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Publication
Sales activity management: um sistema de gestão de oportunidades de negócio
| Name: | Description: | Size: | Format: | |
|---|---|---|---|---|
| 4.34 MB | Adobe PDF |
Authors
Abstract(s)
A Unipartner é uma consultora tecnológica nacional que trabalha com
organizações governamentais, instituições financeiras e empresas comerciais para
resolverem os seus mais exigentes desafios informáticos e comerciais. A necessidade de
gerir toda a informação de vendas da organização, de uma forma eficiente e unificada,
deu origem ao Sales Activity Management, uma aplicação onde é possível gerir todos os
dados de clientes e oportunidades de negócio.
Com o desenvolvimento desta aplicação pretende-se a visualização da informação
dos clientes assim como gerir as oportunidades de negócio numa única ferramenta,
medindo características importantes em cada fase que ajudam a melhorar todo o
processo de vendas de forma faseada e segura.
O presente relatório descreve todas as fases que resultaram na construção desta
aplicação, desde ao estudo teórico de processos de venda e da tecnologia Dynamics 365,
assim como toda a análise feita e desenho que deram origem ao desenvolvimento e
testes da aplicação. Na análise foi explorado todo o processo atual da organização e de
que forma a informação era gerida. A lista de requisitos passou por um processo de
refinamento e realizados cenários de uso antes de efetuar o desenho da ferramenta a
construir.
É evidenciado as considerações mais relevantes no desenvolvimento da aplicação
em Dynamics 365, assim como, o resultado de todos os testes efetuados aos utilizadores
que nos permitiu validar a ferramenta em termos de usabilidade e confirmar que as
funcionalidades estavam de acordo com o planeado. Após concluídos os testes procedeu- se ao lançamento da aplicação e da migração de todo o histórico da empresa. Numa
primeira fase, a aplicação estava restrita a um grupo reduzido de utilizadores, mas após
3 meses, decidiu-se disponibilizar a ferramenta para todos os utilizadores onde
começaram a gerir toda a informação no Sales Activity Management.
Após dois anos de utilização, consideramos que os objetivos foram cumpridos e
que este projeto trouxe valor a todos os intervenientes na gestão de pré-venda: foram
criadas 3100 oportunidades e 160 novos clientes até ao momento. As considerações recebidas por parte da organização foram extremamente positivas, destacando o
interesse em integrar novas funcionalidades no futuro.
Unipartner is a Portuguese technology consultancy that collaborates with government organizations, financial institutions and commercial companies solving their most demanding IT and commercial challenges. The need to manage all the organization's sales information in an efficient and unified way gave rise to Sales Activity Management (SAM). SAM was thus developed with the aim of visualization of customer information and management of business opportunities concentrated in a single tool. For this purpose, it is important that the application is able to report important characteristics at each stage that will help improve the entire sales process in a phased and secure manner. This report describes all the phases that resulted in the construction of this application. A theoretical study of sales processes and the Dynamics 365 technology was undertaken, as well as all the analysis and design that led to the development and testing of the application. Since the project relies on Dynamics 365, relative considerations are also highlighted in this work. During the analysis, all current processes for Unipartner were explored considering how information was managed. The development started after refinement of the requirements and undertaking usage scenarios. User tests allowed the validation of the tool in terms of usability and conformity with planned functionalities. After testing, the company history was migrated to SAM and a small group of users was able to take advantage of the application. After 3 months of, the tool was made available for the rest of the users which began all information management through SAM. SAM has been in active usage for 2 years and we believe that all objectives have been met. Furthermore, this project has brought value to all involved in pre-sales management by creating 3100 opportunities and 160 new customers. The feedback received from the organization has been extremely positive, highlighting their interest in integrating new features in the future.
Unipartner is a Portuguese technology consultancy that collaborates with government organizations, financial institutions and commercial companies solving their most demanding IT and commercial challenges. The need to manage all the organization's sales information in an efficient and unified way gave rise to Sales Activity Management (SAM). SAM was thus developed with the aim of visualization of customer information and management of business opportunities concentrated in a single tool. For this purpose, it is important that the application is able to report important characteristics at each stage that will help improve the entire sales process in a phased and secure manner. This report describes all the phases that resulted in the construction of this application. A theoretical study of sales processes and the Dynamics 365 technology was undertaken, as well as all the analysis and design that led to the development and testing of the application. Since the project relies on Dynamics 365, relative considerations are also highlighted in this work. During the analysis, all current processes for Unipartner were explored considering how information was managed. The development started after refinement of the requirements and undertaking usage scenarios. User tests allowed the validation of the tool in terms of usability and conformity with planned functionalities. After testing, the company history was migrated to SAM and a small group of users was able to take advantage of the application. After 3 months of, the tool was made available for the rest of the users which began all information management through SAM. SAM has been in active usage for 2 years and we believe that all objectives have been met. Furthermore, this project has brought value to all involved in pre-sales management by creating 3100 opportunities and 160 new customers. The feedback received from the organization has been extremely positive, highlighting their interest in integrating new features in the future.
Description
Keywords
Vendas Gestão de oportunidades Engenharia desenvolvimento de software Dynamics 365 Sales Opportunities management Software development engineering Engenharia Informática . Faculdade de Ciências Exatas e da Engenharia