- Commodity Management & Trading
- Customer & Marketing Strategy
- Digital Engineering
- Station Studio
- Supply Chain & Industry 5.0
- Sustainability
Supply and Trading integration
This situation leads to the need of originators to define custom products that the Trading desk must hedge in the wholesale market to satisfy customers and risk policies. In the digital era, the collaboration between the sales team and the trading desk becomes crucial to shift into the next level.
Improve customer experience providing control over contract prices and taking advantage of market opportunities.
Fully automated workflow, reducing errors and limiting exposures and risks.
After an initial setup period, the full process works without any human-in-the-loop.
The contract becomes just an instrument and the negotiation get simplified. The customer gets self-service capabilities and the time-to-market is reduced. No better customer care policy.
How NTT DATA helps
Sales team analyse the market and cluster the potential prospects. Based on the customer needs, request the Trading team for a new product.
The trading desk defines new products based current portfolio, risk policy and customer needs through the origination department. This products are specially design for a certain customer type or cluster.
Sales team explains the product into the customer and agree a contract. These new contracts are not typically static, but includes the possibility to click/unclick prices, nominate firm and flexible volumes even to define flexible capacity that can be switched off.
IT team needs to configure the product in the CRM, Meter-to-Cash and ETRM solutions. The pre-sales processes finish and the contract starts. Then, a digital channel must be stablished to exchange information between the three parties.
The customer then starts to provide information (about their expected consumption and generation) and to request price changes.
Sales team needs to receive notifications, validate the request and ask the trading team for quotation and volume confirmation. This is the key moment: digitalizing the quotation may lead into instant bids based on client profile (KYC), loadshape, live market prices and company pricing policy. Providing self-service capabilities to the customer is a powerful tool and a game-changer for the market.
Sales team becomes into advisor to help customers to improve end-of-month billing, not just focus on the churn but on the fidelization. Their bonuses should be applied to renewals rather than conversions.
Trading team needs to align the new position into the company portfolio and execute transactions to mitigate the new risks. This can be done on a back-to-back basis or on a smart exposure and physical balance approach. But the automation of the order routing will be a competitive advantage given the liquidity and volatility of the markets.
Up to 20% portfolio growth during the first year.
30% reduction in customer churn due to improved customer experience.
Increase up to 100% in the volume of transaction executed over the market.
