{"id":3998,"date":"2025-05-12T07:56:52","date_gmt":"2025-05-12T07:56:52","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3998"},"modified":"2025-07-16T17:03:15","modified_gmt":"2025-07-16T17:03:15","slug":"air-liquide-poclain","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/fr\/blog\/air-liquide-poclain\/","title":{"rendered":"Air Liquide et Poclain Hydraulics parviennent au juste prix avec Salesforce Revenue Cloud\u00a0"},"content":{"rendered":"\n

Chaque chose a son prix mais la question est de savoir lequel\u2026 Dans l\u2019industrie, si la cr\u00e9ation d\u2019un devis d\u00e9pend de nombreuses variables (contrats pass\u00e9s et en cours, co\u00fbts des mati\u00e8res premi\u00e8res, interm\u00e9diaires), l\u2019objectif reste toujours le m\u00eame : conserver ses marges. Air Liquide et Poclain Hydraulics l\u2019ont bien compris, et se sont donc \u00e9quip\u00e9s d\u2019un configurateur de devis (CPQ) qui garantit cette ambition tout en apportant efficacit\u00e9 et valeur ajout\u00e9e aux clients. R\u00e9cits crois\u00e9s.<\/strong><\/p>\n\n\n\n

Nous sommes en 2020. Apr\u00e8s 15 ans \u00e0 de multiples postes commerciaux, Julie Riccio devient Pricing & Commercial Excellence Director <\/em>pour l\u2019Europe chez Air Liquide<\/a>, leader mondial des gaz, technologies et services pour l’industrie et la sant\u00e9.<\/em><\/p>\n\n\n\n

Elle lance un projet pour am\u00e9liorer l’organisation commerciale au niveau europ\u00e9en. \u00ab\u2009Outre l\u2019instauration d\u2019un nouveau syst\u00e8me de commissions, nous tenions \u00e0 automatiser davantage nos op\u00e9rations et surtout, \u00e0 moderniser notre mod\u00e8le de pricing\u2009\u00bb.<\/p>\n\n\n\n

Les op\u00e9rations commerciales du g\u00e9ant gazier \u00e9tant dot\u00e9es de plusieurs CRM et ERP sur la zone europ\u00e9enne, cela compliquait l’unification du pilotage des op\u00e9rations commerciales. Julie Riccio a donc eu l\u2019id\u00e9e d’utiliser les donn\u00e9es de ces outils pour alimenter un nouvel outil de devis : Salesforce Revenue Cloud<\/a>.<\/p>\n\n\n\n

Visibilit\u00e9 et contr\u00f4le des marges<\/h2>\n\n\n\n

Les b\u00e9n\u00e9fices se font rapidement ressentir \u00e0 tous les niveaux. \u00ab\u2009Revenue Cloud est connect\u00e9 \u00e0 notre algorithme propri\u00e9taire de pricing. Toutes les donn\u00e9es tir\u00e9es de nos devis alimentent cet algorithme, qui \u00e9tablit un prix cible pour chaque client, en fonction de nos variables internes.<\/strong> \u00ab Revenue Cloud d\u00e9termine les grands principes : prix minimum, prix cible… Une aide pr\u00e9cieuse qui acc\u00e9l\u00e8re l’\u00e9tablissement du devis et facilite le suivi de nos ventes \u00bb, se satisfait Julie Riccio.<\/p>\n\n\n\n

M\u00eames probl\u00e9matiques chez Poclain Hydraulics<\/a>, ETI familiale sp\u00e9cialiste des syst\u00e8mes hydrauliques qui emploie 2 100 personnes dans plus de 20 pays. <\/p>\n\n\n\n

\u00ab Nos commerciaux \u00e9tablissaient une partie seulement de leurs devis sur notre ancien CRM, le reste \u00e9tant r\u00e9alis\u00e9 sur Excel, ce qui emp\u00eachait d’avoir une vision d’ensemble du pipeline<\/a>. Avec Revenue Cloud, nos \u00e9quipes n\u2019ont plus \u00e0 jongler entre le catalogue de prix et un tableur, tout se fait sur la m\u00eame interface. Quand on pense qu\u2019on vend 150\u2009000 r\u00e9f\u00e9rences, cr\u00e9ant des milliards de combinatoires, on imagine le temps gagn\u00e9\u2009!<\/strong> \u00c0 la direction, on ne peut plus s\u2019en passer. Nous ne pr\u00e9parons plus certaines revues commerciales sur Powerpoint, nous avons juste \u00e0 ouvrir les tableaux de bord Salesforce et plonger en d\u00e9tail dans chaque opportunit\u00e9\u2009\u00bb, explique Massimo Boscarino, Sales & Marketing Efficiency Director.<\/em><\/p>\n\n\n\n

Moins d\u2019erreurs et plus de valeur<\/h2>\n\n\n\n

L\u2019arriv\u00e9e de Revenue Cloud a mis fin, chez Air Liquide comme chez Poclain Hydraulics, \u00e0 la double saisie entre les syst\u00e8mes. \u00ab\u2009Toutes les donn\u00e9es sont copi\u00e9es automatiquement jusqu\u2019\u00e0 l\u2019ERP. On \u00e9vite ainsi \u00e0 nos commerciaux de copier la m\u00eame information entre diff\u00e9rents syst\u00e8mes\u2009\u00bb affirment tous deux Julie Riccio et Massimo Boscarino.<\/p>\n\n\n\n

Brasser davantage de donn\u00e9es, c\u2019est aussi la chance de personnaliser les communications avec les clients. \u00ab Nous personnalisons les e-mails <\/a>en fonction du portefeuille produit du client. Notre service client a acc\u00e8s \u00e0 ces courriers, et peut mieux accueillir leurs interlocuteurs au t\u00e9l\u00e9phone.\u2009\u00bb<\/p>\n\n\n\n

Demain, une exp\u00e9rience plus fluide gr\u00e2ce \u00e0 l\u2019IA\u2009<\/h2>\n\n\n\n

Non contents des gains d\u2019efficacit\u00e9 permis par Salesforce CPQ, les deux industriels surveillent de pr\u00e8s les usages envisageables avec les agents IA. \u00ab\u2009J\u2019aime particuli\u00e8rement les r\u00e9sum\u00e9s de r\u00e9unions, ou encore l\u2019aide \u00e0 la recherche d\u2019informations dans les contrats\u2009\u00bb, souligne Massimo Boscarino. Et Julie Riccio d\u2019ajouter : \u00ab J\u2019imagine un agent IA<\/a> pour nous aider davantage dans nos communications avec les clients \u00bb.<\/p>\n\n\n\n

R\u00e9ussite commerciale, efficacit\u00e9, rapidit\u00e9 et conduites des op\u00e9rations plus efficaces : autant de satisfaction pour Air Liquide et Poclain Hydraulics gr\u00e2ce \u00e0 Salesforce.<\/p>\n\n\n\n

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Acc\u00e9l\u00e9rez votre croissance avec Sales Cloud.<\/h2>\n\t\t\t\t\t\t\t

Gagnez en vitesse, en pertinence et en efficacit\u00e9 avec la magie \u00ab\u00a0IA + Data + CRM + Confiance \u00bb. D\u00e9couvrez une toute nouvelle mani\u00e8re de vendre gr\u00e2ce au CRM n\u00b01 int\u00e9grant l’IA.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

\n\t\t\t\t\tVoir la d\u00e9mo<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t
\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t
<\/div>\n\t\n\t\t\t\n\t\t\"\"\n\n\t\t\n\t\t\t\t\t\"\"\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"

Chaque chose a son prix mais la question est de savoir lequel\u2026 Dans l\u2019industrie, si la cr\u00e9ation d\u2019un devis d\u00e9pend de nombreuses variables (contrats pass\u00e9s et en cours, co\u00fbts des mati\u00e8res premi\u00e8res, interm\u00e9diaires),…<\/p>\n","protected":false},"author":206,"featured_media":4009,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"6847eb79d7a64fa69d2390dc","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[22,4,539],"sf_content_type":[],"blog":[],"coauthors":[27],"class_list":["post-3998","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-digital-transformation","sf_topic-sales","sf_topic-temoignages-clients"],"yoast_head":"\nAir Liquide et Poclain Hydraulics parviennent au juste prix avec Salesforce Revenue Cloud\u00a0 \u2022 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