IBM - Sales Enablement Solution
Company: IBM, Armonk, NY
Company Description: IBM is a values-based enterprise of individuals who create & apply technology to make the world work better. Today, more than 400,000 IBM employees around the world invent and integrate hardware, software and services to help forward-thinking enterprises, institutions and people succeed on a smarter planet.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Enablement Solution – New
Nomination Title: Engage AR - Excellence in Managing Account Receivables
Tell the story about this nominated product or service (up to 650 words). Describe its function, features, benefits, and sales to date:
Overview
Engage AR is a Global Account Receivables execution IBM Cloud based platform facilitating E2E collection activities, workforce optimization and seamless integration with all AR systems and upstream processes. Engage AR platform provides users with the capability to effectively Collect, Forecast, measure Metrics, manage sales Disputes, retrieve Invoices and provide operational Insights all in ONE application.
Problem we are solving
AR Professionals around the world have been using 3 legacy system of records to manage their daily collection activities or using independent applications creating manual work; juggling between different systems; creating multiple operational process deficiencies and generating additional manual workload.
Engage AR removes all those limitations. Leveraging existing data regardless of the source and using leading open standards technology (Hybrid Cloud, Microservices, Node.js, Angular UI), Engage AR platform is a ONE stop shop for Global Account Receivables Professionals.
Through discovery sessions, we documented “Problems”, iterated different “User Experience Solutions” and “Process Simplification” which drove “Prioritization & Benefits to Cycle time”.
Modules |
Problem Statements |
Solution Design |
Collection |
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Forecasting |
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Metrics |
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Disputes |
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Invoices |
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Analytics / Insights / Reporting |
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Benefits
- Reduced cycle time
- Reduced DSO and improved cash performance
- Increased Client Satisfaction
Specific achievements are outlined below:
- 3x productivity boost: automated collection program for low dollar high volume invoices increased invoice coverage – able to assign 3 times more invoices to 1 collector (1,500 invoices vs <500)
- Application scalability across global geographies due to a consistent process and single application
- For each client dispute: a 9-minute reduction in identification & assignment process improving resolution cycle time
- 60% reduction in collection action codes used daily by users
- YTY 5% productivity gain in operational and process simplification
- Savings of $400k per year due to sunset of legacy applications
Our approach for all these modules and or features have been initiated by user experience design methods and eliminating process deficiencies, enabling us to build what the user wants to improve their experience and increase productivity.
What’s Next
The solution is live in all the Americas, Europe and Middle East and on target to roll-out to Asia Pacific by 2H2019. With an aggressive roadmap over the next 12 months, we are continuously adding more enhancements (Global Reporting and Insights, Telephony Pilot) so that we are always operating more efficiently and effectively.