Cwin16 - lyon - faurecia customer cockpit

1. FAURECIA
Customer Cockpit
FAURECIA
Customer Cockpit
Lyon, 30 Sept 2016, D. FrogerLyon, 30 Sept 2016, D. Froger

2. BO #2 - Comment augmenter la performance de l’équipe commerciale ? | 30 Sept 2016
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Faurecia is the world’s number one supplier of seat frames and
mechanisms, emissions control technologies and vehicle interiors...
Founded in 1997, FAURECIA is global leader, providing innovative
solutions and qualitative equipment to the automotive industry.
With 330 sites including 30 R&D centers in 34 countries around the
world (in 2015), Faurecia is now a global leader in its four areas of
business:
o Automotive seating,
o Interior Systems and
o Emissions Control Technologies.
Interior Systems
Peugeot SA holds 46.62% of Faurecia’s capital.
20 B€ Sales in 2015 370 M€ Net income

3. BO #2 - Comment augmenter la performance de l’équipe commerciale ? | 30 Sept 2016
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…has launched a digital transformation program including a sales
efficiency project based on SAP Hybris Cloud for Sales
Based on the success of a first assessment phase, Faurecia launched a Digital
Enterprise program builds both on Partnership Proposal and on Faurecia’s enablers
In the customer management part, one of the initiative is to focus on sales
efficiency, with the main Value drivers:
o Develop and harmonize the customer relationship management
o Create and animate community around account
o Single source of customer data
o Anticipate signal of the Customer relation in order to avoid escalation
processes/surprised
Situation before:
No CRM was in place
Limited business intelligence
capabilities available for Sales
people
Each Business Group very
independent
Disseminated Customer data
Very reactive sales individuals

4. BO #2 - Comment augmenter la performance de l’équipe commerciale ? | 30 Sept 2016
Copyright © 2016 Capgemini and Sogeti. All rights reserved. 4
Business ambition was to build and deploy in 9 month, 10 customer
cockpit for the 10 Key Accounts.
A test & learn project
A Cloud solution
with confidential data
Unique cloud and mobile solution:
o Confidential data to be displayed but not stored in the
o Any device, any where => Mobility
o 360° customer based on customer data (especially for
quality and deliveries)
A CRM, a BI and collaborative solution in one tool.
A scope not detailed A short planning (9 month)
Fixed
capacity
Highest
value
first
Offshore
capability
Customer
Cockpit
Customer
Cockpit
Customer
Cockpit
8 Key focus area
10 Key accounts
600 users worldwide
--- 1 M€ yearly OPEX for target yearly savings of 5 M€ ---

5. BO #2 - Comment augmenter la performance de l’équipe commerciale ? | 30 Sept 2016
Copyright © 2016 Capgemini and Sogeti. All rights reserved. 5
With the following concrete result
Demo
and questions / answers

6. BO #2 - Comment augmenter la performance de l’équipe commerciale ? | 30 Sept 2016
Copyright © 2016 Capgemini and Sogeti. All rights reserved. 6
Contact information
Didier
FROGER
Digital Customer Experience Manager
didier.froger@capgemini.com
Capgemini Lyon
523 cours du 3e Millénaire
69791 Saint-Priest
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contact
picture
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contact
picture
Mathieu
COLAS
Directeur Associé – Innovative
Strategies & Transformation
mathieu.colas@capgemini.com
Capgemini Paris
20, avenue André Prothin
Paris La Défense cedex 92927
Nicolas DOUCET
Functional Analyst
nicolas.doucet@capgemini.com
Rajanna RAMAIAH
BI Manager
rajanna.ramaiah@capgemini.com
Capgemini Bangalore
white field, kundalahalli,
Bangalore Karnakata
Véronique ARDISSON
Functional Lead
veronique.ardisson@capgemini.com
Michael NEVES
Technical Lead
michael.neves@capgemini.com
Capgemini Lyon
523 cours du 3e Millénaire
69791 Saint-Priest

7. www.capgemini.com
The information contained in this presentation is proprietary.
Copyright © 2016 Capgemini and Sogeti. All rights reserved.
Rightshore® is a trademark belonging to Capgemini.
www.sogeti.com
About Capgemini and Sogeti
With more than 180,000 people in over 40 countries, Capgemini is a
global leader in consulting, technology and outsourcing services. The
Group reported 2015 global revenues of EUR 11.9 billion. Together
with its clients, Capgemini creates and delivers business, technology
and digital solutions that fit their needs, enabling them to achieve
innovation and competitiveness. A deeply multicultural organization,
Capgemini has developed its own way of working, the Collaborative
Business Experience™, and draws on Rightshore®, its worldwide
delivery model.
Sogeti is a leading provider of technology and software testing,
specializing in Application, Infrastructure and Engineering
Services. Sogeti offers cutting-edge solutions around Testing,
Business Intelligence & Analytics, Mobile, Cloud and Cyber
Security. Sogeti brings together more than 23,000 professionals in
15 countries and has a strong local presence in over 100 locations
in Europe, USA and India. Sogeti is a wholly-owned subsidiary of
Cap Gemini S.A., listed on the Paris Stock Exchange.