Energy Efficiency Case Study: Virtual Dealer Network and Sales Automation with Linoza

A major manufacturer of energy-efficient systems in Ukraine approached us for comprehensive consulting services to create process and business models for the distribution of its products. The next step was to develop a software solution based on these models.

The task was to use an IT solution to organise virtual offices across the country. It was necessary to create a tool that would allow all members of the distribution network to interact quickly and efficiently, while enabling fast customer service and providing the maximum number of services in the shortest possible time. In other words, the product had to reduce the time required to complete multi-stage deals and deliver an unprecedented competitive advantage: during a single visit to a dealer located anywhere in Ukraine, the customer should have a window system selected, a credit line opened and a multi-stage compensation process launched under the IQ Energy programme. All of this work at the dealer’s side should take no more than half an hour.

The software had to work from any device with a browser and offer a very simple, intuitive interface without unnecessary features. The user only needed basic skills required for working on the Internet.

A team of specialists worked on the project, including a consultant, a business analyst and a project manager. All work was carried out remotely. The client’s involvement was minimal and was needed primarily at the initial stage, during the creation of the business model. At the start of the project, the sponsor only had a general idea of how the network and channels for promoting its products should develop.

We needed to turn this idea into reality almost “from scratch”:

• define the approaches and mechanisms of the business model;

• structure the business process, define the roles and functions of all participants and identify their interaction points;

• describe all stages step by step, decide on the software and hardware stack and then prepare a detailed technical specification.

Adapted software based on the proprietary products Linoza Task Manager and Linoza CRM made it possible to:

• set up sales channels and bring a new product to the market in the energy-efficiency segment;

• connect all participants in the deal, thereby accelerating and simplifying high-quality customer service across Ukraine;

• gain full visibility into each deal and manage the sales process through assigning and fully controlling operational and strategic tasks for all participants in the business process;

• configure communication processes inside the company while avoiding other risky communication channels such as email, phone and messengers;

• create a tool for clear vertical and horizontal management of a large dealer network that ultimately involves up to 3,000 people;

• enable calendar planning and real-time control over the execution of strategic and operational tasks;

• ensure that the dealer works in a single software environment which covers all stages of the deal, as BeIQ interacts with OTP Bank software and IQ Energy.

As a result of three-way collaboration and the creative work of the engineering team, a transparent system for organising an automated workplace to perform specific business tasks was delivered. The software solution includes a window calculator, templates, standard sizes, automatic price calculation and more. It then generates a standard commercial offer with individual customer pricing. If the customer approves the offer, a request is automatically sent to the bank to generate a credit application.

There were also some creative elements: to add a photo of the customer’s windows to the system and attach it to the client record, we proposed a scheme based on QR codes. A mechanism was implemented that automatically uploads the customer’s photo to the application. A smartphone is enough for this – no additional software is required.