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| Case Study |
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BPM solution enables leading fleet management company
automate contract document generation process |
Leveraging Patni's expertise in Savvion BPM, a leading fleet management company
significantly reduced its sales cycle time by automating its manual and error prone
document generation process.
The Client
The client is an industry leader
in trailer fleet management
services that manages over
135,000 units and has over
100+ branches spread across
North America.
The Challenge
The client's sales team required a number of documents to be generated
and shared with their prospects. These documents contained business
critical information ranging from quotation to deal closure. Though the
entire sales cycle was automated using Siebel, the creation of documents
was manual and error-prone. In a highly competitive environment, this
caused delays which ultimately led to loss of business.
Other significant challenges included:
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Complex rules for selecting documents to be generated: The sales
person had to choose the documents to be generated, which were a
function of the deal being structured. The sales managers maintained
a complicated Microsoft Excel workbook with 80 documents, each
having a combination of approximately 32 deal parameters. As these
documents were manually chosen, there were high chances of error.
There was also no way to enforce or check that the correct documents
were being generated |
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Inability to quickly modify existing rules:> Since a number of new
product introductions were underway, the sales managers needed the
flexibility to add or modify rules and roll it out to all the sales
personnel. Currently, this was happening through e-mail and the
shared Microsoft Excel workbooks |
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Integration of application silos: Although the document generation
was automated using a reporting tool, it was not integrated with the
sales process defined in Siebel. This meant that the full benefits of the
automation were not being realized and required expensive Siebel
customization |
To address these challenges, the client approached Patni to design and
implement a suitable solution.
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The Solution
Patni analyzed the client's requirements and existing IT infrastructure to propose a
solution built around a Business Process Management Suite (BPMS) from Savvion.
Patni's solution completely automated the document generation process which
meant that human intervention was only required for exceptions. Business users
were given an intuitive interface to define, update, modify, enable and disable
rules without any intervention from IT. Patni also proposed a Rule Simulator to help
business users to "test drive" the rules before enabling them.
Patni's responsibilities included:
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Modeling the AS-IS process to orchestrate the various
applications that make up the document generation process |
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Creating a user-interface to enable business users to define
the business rules used to automatically select the templates
based on deal parameters |
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Integration with Siebel and the reporting tool using Web
services and Java APIs |
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Creation of custom built FTP adaptor to transfer files to
Siebel. |
The Technology
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BPM Suite: Savvion
BusinessManager |
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OS / App Server: Red Hat
Enterprise/ Pramati
Application Server |
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CRM Tool: Siebel |
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Database: Oracle 9i |
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Reporting: Windward
Reports |
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The Benefits
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Reduced document generation timelines from days to minutes leading to
a faster sales cycle |
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Improved productivity due to elimination of time spent by sales
personnel on unproductive and redundant tasks |
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Ability to add, modify, remove, enable, and disable rules without
intervention from IT |
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Ability to confirm that rules are properly defined before enabling them
by using the 'Rule Simulation' functionality. |
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