Comarch ECOD Agent 2.0 in Diageo Polska

Diageo Polska has entered into cooperation with Comarch SA in relation to the IT support system for a mobile sales force: Comarch ECOD Agent.2.0 (now Comarch SFA Mobile Sales Force). The pilot project, which started in March 2010 and lasted until June 2010, proved successful and Diageo Poland decided to apply the implementation to the entire sales organization in Poland. At present, the Comarch ECOD Agent 2.0 (now Comarch SFA Mobile Sales Force) system is being used by all employees in Diageo Polska in all sale channels (traditional, modern and HoReCa).

Situation before implementation of the Comarch ECOD Agent 2.0 System (now Comarch SFA Mobile Sales Force)

Since 2000, Diageo Polska has used the Siebel system to support sales from their worldwide network of sales.  Due to the corporate nature of the solution, it began to live its own life over time and was not able to come to terms with the specific nature of the local market and with the changing business reality. Thus, execution of Diageo’s eight step standard for trade visits, termed the 8 steps call standard, also became problematic. The system did not allow for fast execution of each stage of the visit and did not work interactively with the user. Moreover, the insularity of the solution and its lack of integration with Diageo’s internal systems resulted in a situation where the system supplied by Siebel ceased to meet the basic needs of Diageo Polska’s sales organization.

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• Case Study Diageo