Diageo is a producer and distributor of some of the most globally recognizable brands in the strong alcohols, wines and beers categories.. Its portfolio includes: Johnnie Walker, Smirnoff, J&B, Baileys, Cuervo, Tanqueray, Captain Morgan, Crown Royal, Beaulieu Vineyard and Sterling Vineyards wines.
Pilot implementation and project kick-off in Poland in 2010
Mobile app for sales reps is available on smartphones and tablets
Fully configurable app that supports specific diageo requirements
Recently the project has been expanded into 10 european countries
Situation before implementation of the Comarch SFA
Since 2000, Diageo Poland has used the Siebel system to support sales from its worldwide sales network. Due to the corporate nature of the solution, over time it began to live its own life and was not able to come to terms with the specific nature of the local market and with the changing business reality. Thus, the execution of Diageo’s eight-step standard for trade visits, (the 8 step call standard), also became problematic. The system did not allow fast execution of each stage of the visit and did not work interactively with the user. Moreover, the hermeticity 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 sales organization.
In order to quickly facilitate execution of the 8 steps call standard, Comarch proposed the Comarch SFA Mobile Sales Force Apps system. The system’s implementation was carried out using of the latest equipment available on the market - the HTC HD2, which is equipped with a capacity touch screen that supports gestures in the use of the device itself as well as the the Comarch SFA Mobile Sales Force applications. During the project the solution was upgraded to smartphones and tablets running the Android system. A series of several analytical meetings by both the Diageo and Comarch implementation teams resulted in the development of the project’s final functionality and the scope of reporting dedicated for users at each level of the organizational structure. During the implementation, Comarch consultants worked with sales representatives in the field, learning how the Comarch SFA Mobile Sales Force Apps handle users’ actual operational conditions.