Cognos, an IBM company and provider in business intelligence and performance management, has announced that Aon, a provider of global risk management and consulting services, has chosen to implement IBM Cognos 8 BI for Salesforce.Aon is using the IBM Cognos solution to gain greater visibility of its sales and marketing pipeline. The technology’s unique ability to allow brokers, account managers, and customer service representatives to access both current and historical in-house data, as well as data held in Salesforce Software-as-a-Service (SaaS) CRM, is critical to providing the insight Aon needs to manage overall sales performance, globally.
The company needed to be able to report on sales campaign and opportunity data, and communicate this better throughout the business to all decision makers. As a result, it introduced a single sales and marketing platform across the company to provide consistent and standardized processes. Through the IBM Cognos reporting function, staff has access to up-to-date reports, so they can ensure the sales process is delivered in the most efficient manner possible, and can make effective business decisions. This also allows them to rank the customer-facing sales staff, helping them increase their selling potential and better service Aon customers.
Aon now uses a ‘Revenue Engine’, which combines data from IBM Cognos 8 BI, Salesforce and other in-house systems. This will build customer relationships and drive revenue through continuous improvements to the sales and marketing process in response to customer needs.
“By implementing IBM Cognos 8 Business Intelligence with our global Salesforce environment, Aon is driving performance at every stage of the sales and marketing process,” said Joseph Demmler, managing director, Sales and Marketing at Aon. “For Aon, this is a cultural change and the ability to report globally based on standard metrics is driving organic growth and our return on marketing investment, as well as user adoption of Salesforce.”
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