How Business Intelligence Solutions can Boost Sales?

The concept of Business Intelligence (BI) has been on the radar of companies from different industries in recent times, due to the potential that this concept has to boost business strategies, especially in eCommerce B2B sales. Therefore, it is important to make an x-ray of the term, its business advantages and show them with a concrete example.

The Context and the Challenges to Overcome

Sales agents in B2B businesses today need to interact with customers based on information about their buying behavior and with the right product offering. However, today's these agents have to focus on customer service, following up on sales achieved, which leaves them little time to analyze the situation of each of their assigned accounts in particular.

This happens because they usually suffer from a lack of integrated technology tools that add value to their tasks and commercial objectives, and they are not experts in the use of ERP systems (when they have access to them).

All the above means that decision-making in sales strategies is limited to the period of time in which sales reports can be accessed.

Therefore, Business Intelligence solutions specialized in sales help your team by causing an evolution of processes and not a revolution in which you have to start from scratch. 

What are the Benefits of Business Intelligence in Sales?

The importance of BI solutions for big companies lies in the fact that this tool allows you to have absolute control of the information, so your team can manage this data more effectively, understand their current situation, consider possible future scenarios, and make smarter decisions based on knowledge. This is not only profitable for top management, but also other branches such as the sales force.

This applies when you have a holistic view of your organization's data and use it to drive change, eliminate inefficiencies, and adapt quickly to market or supply changes. Thanks to these solutions, you form a view of your business to help your team make better and more viable decisions.

For example, as a manufacturing company, you enable B2B buyers to get information on their order status, such as delivery date, blocked order, in process, shipped, invoiced, and more, while maintaining your ERP fulfillment operations, and all this information is organized in a dashboard to give behavioral data and trends to your team that can maximize your business strategy.

What is the Leading Business Intelligence Solution in the Market?

Choosing the Business Intelligence solution that best suits your business is important. For example, a manufacturing company that wants to better manage its supply chain needs BI capabilities to determine where variations are occurring within the shipping process. This company could also use it to discover which products are delayed, what are the profiles of its buyers by zones, or which modes of transportation are most involved in different shipments.

For this, there is SMART, an Onibex tool, which is a predictive customer management solution that uses artificial intelligence in an eCommerce, integrated into your SAP ERP. 

It is based on 3 principles: 

Let's make it Simple. To solve complex problems and form strategies with a 360° view of all commercial accounts. In this way, sales agents will know how to interact with customers at the right time, without wasting time on customer service, and will be able to provide the ideal offer.

Let's make it measurable. With this, a manager can measure the activities and results of his sales force. They have the ability to review in a dashboard the overall picture of the company or by an agent with continuous and reliable data, either by periods, segmentations, or volume.

Let's talk business. This maintains intelligent business communication with each customer. To this end, commercial follow-up, corporate communication (branding), new launches, and promotions are automated and focused through e-mails, social networks, SMS, or WhatsApp.

In what other areas of my company does SMART work?

Among the advantages and usefulness that SMART has for the different areas of a manufacturing organization, we find: 

• Marketing: For market segmentation, trend, and customer analysis.
• Sales: Analysis of customers and their profitability, analysis by product, by segment, sales projections, and forecasts.
• Finance: Expense, cost, and revenue reports.
• Logistics: Shipment tracking and order monitoring.
• Production: Productivity reports of production lines, inventory turnover, etc.

Remember that in Onibex, with our Plug & Sell solution, we provide more than just technology, we offer a comprehensive and accessible solution with specialized services in SAP, customer service, digital marketing, and more.

In addition, our value is also sustained by direct support from our specialists with more than 15 years of experience in implementations who can attend in English or Spanish, through a ticketing system or by mail, to give the best possible feedback during business hours.

If you want to learn more about this topic and even experience a proof of concept in 10 days, free of charge, with your business data, come to us and start the path to success.