Celonis
Case Studies
Digital Sales Transformation at Dell through Process Mining
Overview
Digital Sales Transformation at Dell through Process MiningCelonis |
Application Infrastructure & Middleware - Data Visualization Cybersecurity & Privacy - Identity & Authentication Management | |
Mining | |
Sales & Marketing | |
Leasing Finance Automation Supply Chain Visibility | |
Operational Impact
The implementation of Celonis' solution has led to significant operational improvements at Dell. The company now has better visibility across one and two-step deal processes, enabling it to identify deals that can be processed automatically. This has freed up teams to focus on more complex deals that require greater attention. The introduction of proactive monitoring has also allowed the sales support team to engage with sales proactively, improving the efficiency of the sales process. Furthermore, the operation scorecard has provided sales operations and support teams with a clear view of their most important KPIs, enabling them to focus their efforts where they are needed most. Overall, the solution has led to greater deal velocity, fewer lapsed deals, higher revenue, and more satisfying working experiences for teams across the sales process. | |
Quantitative Benefit
By the end of 2020, Dell had automated almost 15% of deal processing, up from less than 1% at the beginning of the year. | |
Dell is now able to get back to its partners within 15 minutes of a deal being registered. | |
Proactive alerts have been set up for deals where the customer and partner are in different regions, helping the team create necessary documentation proactively and maintain sales velocity. | |