With Capriza, we can leverage the systems that are already there, that are proven and are embedded within our processes, and that our people are used to. With Capriza we were able to expedite approved pricing from a number of days to a couple of hours.

Rob Kooijman, Director of Process & Solutions Management, Volvo Financial Services

Volvo Financial Services provides a full range of financing options for the Volvo Group’s trucks, construction equipment, buses, and marine equipment in 44 countries across EMEA, APAC and the Americas. Their primary brands include Volvo Trucks, Volvo Construction Equipment, Volvo Buses, Mack Trucks, Renault Trucks. Volvo Financial Services strives to be competitive in the market environment, the first option the customer chooses, and the reason why they buy Volvo group products. In this highly competitive market, Volvo Financial Services’ IT organization is focused on delivering mobile business solutions that provide speed to market, operational efficiencies, and enhanced customer value.

Business Needs

Truck financing is a very competitive climate whether the finance is for one truck, a few trucks, or a fleet of 100. Clients reach out to multiple suppliers at once to provide bids. Speed to quote and the right financing rate gives the competitive advantage. If a customer has a need for financing, they want to know as soon as possible how much can be lent and how fast the credit can be approved. The crucial advantage for Volvo is to be able to respond to the end client with an accurate calculation and turn it around very quickly. Volvo’s internal process spans quick calculations and simulations on quotations, then a pricing approval process, a credit application process, and a final approval process. The Process and Solutions Management team within IT needed to simplify and speed up the customer booking process – from quote origination to credit approval to contract management – to enable its sales team and managers to keep the process going while they are on the road.

Solution

Volvo’s complex quoting processes are embedded in legacy systems that are 12-15 years old. Volvo has completely different back-end systems in the Americas than those used in EMEA and in APAC. Also, certain countries, such as China, have specific financing processes that have been incorporated into the back-end systems. Volvo needed a mobile IT solution that could leverage all the processes from the existing systems, localize in multiple languages, and provide a seamless user experience worldwide, regardless of the back-end system. They selected Capriza’s mobile app platform for its ability to work across all systems, ease of use, and best practices knowledge for creating effective mobile Zapps – bite-sized, mobile apps built around a quick one-minute workflow that help speed up business processes from existing applications.

Results

The IT team launched their first mobile apps in EMEA beginning with four Zapps. The first two being a quick calculation, used for simulating price calculations with accurate interest rates, and one for price authorization that allows the commercial team to instantly approve even if approvers are on the road. These Zapps provided the business impact Volvo was looking for almost immediately: with a 60% increase in the speed to market. Authorized quotes are now out within a couple of hours, instead of a couple of days. The other two Zapps, to date are a queue manager for viewing pipeline deals and a deal-lost Zapp to easily review deal losses. The IT team that works on the backend applications were able to learn and use Capriza very quickly and with ease. Volvo has since rolled out the same four Zapps in parts of APAC, and are now versioning them for the Americas using a number of different backend systems.

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