NS BlueScope optimizes the adoption of its CRM tools.
Bluescope Asia turned to Onepoint group to improve its use of CRM tools, which were under-utilized in certain countries in the region. BlueScope Asia is part of BlueScope Steel Limited, one of the world’s leading steel manufacturers. The company sells quality steel to the construction, manufacturing and appliance industries in Thailand, Vietnam, Malaysia, Indonesia and also North America.
Optimizing the use of Salesforce
Émilie Giraudet is currently Vice President of Digital Program Management & Data Analytics at BlueScope Asia. When she joined the company, she noticed an adoption issue with Salesforce among the sales teams in the ASEAN region.
Salesforce had been in place for over 10 years, and some countries had a much higher adoption rate than others.
Émilie’s department wanted to conduct an evaluation of the tool adoption level to better understand the challenges faced by the different sales teams. The ultimate goal was to propose an appropriate roadmap to increase its adoption.
Émilie then reached out to Onepoint group based on recommendations from her network, which had previously had positive collaborations with our team.
I met someone who shared their very positive experience with Onepoint APAC and explained the quality of their collaboration. When I joined BlueScope Asia to lead the digital team, I had not yet formed a team. I needed support from external partners, so I reached out to Onepoint.
The trust built through this recommendation and the regular contact with Onepoint’s teams was essential for Émilie.
We openly discussed my needs, and we together realized there was an opportunity. The approach was very open and flexible, and the offer was competitive. That’s exactly what I needed at that time.
A co-creative approach
The adoption level evaluation of the tool, conducted by Norris Capsie, a consultant at Onepoint group specializing in operational excellence and Lean methods, was done remotely. Various approaches were integrated to gather data from key users, such as internal interviews, a questionnaire, and two collaborative workshops on the interactive platforms Klaxoon and Teams.
The workshops went very well. We shared responsibilities between Norris, our Salesforce expert, and myself. Norris is very open and adapts to the different participants, which created a trusting atmosphere for expressing and exchanging ideas.
The participation was high. The employees were engaged, interested, and provided valuable contributions.
Norris is also a certified Klaxoon expert and published a detailed article on the Klaxoon website, explaining how he used the tool in the context of these workshops.
Émilie Giraudet particularly appreciated Onepoint’s collaborative and co-creative approach, which she considers to be different from that of competitors.
The results of the evaluation formed the foundation of a six-month strategic plan aimed at encouraging the use of Salesforce. Émilie also expressed her desire to adopt a more practical approach, including concrete actions that the digital team could quickly implement. In response to this request, the Onepoint team proposed some quick measures to kickstart the process. Émilie Giraudet highlighted, “We were able to implement these changes,” emphasizing Onepoint’s flexibility and its ability to meet our needs.
Subsequent optimization of Power BI
The successful collaboration played a key role when BlueScope Asia deployed Power BI. Émilie Giraudet once again needed a partner to develop a change management plan.
Power BI was still new to us, and the goal was similar to the previous project. Working with partners who deliver good results reduces risks for future projects.
For this mission, Onepoint group recommended, in response to BlueScope Asia’s needs, training programs, technical support, a change management plan, and guidelines for data governance.
Onepoint group helped us identify key issues and define priorities. This allowed us to focus our efforts and maximize our limited resources within the organization.
After working with Onepoint group on these two projects, Émilie Giraudet highlights that she appreciated the partnership and the trusting relationship.
Onepoint is one of our preferred suppliers, and we continue to engage them for our projects. I felt like we were working together as one team, rather than having consultants do their work and then leave.
Onepoint is synonymous with pleasant people to work with, professionalism, a collaborative approach, competitive pricing, and high-quality service.
Key Achievements : +20% increase in Salesforce adoption
This project was led by Onepoint group APAC teams.