Zenith Sales Transformation & Modernisation

Improve efficiency & maximize performance

“In Apparound we have found a reliable partner who has marked a significant turning point in our sales strategy. A cutting-edge platform, implemented & supported by Cognity, perfectly aligned with the Energy market, which has enabled us to improve the efficiency of internal processes and maximize business performance.”

Alexandros Vasileiadis Project Owner @ ZeniΘ

Project Objectives, Solution & Results

Optimize, unify and simplify the sales processes for the business by adopting a 100% digital tool for the Partner Network.

Adoption of the Apparound solution fully integrated with Microsoft Dynamics CRM, to digitize the entire sales process.

ZeniΘ has substantially increased the efficiency of its Partner Sellers Network thanks to the automation of the Offer creation and processing.

The Challenge

ZeniΘ was looking for a Technology Partner capable of supporting it in a process of sales transformation and modernization, to keep up with the times and manage the typical complexities of the energy sector: 

  • Unify the Sales Processes throughout their entire Sales Network,

  • Managing price/discount rules in an automated manner,

  •  Synchronizing various company departments.

In summary, aligning processes in a modern version, adopting a sales strategy more in line with customer needs, to increase sales performance, optimize the funnel, and customer lifetime value.

The Solution

Thanks to the Apparound solution implemented by Cognity, it was possible to digitize the entire sales process. The solution was integrated with Microsoft Dynamics CRM to:

  • Support Partner Agents and internal backoffice

  • Generate Orders 

  • Manage sales pipelines from a single interface

  • he tool has supported ZeniΘ with:

  •  Increasing Sales Effectiveness,

  • Dramatically reducing time to capture application forms/orders,

  • Eliminating data capturing errors,

  • Reducing time-to-activation,

  • Reducing failed orders and order rework

  • Reducing the duration of training sessions

In summary, modernizing the entire sales process and order generation in an integrated manner, using an online and offline accessible tool, capable of supporting the mobility of sales agents.

Tangible Results

60% reduction in rejected offers

Thanks to the functionalities of Apparound and the integration with MS Dynamics CRM, sales reps have been able to improve performance and generate valid and correct orders.

40% less time for creating offers

Data control, constantly updated T&Cs, and automation, have led Sales Network to increase their performance and focus solely on the customer.

High User Adoption Rates

Quick onboarding of new Sales Agents & Partners. Ease of use has resulted to robust utilisation across network.

Zenith: A company looking for an holistic selling process to increase seller productivity

The history of the company dates to 2000 when two entities, EPA Thessaloniki and EPA Thessaly, founded with the aim of providing natural gas to businesses and households in the Hellenic region.

A determination that drives the company to expand and grow its business proposal to remain competitive in the market, expanding its offering with the sale of electricity and becoming the leading integrated energy supplier in Greek territory. Thus, the ZeniΘ brand was born in 2017.

The evolutionary process continues, with the entry into ENI on July 20, 2018. A synergy that takes the company to a higher level, offering cutting-edge energy solutions for a brighter future.

, , ,

Vodafone CRM & Integration Project

, , ,

Cognity implemented Vodafone Albania's Siebel Communications CRM and the Oracle Application Integration Architecture (AIA), in order to cover Sales, Service and Marketing processes of the organization, enable customer-centricity and support the CRM strategy of the organisation. The implementation covered the Direct Sales, the Contact Centre (Customer Care), Order Management, Partner Portal, Mobile Number Portability, Marketing Automation & Analytics.

, , ,

Wind Marketing Automation & Campaign Management

, , ,

Cognity implemented a state-of-the-art Campaign Management System that capitalises on Oracle’s Siebel Marketing as well as the existing content-rich BI environment, in order to offer the level of process automation, built-in intelligence and robustness required by Wind in the pursue of its strategic vision.

Core Banking Systems’ Integration: TT Hellenic Postbank & TBank

The Hellenic Postbank asked Cognity to implement the strategic imperative of creating an Enterprise Service Bus (ESB) by integrating the existing Core Banking systems of the Hellenic Postbank and TBank andin order to create a unified network of Branches that would support the customers of both Banks with real time end-to-end processing of certain bank transactions.

Wind SOA

Cognity implemented the strategic imperative of Wind to create a common EAI/SOA infrastructure to integrate the existing systems of the organisation and enable the real-time provisioning of information as well as the creation of business process that span across systems and departments. When Wind merged with Tellas (a leading fixed line and ADSL provider in Greece) Cognity also expanded this implementation to cover the merge of the underlying processes, systems and infrastructure.

,

OTEGLOBE CRM

,

OTEGLOBE asked Cognity to implement a Contract Management system that would help the organisation effectively manage all the Contracts/Agreements, the associated Orders, as well as the Trouble Tickets and Services Requests of the Customers. Cognity implemented Siebel Communications CRM to cover the above needs and is continuously supporting the system throughout the years of operation.

, ,

Wind CRM

, ,

Wind awarded the project for the implementation and the upgrade of the Siebel Communications CRM to Cognity. Being one of Wind’s strategic imperatives, the project enabled the company to become a fully customer-centric organisation by touching upon all major CRM processes: Sales, Service and Marketing. In particular, the implementation streamlined all pre and post-sales activities of Direct Sales, empowered the Contact Centre (Customer Care) with best-of-breed technology and processes, enabled Wind’s Marketing department to launch innovative campaigns, and integrated the Siebel ecosystem into the overall SOA environment of Wind Hellas