Comarch CRM Sales Management at Bank BPH

Bank BPH management was dissatisfied with sales planning, monitoring and reporting processes. The lack of a sales process management system meant that setting sales targets for particular employees in the bank’s extensive branch network was extremely time consuming, while sales representatives wasted significant amounts of time creating sales reports manually. The bank lacked a comprehensive marketing campaign management solution.

Bank BPH began an intensive search for a solution that comprised a Single Front End application for employees directly involved in customer service, a sales process management system and a multi-channel marketing campaign management application.

The most important requirements that the sought-after CRM system was expected to meet were a high level of user-friendliness and quick access to a broad range of customer data. Another essential requirement was that the solution be capable of serving multiple channels, allowing for the collection and presentation of consistent information regardless of the communication channel utilized by a customer in contacting the bank (in person, through a call center, by SMS, over the internet or at an agency). The Sales Support System (SWS) was designed by the bank to also execute marketing campaigns and support cross- and up-selling activities.

All of the above-mentioned challenges were overcome and BPH’s expectations were met with the implementation and launch of the Sales Support System based on Comarch CRM Sales Management. The implementation project lasted four months from the initiation of analysis until pilot launch.

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• Comarch CRM Sales Management system at Bank BPH