Customer Overview
Orkla ASA is a leading Norwegian conglomerate with a diverse portfolio of businesses, primarily in the branded consumer goods sector. Orkla has evolved significantly over the centuries, shifting from its origins in the mining and chemical industries to become a major player in consumer goods, specializing in food, confectionery, snacks, home and personal care products, and nutritional supplements. Overall, Orkla is a significant player in the consumer goods market, recognized for its strong brand portfolio, commitment to sustainability, and extensive market reach.
Problem / Goal
Orkla needed a field sales CRM solution that would enable it to achieve sales and category excellence with state-of-the-art digital sales tools.
Key Business Objective
- With a large number of different sales tools used across various business units in its different markets, Orkla was looking for harmonization and more transparency between its brands and departments.
Main Challenges
- Enabling sales reps with key knowledge to support all customers in one unified platform.
- Increasing internal collaboration and transparency across organization.
- Generating synergies in sales processes across different business units and territories.
Solution
- Alongside its existing Salesforce usage, Orkla implemented the CT CPG package enhancements, which provided consumer packaged goods (CPG) specific features.
- CT Mobile was implemented, which is a mobile application that helps sales reps manage customer interactions, including planning customer site visits and visit executions.
- Customertimesβ order-taking functionality was fully integrated with the enterprise resource planning (ERP) systems of Orklaβs business units.
- Sales reps were provided with the CT Presenter module, which helped improve sales presentations to customers.
Technologies used
Results and Benefits
Orklaβs IT division worked in tandem with Customertimes to rollout solutions across the entire Orkla organization. By implementing multiple solutions from Customertimesβ suite of offerings, Orkla was able to solve its sales challenges.
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Business outcomes
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