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Business Project Proposal 2017
1) Contact person at the company (incl. mail, phone, etc.)
Oliver LAWRENZ; [email protected], +49 175 5748587
2) General information about the company
ABB AG
Group Function Marketing & Sales
3) Title of the Business Project
Digitalization: Artificial Intelligence in Salesforce.com
4) Topic/Subject/Aim
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Are ABB´s systems and processes set up correctly in order to benefit from artificial intelligence and
machine learning?
Can machine learning boost effectiveness and efficiency of ABB´s sales people by suitable suggestions
and insides ( so called “guided selling”)
Identify data points and data granularity as pre-requisite for machine learning (artificial intelligence)
within Salesforce.com Sales Cloud.
1.
Gather use cases for machine learning/artificial intelligence by interviewing
 ABB BU marketing and sales managers
 ABB strategic SFDC program managers (FACE)
 ABB IS managers
 ABB group function marketing & sales
 Implementation partners (Accenture, Apttus, SFDC)
2.
3.
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5.
6.
7.
Is ABB SFDC sales cloud set up correctly?
Does ABB have enough data points (history)?
Does ABB story data on sufficient data granularity?
Is data quality sufficient?
Does data need to be cleansed (master data)?
Does data need to be enriched?
5) Task of the students team
1. Understand SFDC AI platform (called “EINSTEIN”) – if time allows understand AI platform (called “MAX”) of Apttus
(configure and quotation tool)
2. Analyse ABB´s sales process with regard to data points (see point 4)
3. conclude next steps/high level roadmap
6) Requested profile of the team members
X Marketing
Controlling
Logistics
Tax Theory
Supply Chain Management
German
Spanish
X English
Accounting
Statistics
Corporate Finance
Corporate Development
others:
French
others:
X Strategy
Media
HR
Other special requirements:
7) Additional information
ABB has just completed its global roll-out of salesforce.com in 80+ countries.
This strategic program is called FACE = Future ABB Customer Experience. The objective of FACE is to allow
ABB´s customers to do business with ABB in a more easy way as well as increase of sales
effectiveness&efficiency as well as a boost for growth. FACE continues to deliver more functional scope
including integrated business planning and operational sales as well.
The use of salesforce.com is a first step to digitalize ABB´s sales process project. In order to benefit from
artificial intelligence and machine learning as well as in order to boost adoption of SFDC usage STRATOS will
deliver sales targets as one important decision criteria.