SWIFT: Customer Reference Video

SWIFT supplies secure messaging services and interface software to wholesale financial entities. Learn how the organization is using SAP solutions to modernize the sales process, prepare more effectively for client meetings, and make more accurate forecast sales.

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    • SWIFT is an industry-owned cooperative, started in the early '70s, providing secure financial messaging to the financial industry. So that's banks, other financial institutions, securities players, and now corporates. So we're a company of around 2,000 people spread out in, we're spread out in across 17 sales offices across the world, serving countries, about 8,000 customers in more than 200 countries. Choosing SAP was actually quite straightforward. We were already using SAP FI, financial module, we were using SAP SD, as well as other modules, and so on. We were using other products, as well, other vendors, but when we looked at the functionality, that was a good fit. Integration capabilities with the back office, and in particular with what we already had with SAP, was good. User acceptance, when we looked at the various products, feasibility, and so on. And these made the choice quite simple to go with SAP. I have to say that the implementation has been very straightforward. Our real focus has been on user adoption, getting people to change the way they work. Getting them to leave behind their various Excel sheets, their PDAs, their Post-It notes, and so on. And to share information and collaborate using a central tool. And there we're seeing some big successes, and management has really bought in. Line managers really see the value of being able to monitor what their salespeople are doing and help them and coach them and help them prioritize. And even the salespeople now find that it's a much better way of working. The kind of benefits that we're seeing certainly from the front-line salespeople, it took them, in the past, several days to pull together all the information before meeting with a major client with respect to billing, open problem cases that they might have, products that they're using, various traffic that they're sending over the network, and so on. So pulling all that information together now is really done through one application with a couple of clicks, and they're really properly prepared. So that's a huge, huge time savings for the sales people. The second benefit we've seen is in terms of sales planning. And before, sales management used to pull together various sources, consolidate it into PowerPoint, and most of the sales forecasting was based on historical analysis and expert opinion of the future. And now we have a much more analytical approach, because we have a proper sales pipeline. And we can actually see where we're going. And it's a much more transparent process, an open process. And that helps us to certainly manage the business and forecast our sales much more effectively. In terms of competitive advantage, having CRM working and everybody collaborating brings a lot of value. I think we're in a much more competitive environment than before, a much more complex environment. We need our salespeople to communicate effectively across the globe as to what they're doing with specific clients. And having all that information in a common repository and having a common language and a common way of working with our clients does give us a competitive advantage, rather than trying to exchange information ad hoc and by e-mail with attachments, and so on. So now we're much more engaged with our clients, because we have all the information at hand in CRM.
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Company Profile

  • NameSWIFT
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