How KWC Managed to Optimize Sales in Record Time: S/4 Public Cloud

This was the situation faced by the KWC Group, a system provider for sanitary room furnishings, fittings and water management systems. After a carve-out from a larger group, the company was newly founded and found itself without IT systems and a new sales organization. However, following an SAP Sales Cloud project, the sales teams now have more transparency and functions at their disposal.

The basis for modern and successful sales work in the construction industry is procedural transparency around a construction project. Tenders with many different contacts in the buying center and many potential contractors who write offers are common in the construction business. In KWC's case, for example, these could be plumbers who request prices in order to be able to prepare corresponding offers. If the installers come from different areas, KWC may have different sales staff responsible, perhaps even branches in different countries - and with different prices. The same applies to the architects. What's more, KWC's business customers cover a wide range of sectors, from catering, sanitation and water management to hospital equipment.

Mapping such complex sales networks is a challenge in itself, especially without a digital sales tool. "The task was to back up masses of data from the old systems and rebuild a CRM that not only offers our sales department the old functions, but also really helps us move forward. We benefited greatly from Sybit's deep understanding of processes and extensive experience in the construction industry. The decisive factor was that, firstly, thanks to excellent communication, we were always able to set the right scope for the implementation and, secondly, we were able to fully involve the employees," says David Kelling, Head of Business Applications Commercial at KWC. 

A highlight for KWC is the operation of the system. Right from the start of the project, the focus was on what is really used and needed - from the layout, which is now standardized across the entire group, to reporting requirements. David Kelling describes the performance between the S/4 Hana Public Cloud, which was introduced at the same time, and the CRM as "insane. The sales staff were not used to that." Regardless of the level at which data is created, the back office sees the change in seconds. "This is modern collaboration that is fun," Kelling continues.