360º
B2B Sales
Management
A BearingPoint Accelerator
BearingPoint helps clients develop a Customer Relationship
Management platform to orchestrate and enhance sales,
customer and activity management with the help of a
comprehensive transparent and user-friendly UI design.
This leads to an optimized, high-performing and sustainable
sales management solution and, in the end, to increased
working efficiency.

Contents
Market Drivers
Our Approach
Client Benefits
References
Contact
360° B2B Sales Management | A BearingPoint Accelerator

360° B2B Sales Management | A BearingPoint Accelerator
Digital transformation is not a “buzzword” anymore, it is present in our daily working environment and leads to competitive business. Highly complex
products have to be managed. Customer expectations are increasing. Companies communicate with their customers through various channels and get
important information for their businesses. A holistic experience in B2B industries requires the alignment of sales and marketing activities, as well as the
synchronization of information across IT applications and information systems, within the entire company.
All in all the transparency of all customer interactions and activities related to the customer in a 360° view is more important than ever and the basis of
success in present business challenges.
With our B2B sales management accelerator we provide our clients with a well-established approach to implement and launch a CRM system to gain
more transparency with customer information, manage opportunities efficiently and increase working efficiency for facilitating daily business. All together
within a high-performing and sustainable CRM platform solution, based on CRM market leader Salesforce.
Market Drivers

360° B2B Sales Management | A BearingPoint Accelerator
• Realization of CRM basic functionality with respect
to configuration apart from coding
• Configuration of user interfaces, processes and
activity management
• Setup of reporting functionalities
• Setup of communication functionalities (e.g.
Outlook integration, Salesforce’s collaboration tool)
• Implementation of a basic role and authorization
concept
• Integration of customer data and information
• Rollout to subset of users in a first country
Module 1: MVP Delivery
• Integration of (additional) peripheral systems and
creation of interfaces to web functions
• Setup of application management, governance
and user support
• Further development of role and authorization
concept
• Development of a global rollout template
• Expansion of existing functionalities implemented
in Module 1
Module 2: First Country Rollout
• Optimization of the production system and global
rollout
• Configuration of user interfaces, processes and
activity management
• Gap analysis to identify and implement
country-specific requirements
• Implementation of a transnational authorization
concept
• Expansion of existing functionalities implemented
in Module 2
Module 3: International Rollout
For the implementation of a new 360° sales management platform based on Salesforce*, we recommend using a three level approach to
increase efficiency and user acceptance
* Salesforce (Sales Cloud) licenses, mandatory for using a Salesforce (Sales Cloud) platform, are a pre-requisite and have to be independently
purchased by the client directly from Salesforce.
Scope of CRM Services

360° B2B Sales Management | A BearingPoint Accelerator
Our sales management platform design is based on strategic considerations, functional & non-functional requirements and cost validation implemented
with an agile project management approach in each module to foster user engagement from day one
• Kick-off workshop
• Team setup
• Determination of scope
• Detailed planning on a
daily basis
• Specification and
evaluation of relevant
processes and system
interfaces
• Assessment of the
implementation of
peripheral systems and
interfaces
• Preparation of
architecture diagram
• Stakeholder involvement
and requirements
engineering (filling
backlog)
• Customization and
implementation in
sprints
• Declarative and
programmatic
development
• Backlog editing
• Testing and UAT’s
• Setup and coordinate
change management
and coaching approach
• CRM rollout
• Implementing
communication and
change concept
• Conduction of user training
(“Train-the-Trainer”)
• Handover and go-live
• Recommendations for the
next steps (roadmap,
measures, decisions, etc.)
Agile project management approach
Setup
Analysis &
Requirements
Design & Sprint
Implementation
Acceptance &
Rollout
Dimensions of the procedure model
Functional &
Non-Functional
Requirements
Effort /
Costs
Strategic
Considerations
1 2 3 4

360° B2B Sales Management | A BearingPoint Accelerator
• Relevant sales management information converges automatically
• Automated processes support employees to focus on the really important
tasks
• Further development of role and authorization concept
• Allowing effective sales management by providing a 360° view of CRM
data to be always up-to-date
• Extensive analysis functions to assess quantitative and qualitative KPIs
• Aggregated visualization (e.g. division or product level) and detail view (e.g.
single contract)
• Opportunity pipeline: New and portfolio business
• Generate campaign target lists for contacting the right people
• Create groups for internal sales teams or campaigns for efficient and fast
collaboration
• Use feeds to stay up-to-date regarding important accounts, opportunities,
etc.
• Subscribe posts, reports, records etc.
• Intuitive ad-hoc communication with the Salesforce’s collaboration tool
• Compatible with common mobile devices (phone, tablet, etc.)
• Easy access via different touchpoints (e.g. browser, mobile app)
• CRM data is available offline
• Intuitive and user-friendly platform
• In accordance with the client’s requirements, a CRM solution is offered with a
sustainable and engaging user experience
With BearingPoint‘s 360° B2B Sales Management accelerator customers are able to enhance user ability and work efficiency
360° view for effective management Smart dashboards and insights
Social collaboration and mobility Enhanced user experience

360° B2B Sales Management | A BearingPoint Accelerator
Leading German industry insurer
Challenges
• Big target is a global Salesforce Sales Cloud
rollout
• Underperforming CRM capabilities:
Currently extensive customizing is used
instead of using standard Salesforce
functionalities
• Solution had to be user-friendly,
high-performing and sustainable
• Big target is a global Salesforce Sales Cloud
rollout (3rd phase)
Our Approach
• Conducting stakeholder interviews and
workshops to refine requirements / user
stories for creating a detailed backlog
• Agile implementation of requirements for
finally having a “Minimum Viable Product”
• Conduction of UATs and user trainings for
MVP rollout (1st phase)
• Rollout (incl. training) in Germany (2nd
phase)
Business outcomes
• CRM solution in accordance with the client’s
targets and expectations
• Comprehensive transparency: 360° customer
view displays all activities and interactions
with the customer
• Efficient campaign management, lead
management and sales controlling
References

360° B2B Sales Management | A BearingPoint Accelerator
Contact
Andreas Nothdurft
Partner
BearingPoint Germany
andreas.nothdurft@bearingpoint.com
About BearingPoint
BearingPoint is an independent management and technology consultancy with
European roots and a global reach. The company operates in three units: Consulting,
Solutions and Ventures. Consulting covers the advisory business; Solutions provides the
tools for successful digital transformation, regulatory technology and advanced
analytics; Ventures drives the financing and development of start-ups. BearingPoint’s
clients include many of the world’s leading companies and organizations. The firm has
a global consulting network with more than 10,000 people and supports clients in over
75 countries, engaging with them to achieve measurable and sustainable success.
For more information, please visit:
Homepage: www.bearingpoint.com
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Twitter: @BearingPoint
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