{"id":77466,"date":"2025-02-20T17:45:31","date_gmt":"2025-02-20T17:45:31","guid":{"rendered":"https:\/\/www.board.com\/customer\/basf\/"},"modified":"2025-02-24T12:15:21","modified_gmt":"2025-02-24T12:15:21","slug":"basf","status":"publish","type":"case-study","link":"https:\/\/wwwstg.board.com\/fr\/customer\/basf","title":{"rendered":"BASF ITALIA SPA"},"content":{"rendered":"\t<section id=\"block_112dfd72c7120a66db575fa87cd72740-\" class=\"block hero-case-study position-relative block-margin-bottom\">\n\n\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"320\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-1600x500.jpg\" class=\"hero-bg-fw wp-post-image\" alt=\"\" srcset=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-1600x500.jpg 1600w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-768x240.jpg 768w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-1536x480.jpg 1536w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-480x150.jpg 480w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-215x67.jpg 215w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf-572x179.jpg 572w, https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/1920x600_header-customers-page_basf.jpg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/>\n\t\t<div class=\"overlay-gradient\" aria-hidden=\"true\"><\/div>\n\n\t\t<div class=\"breadcrumb-bar bg-brand-pearl\">\n\t\t\t<div class=\"container\">\n\t\t\t\t\t\t\t\t\t\t<nav aria-label=\"Breadcrumb\" class=\"d-flex flex-wrap list-unstyled mb-0 breadcrumbs\"><ol class=\"d-flex mb-0 align-items-center list-unstyled gap-1\"><li><a href=\"https:\/\/wwwstg.board.com\/fr\">Home<\/a><\/li><\/ol><li class=\"mb-0 d-flex breadcrumb-back-to-link\"><a href=\"https:\/\/wwwstg.board.com\/fr\">Retour \u00e0 Home<\/a><\/li><\/nav>\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t<div class=\"hero-wrapper\">\n\t\t\t<div class=\"container\">\n\t\t\t\t<div class=\"row\">\n\t\t\t\t\t<div class=\"col-md-6\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<h1 class=\"hero-title\">BASF ITALIA SPA<\/h1>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<p><p>Increasing access to information and driving business performance<\/p>\n<\/p>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n\n\n\t<section id=\"block_4bc34db0812ba9ef08dc4375fa37fbff-2\" class=\"block block--spc block-content-case-study single-page__post\">\n\n\t\t<div class=\"d-lg-none container\">\n\t\t\t\t<aside class=\"company-info\">\n\t\t\t\t\t<img decoding=\"async\" fetchpriority=\"high\" class=\"company-info__logo\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/logo_basf-6-768x385.png\" alt=\"Sales and Business Performance Monitoring at BASF Logo\" height=\"75\" width=\"75\">\n\t\t\n\t\t<div class=\"company-info__section\">\n\t\t\t<h2>Chiffres cl\u00e9s de la soci\u00e9t\u00e9<\/h2>\n\n\t\t\t\t\t\t<ul class=\"list-unstyled company-info__list list-with-ticks\">\n\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t<p class=\"mb-0\"><strong>Industries: <\/strong>Chemicals<\/p>\n\t\t\t\t\t<\/li>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t<p class=\"mb-0\"><strong>Department: <\/strong>Finance, Marketing, Sales, Supply chain<\/p>\n\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Employees: <\/strong>122,000<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Sales: <\/strong>\u20ac63 billion<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Countries: <\/strong>90+<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t<\/ul>\n\t\t<\/div>\n\n\t\t\t\t\t<div class=\"solution-info__section\">\n\t\t\t\t<h2>Board solutions<\/h2>\n\t\t\t\t<ul class=\"list-unstyled\">\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"user-select-none\">\n\t\t\t\t\t\t\t\t\tSales Perfomance Management\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t<\/div>\n\t\t\n\t\t\t<\/aside>\n\t\t<\/div>\n\n\t\t<div class=\"container container--narrow\">\n\t\t\t<div class=\"row justify-content-center\">\n\t\t\t\t<div class=\"col-lg-7 single-page__post-text\">\n\t\t\t\t\t\n\n<p>Trading in the highly complex agrochemical market, BASF embarked on a Management Intelligence project to<strong> increase access to information<\/strong> and <strong>transform planning and control processes<\/strong>. Using the Board Intelligent Planning Platform, the company has given managers a <strong>greater understanding of performance<\/strong> in a solution that <strong>adapts to evolving business processes<\/strong> and <strong>enables planning and forecasting data to be written back to source systems <\/strong>with ease.<\/p>\n\n\t<section class=\"block wp-block-acf-testimonial-single block--spc columns-block font-size-xl\" id=\"block_3dc17024acd87a5b1a39cbc8be4c4d8e\"\t\tclass=\"\">\n\n\t\t\t\t\t<article class=\"card card--testimonial\">\n\t\t\t\t\n\t\t\t\t<div class=\"testimonial-quote\">\n\t\t\t\t\t<div class=\"testimonial-quote__wrap\">\n\t\t\t\t\t\t<p>I have realized that features that we now just take for granted \u2013 after about 20 years of progressive use of Board \u2013 are by no means easy to find or replicate on other software developed by Board\u2019s competitors!<\/p>\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"testimonial-info-bottom\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"testimonial-data\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<p class=\"testimonial-name\">Michela Gazzola<\/p>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"testimonial-job-info\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"testimonial-role\">Controller Manager<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/article>\n\t\t\t<\/section>\n\n\n<div class=\"video-block\">\n\t\t\t<div class=\"video-wrap loading ratio ratio-16x9\">\n\t\t\t<button id=\"block_893f3dd489b17847867d08d052e784b6-vimeo-play-button\" class=\"video-wrap__play vimeo-button play-button-\">\n\t\t\t\t<span class=\"visually-hidden\">Play Video<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"video-wrap__bg\" role=\"img\" aria-label=\"Placeholder\" style=\"background-image: url(https:\/\/i.vimeocdn.com\/video\/1882083483-2cc1447445fdef8d86db25690f259c256565c4a219408950ce03fa538d94b02a-d_1920x1080?&#038;r=pad&#038;region=us)\" aria-hidden=\"true\"><\/span>\n\t\t\t\t\t\t\t<\/button>\n\t\t\t<iframe id=\"block_893f3dd489b17847867d08d052e784b6-vimeoVid\" title=\"Vimeo video player\" aria-label=\"Vimeo video player\" src=\"https:\/\/player.vimeo.com\/video\/960125985?h=c86ec7e0d5\" class=\"vimeo-video\" allowfullscreen allow=\"autoplay\" loading=\"lazy\"><\/iframe>\n\t\t<\/div>\n\t\n<\/div>\n\n\n<p>Founded in 1865, BASF is one of the world\u2019s leading chemicals companies. The group\u2019s mission is to harness the potential of chemistry to build a sustainable future, by combining economic success with environmental protection and social responsibility. <strong>The group covers almost every sector of industry and practically every country in the world<\/strong> with a portfolio ranging from basic chemicals to paints and pigments, nutritional ingredients, raw materials for personal care items, and crop protection products. <strong>BASF is listed on the Frankfurt Stock Exchange (BAS) and as American Depositary Receipts (BASFY) in the USA<\/strong>.<\/p>\n\n\n<h4 class=\"wp-block-heading\"><strong>BASF Group profile<\/strong><\/h4>\n\n\n<ul class=\"wp-block-list\">\n<li>Operates in around <strong>90 countries<\/strong> worldwide<\/li>\n<li>Over <strong>118,000 employees<\/strong><\/li>\n<li><strong>11 divisions<\/strong> organized into <strong>6 segments:<\/strong>\n<ul>\n<li>o Chemicals<\/li>\n<li>o Materials<\/li>\n<li>o Industrial solutions<\/li>\n<li>o Surface Technologies<\/li>\n<li>o Nutrition &amp; care<\/li>\n<li>o Agricultural solutions<\/li>\n<\/ul>\n<\/li>\n<li><strong>54<\/strong> <strong>business units<\/strong> (global and regional)<\/li>\n<li><strong>76 strategic product areas<\/strong><\/li>\n<li>Sales revenues of approximately <strong>\u20ac59 billion<\/strong><\/li>\n<\/ul>\n\n\n<p>The <strong>BASF Agricultural Solutions division<\/strong>, which focuses entirely on agrochemicals, supports farmers with innovative solutions to help them get the most out of every hectare of their land. To achieve these objectives, BASF Agricultural has made substantial investments in Research &amp; Development (amounting to over \u20ac1.2 billion, even as early as 2001) at an international level, tailoring them to the specific needs of the Italian market and balancing today\u2019s economic needs with those of the future, while also balancing producers\u2019 needs with consumers\u2019 expectations.\u00a0<\/p>\n\n\n<p>As <strong>Michela Gazzola \u2013 Controller Manager of BASF\u2019s Agricultural Solutions division<\/strong> \u2013 points out:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cThe group\u2019s chemicals are used in countless everyday objects, often without us realizing: from car paintwork to household and personal hygiene products, to garden products, packaging, etc. The agrochemicals division produces what could be called \u201cmedicines for plants\u201d and \u2013 just like medicines for humans \u2013 these require approval and control.\u201d\n<\/blockquote>\n\n<h3 class=\"wp-block-heading\"><strong>The Board project<\/strong><\/h3>\n\n\n<p><strong>Corporate areas Board is typically used across:<\/strong><\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Sales<\/li>\n<li>Supply chain<\/li>\n<li>Controlling<\/li>\n<li>Customer service<\/li>\n<li>Marketing<\/li>\n<li>Region management<\/li>\n<li>Country management<\/li>\n<\/ul>\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/basf_project_board_case_study_2020-1.png\" alt=\"\" class=\"wp-image-19822\"\/><\/figure>\n\n\n<h5 class=\"wp-block-heading\"><strong>Application solutions:<\/strong><\/h5>\n\n\n<p><strong>Sales &amp; Operations Planning <\/strong><\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Sales budgeting<\/li>\n<li>Territory forecasting<\/li>\n<li>Sales targeting<\/li>\n<li>Order management<\/li>\n<li>Order and delivery tracking<\/li>\n<li>Risk and opportunity<\/li>\n<li>Sales incentive performance<\/li>\n<\/ul>\n\n\n<p><strong>European price management<\/strong><\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Full commercial agreement and price management<\/li>\n<li>Discount management<\/li>\n<li>Sales policy management<\/li>\n<\/ul>\n\n\n<p><strong>Customer planning and profitability<\/strong><\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Calculation and monitoring of profitability by customer<\/li>\n<li>Cost forecasting<\/li>\n<li>Profit and loss<\/li>\n<\/ul>\n\n\n<p><strong>Management intelligent system <\/strong><\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Sales KPI monitoring<\/li>\n<li>Monitoring sales margins<\/li>\n<li>Monitoring KPIs relating to logistics and customer deliveries<\/li>\n<li>Monitoring travel expenses<\/li>\n<li>Financial reporting (revenues and credit)<\/li>\n<li>Monitoring supply KPIs<\/li>\n<\/ul>\n\n\n<h3 class=\"wp-block-heading\"><strong>Getting the complexities of planning and forecasting under control with the right tools<\/strong><\/h3>\n\n\n<p>The agrochemical market in which BASF Agricultural Solutions operates is a highly complex, rapidly evolving segment. The structure of the business division, therefore, needs to be continually regenerated in order to meet an increasingly multifarious range of needs in good time. BASF Agricultural Solutions operates through a sales structure <strong>spread across the entire country and with a portfolio of about a thousand billing points. <\/strong>Planning, forecasting, and the processing of definitive figures are carried at the individual delivery points which, as you can imagine, are more numerous than the billing points. Different delivery points, covered by a single billing customer, can be located in different provinces a long way apart and are therefore managed by different sales executives. As a result, one billing point might be operationally shared by multiple sales executives (or even by multiple sales areas). This structural complexity is compounded by the fact that sales data is reclassified by channel, or type of sale, and on the basis of the characteristics of the individual item, as well as being paired up with the crops it treats.<\/p>\n\n\n<p>So in both quantitative and qualitative terms, the situation to be managed is highly complex and involves a large number of profiles requiring access to information (Executives, Sales Account Managers, Area Managers, Crop Managers, Supply Chain, Controlling and Departments) in order to run the Agricultural Division effectively.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cTo help find the best solution on the BI and performance management market to guide and govern our planning, forecasting, analysis, and reporting processes, we started by identifying a range of complexity indicators, on the basis of which to evaluate the software tools that might enable us to carry out our work more simply and with more agility,\u201d recalls Michela.\n<\/blockquote>\n\n<p>These <strong>complexity indicators \u2013 both quantitative and qualitative<\/strong> \u2013 were:<\/p>\n\n\n<ul class=\"wp-block-list\">\n<li>Number of items<\/li>\n<li>Number of customers<\/li>\n<li>Number of reports<\/li>\n<li>Internal macro-processes<\/li>\n<li>Compliance requirements<\/li>\n<\/ul>\n\n\n<p>On the basis of these complexity indicators, the package BASF Agricultural Solutions was looking for had to meet a range of requirements. It had to be simple and flexible in terms of IT architecture and user interface; and it had to enable people to work autonomously, by building reports that would be easy to use across the entire organization and enable daily monitoring of KPIs against their target levels. As for planning, the solution the division was looking for had to make it possible to implement a budgeting and forecasting process that could be integrated with all of its other business management tools, such as ERP (SAP) and CRM, in accordance with internal compliance criteria. Lastly, the chosen platform had to emphasize and promote a \u201ccustomer-centric\u201d approach in the sales force, as Michela Gazzola explains:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cWe were looking for a software platform that would streamline our business processes as much as possible, so as to minimize the time that our sales staff spent sitting in front of their PCs carrying out analyses, and maximizing the time they could spend looking after customers, listening to their needs and presenting our products.\u201d\n<\/blockquote>\n\n<p>After evaluating several BI and performance management solutions, BASF decided that Board was the best software to manage the complex workflows and structure of its Agricultural division. BASF particularly appreciated the powerful write-back capabilities, the platform\u2019s flexibility combined with the solidity of the database and data governance, the advanced security profile, and the stability and robustness of the architecture.<\/p>\n\n\n<p>Another key consideration was that it enabled all \u201coff-site\u201d personnel to consult and enter data in the database quickly and directly using a remote connection via a company VPN (Virtual Private Network). Lastly, thanks to the advanced features of the database\u2019s \u201cData Reader\u201d function, Board makes it possible to integrate data and information from different sources effectively, playing a strategic role alongside SAP, the company\u2019s ERP system.<\/p>\n\n\n<p>But BASF was also very impressed by Board\u2019s key features for decision-making in general, and analysis, planning, budgeting, and forecasting in particular:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cOver the course of my career I have often used tools by Board\u2019s competitors, and I have realized that features that we now just take for granted \u2013 after about 20 years of progressive use of Board \u2013 are by no means easy to find or replicate on other software developed by Board\u2019s competitors!\u201d\u00a0 exclaims Michela Gazzola. \u201cGetting business results and benefits like this \u2013 for example in analytics, budgeting, and forecasting \u2013 from other planning or BI software would be much more cumbersome and problematic.\u201d\n<\/blockquote>\n\n<p>Some of the high-performance features for managing complexity that Michela Gazzola finds most useful include the ability to carry out temporal analyses, by means of drill-down and drill-through, and the construction of reports which are based on historical data in the company\u2019s information assets (including in self-service mode). Not only this, Board enables dozens of salespeople to make data entries simultaneously:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cIn peak periods, we might have over 50 salespeople in Italy alone who need to enter complex data and operate with a real-time application. What\u2019s more, each user has access to company information in accordance with our security and confidentiality policies, on the basis of profiling by role and the locking of certain cells. Lastly, the Board solution enables us to manage the entire approval workflow,\u201d adds Michela.\n<\/blockquote>\n\n<h3 class=\"wp-block-heading\"><strong>From basic reporting in Italy to advanced pricing management throughout Europe<\/strong><\/h3>\n\n\n<p>At BASF Agricultural Solutions, the Board Intelligent Planning Platform is used by all employees and external personnel, especially the sales force, management, customer service, supply chain and controllers, who are also the administrators of the solution and the applications:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cHaving used Board for about 20 years, we have steadily expanded the range of applications and user profiles, and at a certain point became fully independent in the development of our applications on the platform \u2013 although we can obviously always count on the vendor\u2019s support when we need it,\u201d explains Michela.\n<\/blockquote>\n\n<p>Initially, BASF used Board as a basis for its reporting, i.e. the representation of revenue-generating and credit activities, and then extended it to order management. Board then went about building the most appropriate environment for developing <strong>what the BASF team regards as the \u201ccore\u201d process carried out with Board \u2013 the sales Budget, Target, and Forecast cycle.<\/strong> To complement these planning and reporting solutions, BASF has added, over the years, applications for managing the discounts and sales policy to be applied to its customers and now uses Board directly for commercial agreement and price management:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cBefore the start of a sales campaign, we establish all the product discounts for each customer, and at the same time we go through the whole authorization process for the corresponding sales policies, which are approved by the Area Manager and the Sales Director \u2013 always using the Board platform,\u201d explains Michela Gazzola. \u201cThe applications built with Board for our sales planning and forecasting processes proved to be so useful and effective that we exported this model and our best practices for the use of the platform to our sites in Spain, Portugal, Greece and Israel.\u201d\n<\/blockquote>\n\n<p>More recently<strong>, BASF integrated the sales planning process built with Board by opening it up to Operations, evolving it into a Sales &amp; Operations Planning and Forecasting solution using the platform\u2019s ability to implement end-to-end planning. This takes account of strategic and financial dimensions, as well as the more operational dimensions of the supply chain<\/strong>.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cBy building an S&#038;OP process we have introduced the significant data and information about our Supply Chain into our planning and forecasting. We have also created a new order tracking tool, based on the monitoring of KPIs relating to the area and to logistical activities, thus increasing our control over the terms of delivery of products to our customers. We have also developed a function on Board for calculating profitability for each customer, with a view to integrating it into our CRM in the future. Our management and parent company saw this additional step as a game-changer, and as a springboard for a project of European scope,\u201d adds Michela.\n<\/blockquote>\n\n<p>As a matter of fact, on the strength of the positive experience and benefits achieved with Board, BASF decided to develop and implement a price management tool for the entire Agricultural division in Europe.<\/p>\n\n\n<h3 class=\"wp-block-heading\"><strong>Budget-target-forecast: evolving S&amp;OP<\/strong><\/h3>\n\n\n<p>At BASF Agricultural Solutions, <strong>a budget<\/strong> <strong>is produced<\/strong> once a year and basically corresponds to the commitment that the division has made to Headquarters, in terms of revenues, supply chain, and overall margin. This commitment is then divided and distributed horizontally and vertically throughout the organization and gets firmer as the year progresses.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cUntil it translates into a set of monthly volume targets for each article,\u201d explains Michela, \u201cwe calculate, analyze, and confirm our price-list and set all the rules for offering discounts to our customers. This then enables us to determine our sales margin.\u201d\n<\/blockquote>\n\n<p>The target calculated gets added to the <strong>targeting process<\/strong>, by which the sales and performance targets of individual salespeople, and subsequently individual customers are set by means of a cascade process and authorization workflows.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cOn the basis of the rules set in the application built with Board, the sales executive proposes the commercial offer,\u201d continues Michela. \u201cBy integrating Board with our CRM, we can easily determine which commercial offers and services can be provided to the customer. But that\u2019s not all: we can also calculate customer profitability and evaluate whether it is in line with our benchmark. If it is, then we proceed with customer contract drafting and management. This whole process \u2013 which we call \u2018targeting\u2019 \u2013 lasts about 3 or 4 months, and is regulated by a rigorous authorization workflow, which also takes account of compliance rules and effective integration with other Agricultural division processes.\u201d\n<\/blockquote>\n\n<p>The Board applications that BASF uses for customer profitability and customer contract management are the basis for the next phase:<strong> forecasting<\/strong>. Every month, the BASF Agricultural Controller Manager and her team ask the Area Managers and Crop Managers to generate a forecast relating to the monthly targets that have been set. Taking account of sales trends, and the commercial policies and discounts applied to the individual customer, a price forecast is then generated, enabling accurate monitoring of the extent of price targets and, consequently, sales margins.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cWe have managed to perfect this process,\u201d explains Michela, \u201cby evolving sales planning and forecasting into a complete process of Sales &#038; Operational Planning and Forecasting. Within this process, the Supply Chain, Area Managers and Crop Managers indicate potential sales, in conjunction with logistical and regulatory requirements.\u201d\n<\/blockquote>\n\n<p>As part of the S&amp;OP process, BASF has also developed an application on the Board platform that makes it possible to carry out business modeling based on possible variations in performance, in relation to the target:<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cBy integrating the sales dimension with the Supply Chain on the Board platform, here at BASF Agricultural we have managed to represent our concept of risk &#038; opportunity, i.e. an analysis of the percentage rates of occurrence of positive or negative events, which thus help increase the accuracy of our forecasting,\u201d explains Michela.\n<\/blockquote>\n\n<h3 class=\"wp-block-heading\"><strong>The Evolution Continues: BASF\u2019s future with Board<\/strong><\/h3>\n\n\n<p>In view of the major benefits that the division has achieved with Board, both in terms of the tool itself and the logic of the business processes that have been established with it, BASF wants to further expand its use of the Intelligent Planning Platform by creating new applications and exporting its best practices to other countries where it operates. This, in fact, has already happened.<\/p>\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n\u201cOne of the advantages of Board is that the construction of a tool or application does not start and end with design and implementation. It instead remains open to continuous improvement and adapts flexibly to changing business or market needs. And we can improve our tools on Board without outside help because the platform is easy to use and designed for business users. We have created lots of applications with Board, but our line of work is Supply Chain and Management Control, we are not IT experts. And yet we have been able to build and modify our algorithms, application structures, screens, and everything in-house, without being dependent on knowledge of specific programming languages,\u201d says Michela.\n<\/blockquote>\n\n<p>In fact, the BASF Agricultural team already has some new Board applications in mind, involving yet further integration of the platform with the Group CRM or the introduction of simulations that would increase the efficiency of deliveries to customers, thanks to a link between product availability, the arrival of goods in the warehouse, and sales targets.<\/p>\n\n\t\t\t\t<\/div>\n\n\t\t\t\t<div class=\"col-lg-3\">\n\t\t\t\t\t<div class=\"d-none d-lg-block\">\n\t\t\t\t\t\t\t<aside class=\"company-info\">\n\t\t\t\t\t<img decoding=\"async\" fetchpriority=\"high\" class=\"company-info__logo\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/02\/logo_basf-6-768x385.png\" alt=\"Sales and Business Performance Monitoring at BASF Logo\" height=\"75\" width=\"75\">\n\t\t\n\t\t<div class=\"company-info__section\">\n\t\t\t<h2>Chiffres cl\u00e9s de la soci\u00e9t\u00e9<\/h2>\n\n\t\t\t\t\t\t<ul class=\"list-unstyled company-info__list list-with-ticks\">\n\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t<p class=\"mb-0\"><strong>Industries: <\/strong>Chemicals<\/p>\n\t\t\t\t\t<\/li>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t<p class=\"mb-0\"><strong>Department: <\/strong>Finance, Marketing, Sales, Supply chain<\/p>\n\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Employees: <\/strong>122,000<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Sales: <\/strong>\u20ac63 billion<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t<p class=\"mb-0\"><strong>Countries: <\/strong>90+<\/p>\n\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t<\/ul>\n\t\t<\/div>\n\n\t\t\t\t\t<div class=\"solution-info__section\">\n\t\t\t\t<h2>Board solutions<\/h2>\n\t\t\t\t<ul class=\"list-unstyled\">\n\t\t\t\t\t\t\t\t\t\t\t<li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"user-select-none\">\n\t\t\t\t\t\t\t\t\tSales Perfomance Management\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t<\/div>\n\t\t\n\t\t\t<\/aside>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t<\/section>\n\n\n\n\t<section id=\"block_879afd196c94975d6e0295d4c73b92ad-3\" class=\"block block--spc columns-block block-title-template pb-0 bg-shade-50 block-title-case-study\">\n\t\t<div class=\"container position-relative\">\n\t\t\t<div class=\"columns-block-row\">\n\t\t\t\t<div class=\"column-content text-start align-self-start\">\n\t\t\t\t\t\t\t\t\t\t\n\n<h3 class=\"wp-block-heading has-text-align-center visual-h2\">Vous pourriez \u00e9galement \u00eatre int\u00e9ress\u00e9 par<\/h3>\n\n\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n\t\n\n\t<section id=\"block_6ce8a2669bc757986b6b7feca19c094d-4\" class=\"block block--spc columns-block block-case-studies-feed block-case-studies-card-feed grid grid--3 bg-shade-50\">\n\t\t<div class=\"container\">\n\t\t\t<div class=\"columns-block-row\">\n\t\t\t\t<article class=\"card card--casestudy-archive\">\n\t\t\t<a href=\"https:\/\/wwwstg.board.com\/fr\/customer\/sidebar-content-updates-fr\" class=\"btn-link btn-link--primary btn-link--arrow\">\n\t\n\t\t\t<div class=\"casestudy-img ratio ratio-16x9\">\n\t\t\t\t\t\t\t<img class=\"casestudy-feature-img\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/themes\/board\/assets\/images\/post-placeholder.webp\" alt=\"\" loading=\"lazy\">\n\t\t\t\n\t\t\t\t\t<\/div>\n\t\n\t<div class=\"card-body\">\n\t\t<div class=\"casestudy-copy\">\n\t\t\t\n\t\t\t\t\t\t\t<p>Manufacturing<\/p>\n\t\t\t\n\t\t\t\t\t\t\t<p>#Sidebar content updates-fr<\/p>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div class=\"casestudy-nav\">\n\t\t\t\t\t\t\t\t\t<span>Consulter l&#039;\u00e9tude de cas client<\/span>\n\t\t\t\t\t<span class=\"ico icon-chevron-right\" aria-hidden=\"true\"><\/span>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\n\t\t\t<\/a>\n\t<\/article>\n<article class=\"card card--casestudy-archive\">\n\t\t\t<a href=\"https:\/\/wwwstg.board.com\/fr\/customer\/additional-case-study-sidebar-content-fr\" class=\"btn-link btn-link--primary btn-link--arrow\">\n\t\n\t\t\t<div class=\"casestudy-img ratio ratio-16x9\">\n\t\t\t\t\t\t\t<img class=\"casestudy-feature-img\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/themes\/board\/assets\/images\/post-placeholder.webp\" alt=\"\" loading=\"lazy\">\n\t\t\t\n\t\t\t\t\t<\/div>\n\t\n\t<div class=\"card-body\">\n\t\t<div class=\"casestudy-copy\">\n\t\t\t\n\t\t\t\t\t\t\t<p>Manufacturing<\/p>\n\t\t\t\n\t\t\t\t\t\t\t<p>#Additional Case Study Sidebar Content-fr<\/p>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div class=\"casestudy-nav\">\n\t\t\t\t\t\t\t\t\t<span>Consulter l&#039;\u00e9tude de cas client<\/span>\n\t\t\t\t\t<span class=\"ico icon-chevron-right\" aria-hidden=\"true\"><\/span>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\n\t\t\t<\/a>\n\t<\/article>\n<article class=\"card card--casestudy-archive\">\n\t\t\t<a href=\"https:\/\/wwwstg.board.com\/fr\/customer\/deutsche-leasing-ag\" class=\"btn-link btn-link--primary btn-link--arrow\">\n\t\n\t\t\t<div class=\"casestudy-img ratio ratio-16x9\">\n\t\t\t\t\t\t\t<img class=\"casestudy-feature-img\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/themes\/board\/assets\/images\/post-placeholder.webp\" alt=\"\" loading=\"lazy\">\n\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"casestudy-logo-wrap\">\n\t\t\t\t\t\t<img class=\"casestudy-logo-bg\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/themes\/board\/assets\/images\/casestudy-logo-bg.svg\" alt=\"\" loading=\"lazy\">\n\t\t\t\t\t\t<img class=\"casestudy-logo\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2025\/11\/logo-deutsche_leasing-e1951f.svg\" alt=\"\" loading=\"lazy\">\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\n\t<div class=\"card-body\">\n\t\t<div class=\"casestudy-copy\">\n\t\t\t\n\t\t\t\t\t\t\t<p>Banking &amp; Financial Services<\/p>\n\t\t\t\n\t\t\t\t\t\t\t<p>Deutsche Leasing AG<\/p>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<div class=\"casestudy-nav\">\n\t\t\t\t\t\t\t\t\t<span>Consulter l&#039;\u00e9tude de cas client<\/span>\n\t\t\t\t\t<span class=\"ico icon-chevron-right\" aria-hidden=\"true\"><\/span>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\n\t\t\t<\/a>\n\t<\/article>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n\n\t<section id=\"block_bd636a5264a1e45bb76f5d48ea61bc8f-5\" class=\"block block--spc columns-block pt-0 pb-0 bg-shade-50 cs-single-block-wrap cs-single-button-col\">\n\t\t<div class=\"container position-relative\">\n\t\t\t<div class=\"columns-block-row\">\n\t\t\t\t\t\t\t\t\n\t\t<a href=\"\/customers\" class=\"btn-link btn-link--violet\"  target=\"\"\t\t\t>\n\t\t\t<span>View more success stories<\/span>\n\t\t<\/a>\n\t\n\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n\t\n\n\t<section id=\"block_4f837876139f3adbd38670b81b014e59-6\" class=\"block block--spc columns-block spacing-md footer-cta bg-violet-700\">\n\t\t\n\t\t\t<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/wwwstg.board.com\/wp-content\/uploads\/2024\/08\/pre-footersvg.svg\" class=\"shape-bg-image shape-bg-image-left\" alt=\"Background image shape - left\" height=\"510\" width=\"930\" aria-hidden=\"true\">\n\t\t\t<div class=\"overlay-gradient\"><\/div>\n\t\t<div class=\"container position-relative columns-70-30\">\n\t\t\t<div class=\"columns-block-row\">\n\t\t\t\t\t\t\t\t\n\t<div class=\"column-content \">\n\t\t\n\n<h2 class=\"wp-block-heading\">Voyons ce que Board peut faire pour vous.<\/h2>\n\n\n\n<p>D\u00e9couvrez la plateforme de planification d&rsquo;entreprise en action.<\/p>\n\n\n\t<\/div>\n\n\n\t<div class=\"column-content \">\n\t\t\n\t\t<a href=\"https:\/\/wwwstg.board.com\/fr\/demandez-demo\" class=\"btn-link btn-link--white\"  target=\"\"\t\t\t>\n\t\t\t<span>Parlez \u00e0 un expert<\/span>\n\t\t<\/a>\n\t\n\n\t<\/div>\n\n\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n\t\r\n\r\n&nbsp;","protected":false},"excerpt":{"rendered":"<p>Increasing access to information and driving business performance<\/p>\n","protected":false},"author":1,"featured_media":19844,"template":"","case-study-customer":[3893],"case-study-department":[220,1979,1939,1936],"case-study-industry":[1976],"case-study-country":[1951],"decisional-phase":[],"class_list":["post-77466","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","case-study-customer-sales-and-business-performance-monitoring-at-basf-fr","case-study-department-finance-fr","case-study-department-marketing-3","case-study-department-sales-3","case-study-department-supply-chain-3","case-study-industry-chemicals-3","case-study-country-italy-3"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales and Business Performance Monitoring at BASF<\/title>\n<meta name=\"description\" content=\"Increasing access to information and driving business performance\" \/>\n<meta name=\"robots\" content=\"noindex, follow\" 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