How A1 Telekom Austria achieved seamless and scalable B2B sales with CloudSense

Introduction 

A1 Telekom Austria Group is a leading provider of digital services and communications solutions in Central and Eastern Europe with around 25 million customers.

It’s also a European unit of América Móvil, one of the largest wireless services providers in the world. Currently operating in seven countries and offering communications, payment and entertainment services as well as integrated business solutions, A1 Telekom Austria achieved revenues of 4.57 billion Euros by year end 2019. 

In 2018, A1 Telekom Austria’s B2B business embarked on an aggressive growth plan. The strategy was designed to both combat increased competition from merging rivals, and grow ICT revenues 30% by 2021. To achieve these targets, A1 Telekom Austria’s digital team was tasked with finding a way to sell more, faster, while also using less pre-sales resource.  

A1 Telekom Austria has now achieved its aims and more with the CloudSense platform. But, before we built our successful partnership, A1 Telekom Austria’s journey started with another software provider.

A1 Telekom Austria’s journey didn’t start with CloudSense

A1 Telekom Austria wanted a platform to speed up the quote time for large enterprise deals. The complex quotes consist of thousands of product configurations, but the Communications leader wanted to cut quote time by at least a third.

The strategy was clear. Empower sales and pre-sales teams to move away from spreadsheets, dispersed product catalogs and manual document creation.

Instead, implement an end-to-end platform with a single Commercial Product Catalog, CPQ, Order Management and a Document Generation tool to automate and optimize the sales journey.

However, when A1 Telekom Austria initially tried to implement this roadmap things didn’t go to plan.

With fast time to value a priority for the project, A1 Telekom Austria needed an alternative. It turned to CloudSense.

The CloudSense platform proves more performant, scalable and user friendly

In June 2019, A1 Telekom Austria reached out to CloudSense with one question:

“Can you demonstrate that your solution is more performant, scalable and user friendly?”

To hit A1 Telekom Austria’s new project start date of August we successfully completed a full sales cycle in 8 weeks. After the problems A1 Telekom Austria had previously experienced, a large part of this included proving our scalability, which we did in style. 

As we’ll explore in a moment, our team quickly proved the CloudSense platform’s ability to scale, while handling the complexity of B2B Communications.

Four sophisticated end-to-end B2B sales journeys & record results, all in 3 months

Today, A1 Telekom Austria can configure its large sophisticated B2B deals – fast. 

With the CloudSense platform A1 Telekom Austria can now:

Best of all, these results on a complex product set were delivered quickly, through an implementation focused on out-of-the-box functionality.

A1 Telekom now sells its entire MPLS product suite sold through CloudSense

Our people and platform’s Communications know-how means A1 Telekom Austria can now sell its entire MPLS product suite using CloudSense.

In just three months we delivered a scalable, performant end-to-end journey across 4 of A1 Telekom Austria’s most sophisticated products (MPLS Access Premium, MPLS Access Premium Backup, Generic product & Personnel Resources). 

And, using our best practice guidelines, A1 Telekom Austria is now using the CloudSense platform for Solution Management, Deal Management, Profit & Loss – including margin calculation, Document Generation and Orders & Subscriptions. 

Together, with a strong partnership, rapid delivery and proven technology, A1 Telekom Austria and CloudSense are achieving remarkable results.