Challenge

• Leading global beauty company needed to help well over 100,000 independent Sales Leadership Representatives optimize their efforts and improve performance for themselves and their down-lines – millions of representatives worldwide
• Previously, Sales Leaders in many markets received performance reports only at the end of two or three-week campaign cycles, which didn’t give them the opportunity to impact results in the current campaign
• Needed a single, standardized platform and reporting solution to support a global business program emphasizing alignment, efficiency, best practices, and speedy deployment in markets across the globe
• Required seamless integration with the existing Internet portal to ensure Sales Leaders would see the new functionality as a coherent extension of existing tools and ways of interacting with Avon

Solution

• Selected the Force.com cloud platform for a deployment that Avon expects will scale up to approximately 150,000 independent Sales Leaders, as well as several thousand Avon Zone and Division Sales Managers, over the next several years
• With help from Salesforce.com Consulting and Force.com, developed a powerful enterprise application integrating Avon’s enterprise data warehousing platform with salesforce.com functions
• Delivered a successful pilot in Romania in just five months, including all of the local business process and operational systems changes required to meet the global program standards
• Followed up with successful deployments in the U.K. and the Philippines in 2009 and in Poland, Czech and Hungary thus far in 2010; Avon will also implement in Russia, Ukraine, Mexico, Argentina, India, Malaysia and several other central and eastern European markets in 2010
• Implemented an end-to-end information flow that moves large volumes of detailed order transaction data from operational systems to Avon’s enterprise data warehouse and then into Force.com – twice daily, everyday, for every market entering the program
• Easy point & click configuration to customize screens and reports for each market
• Customized the user interface using Force.com pages to be consistent with the Avon look and feel
• Seamless integration with Avon’s Web portal, with single sign-on, makes it easy for Sales Leaders to access all of the information they need from one place
• Mobile access will let Field Sales and Avon Sales Leaders view information from a variety of Smart devices

Results

• Ability to act quickly on exception-driven information helps Sales Leaders get maximum results during a campaign – improving earnings for themselves and their down-line, and driving revenue growth for Avon
• Easy to use tools help improve individual business results, enabling Avon to better attract and retain Sales Leaders and Representatives
• Helps promote standard business processes and performance metrics for Avon’s Sales Leadership program worldwide
• Generated tremendous buzz, excitement, and demand for the solution throughout the company; markets are willing to make necessary changes to their business processes and systems to enter the program