GAZ DE FRANCE SETZT SELLIGENT FÜR SEINE ABSATZORGANISATION EIN

Gaz de France has selected="selected"Selligent 2000, the software solution of leading European CRM and e-business publisher Selligent, to automate its customer relationships, distributed in 98 centres and 8 marketing hubs in France. Selligent 2000 will enable Gaz de France to optimise and consolidate its commercial information system, and will provide a real integration of sales and marketing for business-to-business and business-to-consumer.

For SELLIGENT, the contract with Gaz de France is a symbol of the company's evolution towards direct management of major projects for customers with a commercial and marketing force of between 100 and 2,000 users. This large-scale project reflects SELLIGENT's advance over other publishers of European origin and enables them to measure up to the North-American specialists in Customer Relationship Management (CRM).

With its 98 centres and 8 marketing hubs in mainland France, Gaz de France is essentially a highly decentralised company, implementing a variety of diverse approaches. Within the framework of the optimisation of its commercial policy, the firm has decided to standardise its commercial and marketing management tools.
Gaz de France launched a consultation exercise at the end of 1999 and examined the lowest bidder for each tender, in terms of sales and marketing functionality. They wanted to avoid initiating an enormous project and preferred the rapid start up of a solution requiring minimum intervention. SELLIGENT was the winner of the competition.

According to Alain GIULIANO, Head of Gaz de France's Commercial Information System and project co-ordinator: « with equal functionalities for the three publishers selected, the SELLIGENT teams were distinguished by the perfect sales-marketing integration in managing the transmission of leads to the commercial department, and also by a greater proximity ».

In the words of Michel DORIC, General Manager of SELLIGENT France and Vice President Marketing and Business Development of the SELLIGENT group: « For us, this project constitutes a major reference in the European market. It is proof that our global CRM offer (marketing, sales, after-sales) responds very well to company requirements ».

Description of the solution:
4 SELLIGENT modules have been designed specifically for the project:
« Marketing »: to reach the 15 million contacts in the database
« Client / Local »: management of customers and local addresses
« File »: transmission of « business opportunities» from the marketing to the commercial department
« Sales »: taking over the files (creation of items) and following up the actions

Project description and stages:
Phase 1 (February 2001)
After a test phase with the first module during December and the start-up of training in mid-January, a pilot project with 150 users will be started between February and May 2001.
Phase 2 (September 2001)
Version 2 of the solution will be deployed with 1,500 SELLIGENT users (1,350 negotiators and 150 marketing staff). Fine-tuning and improvements will take place at this stage.
 

Hintergrundinformationen

Selligent Unternehmensprofil
Selligent ist ein internationales Unternehmen, das hochleistungsfähige Lösungen für den Vertrieb, Marketing und Kundenservice bietet.
Der besondere Erfolg der Lösungen von Selligent bei den mehr als Anwendern ist das Ergebnis der intensiven Unterstützung durch Coaching und Training während der Implementierung sowie der flexiblen Konfigurationsmöglichkeiten der fortschrittlichen Web-basierten Technologie. Diese zwei Komponenten garantieren einen schnellen Return-on-Investment (ROI), eine hohe Anwenderakzeptanz und niedrige Total Cost of Ownership (TCO).
Selligent konnte, aufgrund dieser Vorteile, eine für die CRM-Branche außerordentlich hohe Kundenbindungsrate erzielen.

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