13 May 2019 Ekaterina Gorina

Automate it: how a business process can replace SFA

Nowadays, commercial activity is no longer tied to either a place or time, or only a face-to-face interaction. The only thing that can limit it is the lack of the Internet.

However, there is one thing that remains unchanged in the mass market – clients. Their trust is still the core value of any company. At the same time, the companies that offer products and services have encountered new difficulties: there are many manufacturers, and the quality of products and prices in one segment are about the same. For this reason, sales personalization, that is to say finding and satisfying individual customer needs, is the only way to beat competitors.

8 May 2019 Andrei Chepakin

BPM Use Cases in Sales

ELMA Chief Commercial Officer Andrei Chepakin takes a look at several use cases of how the process approach and a BPM system can help you increase sales performance when deals are simple or complex, when they depend (or not really) on sales representatives’ skills.

Who is responsible for sales?

There are two viewpoints on sales. Some people think that success solely depends on how skillful and active sales representatives are. If so, managers keep their employees mentally alert by using sales plans, KPIs and imposing fines when the indicators are not reached. Sales reps have to develop competence, gain experience in negotiating, know the product and subject area well. Other companies prefer to divide the process of selling goods into clear steps. The main thing here is to formalize and standardize all activities, then any sales rep will cope. Both approaches are truly viable.

11 April 2019 Ekaterina Mokrushina

Robots in Retail

The interest of business in RPA (robotic process automation) keeps growing. Anton Berentsev, CEO of EleWise and head of IntellectLab shared his ideas on using robots in retail and spoke about the future of this technology in an interview to “Moe Delo.Magazine”. You can find the interview in the January-February issue, and here is the full version of Anton’s replies.

24 September 2018 Ekaterina Mokrushina

Digitization in HR. Automate!

HR departments deal with recruitment, hiring, onboarding, offboarding, leave requests, holiday requests, timesheets, benefits, performance reviews, and even taxes. Every single day. Imagine the amount of data involved in all these processes.


27 June 2018 Ekaterina Mokrushina

VestaBank: the cost of processes is a bank’s competitive advantage

The Markswebb agency has published the results of the Business Banking Fees Monitoring 2018. It analyzes fees that small businesses in Moscow and Saint Petersburg pay for online banking services. The leader amongst the banks who offer the best conditions for entrepreneurs is VestaBank, a long-term customer of ELMA.


29 May 2018 Ekaterina Mokrushina

Competition drives businesses to transformation

On February 18, Head of ELMA Alexey Trefilov spoke at the CNews conference “BPM 2018: how we can help business transform” that took place in Moscow. After the speech, the organizers asked Alexey some more questions.

— Russian customers are showing a growing interest in BPM. In your opinion, why is this happening?
— Business is becoming more mature. Earlier, the companies wanted electronic document management and automation at best. Today they are concerned about business processes and digital transformation. This is a complete rethink of development.

29 May 2018 Alexander Khodyrev

Digital transformation in banking: how to modify your processes and retain the customers

To stay competitive, banks today have to improve their customer service constantly. Often old working methods and IT solutions do not allow implementing new technologies. Dmitry Oparin, Director of Operations at ELMA, told us how to optimize operations of a company with no damage to the infrastructure ilustrated by the Kapital Bank project.

29 May 2018 Ekaterina Mokrushina

Digital transformation is changing the IT market

What services are the customers looking for? What are the most demanded professions? How is import substitution affecting the market? Heads of Russian IT companies gave answers to these and other questions in an interview to IT-Manager magazine. Here is the complete answer given by Alexey Trefilov, COO of ELMA.

— IT companies are focused on digital transformation. What impact does this have on IT services?
— It is important not to confuse digital transformation and automation. A vast number of IT companies is providing automation software – ERP, EDMS – that speeds up the business processes while the processes themselves remain the same.

28 May 2018 Ekaterina Mokrushina

Businesses request digital transformation

Despite the need for document management automation, businesses today are less interested in traditional EDM systems. In an interview to ECM-portal, Mikhail Saratov, an ELMA expert, explained why.

— In 2017, what were the most frequent document management problems that you solved for your customers?
— Above all, document routing. Contracts, memos, policies and communications are part of any business and will remain so for a long time. Customers want automation, both those who are already using classical ECM systems and want to expand them, and those who are still lacking IT infrastructure.

7 March 2018 Ekaterina Mokrushina

The 5 signs you have problems in your business process

Revealing problems in a business process is a frequent subject of discussion when it comes to business management. Although in practice there can be a lot more, here are 5 typical signs of a problematic business process. Use them to check and optimize the operations of your company.

1. Unnatural fragmenting of the process

Some parts of the process are aligned and automated, whereas others are still executed manually. As a result, the work is first done in an IT system, then manually, then in the same or another IT system. We call this automation with gaps.