell IT directors, Ashley Kanok and Bart Crider.


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