CURRENT LIMITATIONS

Group Customers like Railways / Army identified with a

Cat Code in CMR currently.
Identification by a
Static CMR Field Except for consolidated sales figure , it serves no other
purpose like Exposure / Credit Control etc.

SBU wise For same Group : Separate CMR under each Region under
identification each SBU

All customers in the group at same level.

No
No provision for a consolidated view for exposure / credit
Hierarchies limit

No No Customer Centric Solution like CRM / Customer 360

CRM Deg
 Case Study : ORG STRUCTURE & SAP

TATA
TATA POWER
POWER LPG
LPG
TRUST

TATA
TATA INDUSTRIES MUMBAI
TATATRUST

INDUSTRIES MUMBAI

TATA
TATA CHEMICALS
CHEMICALS DS
DS
TATA

TATA
TATA SONS
SONS DELHI
DELHI

TELCO
TELCO ATF
ATF

CHENNAI
CHENNAI

TISCO
TISCO LUBES
LUBES

CALCUTTA
CALCUTTA

BP ROLES & HIERARCHIES SA SET-UPS

2
 BP ROLES ( For Back-up only)
 Multiple Hierarchies : Configurability
Ex : Group / Subsidiary / Units under Subsidiary
across a Geography
 Hierarchies :
 Purpose ~ MIS / Functional
 Partner roles ~ Layer-wise
 Partner roles ~ Sales Areas
 Partner roles ~ Validity

 Sales Areas : Item / Grp specific & Key Account Channel

 HOW WILL IT HELP A KAM?

One Customer – One HPC Account

• Visibility on Total Sales /Net Margins / Opportunity / Risk

Sales : Potential ~ Realized

• Bundled Offerings : Sales value based Rebates

Centralized Control
• Cr Limit / MEA / AR-AP Netting with C-V-I,if any Vendor in .

Single Point Contact : KAM

• Sales Negotiations & SAP features based value offerings
 KNOW THE CUSTOMER

Contact
Cust
Finance Details
details
Activities
& Compliance Cr / Contracts
Returns Db
Quotes
Memos
/ Complaints
Mkt Demand / Comp. Orders

CRM FIORI