award-winning idea
Marcel Doorn, Theo van Koningsveld and
Hugo Henraat
Award-winning idea
optimal use of our salespeople's time, and was quite confusing
for them,' says Van Koningsveld.
Continues Marcel Doorn, Electronic Distribution Wholesale,
That's actually where the idea for Radar came from, because
a radar finds things in the dark. Instead of information about
a cliënt being scattered across several product lines, or being
kept in physical dossiers, as was previously the case, it's now
immediately available in one online location.'
Radar has also simplified many basic operational tasks. 'Finding
a product specialist in another country can now be done at
the click of a button,' says Van Koningsveld. 'It also takes only
a few minutes to access a client's entire transaction history,
which makes is easier and faster than ever before to identify
possible cross-sell opportunities. For example, if a cliënt does
cash management services in foreign currencies, we can show
them how treasury business could benefit them as well. We can
also see, per cliënt, which products generate income and which
don't, and how this changes over time. It's a killer application.'
What makes Radar different from a lot of other CRM systems
is that it is not only fed internal information, but also real-time
news from Reuters and Dow Jones. This functionality was
considered to be so different, in fact, that Radar was awarded
the prestigious 2006 International Business Award for Sales
Productivity and Effectiveness.
Van Koningsveld explains: 'If you are part of the Philips cliënt
team, for example, you can go into Radar and access all the
news that has been published on Philips in the last few months.
This information helps staff "get inside" the world of Philips and
better understand what its needs might be as a result of the
14 The Word Issue 12 October 2006
