Success Story: KWC Professional's experience with SAP & SYBIT

Full transparency with the Sales Cloud

Mapping such complex sales networks is a challenge in itself, especially without a digital sales tool. However, a system copy was out of the question for KWC Professional. The company saw the greenfield as an opportunity to drive innovation and ultimately build a CRM that is perfectly tailored to its needs. This was one of the reasons why SYBIT was chosen as a partner, says David Kelling, Head of Business Applications Commercial at KWC Professional. Together, KWC Professional and SYBIT implemented the SAP Sales Cloud in just a few months and created decisive optimizations for sales as soon as the system went live.

Price acceptance rate more than doubled

Now the many advantages are becoming apparent. Before the new system, the rate at which the prices offered by sales were directly accepted was between 10 and 30 percent. Now, prices are accepted in 60 to 70 percent of cases – without the volume of offers decreasing. Specifically, between 650 and 1050 new opportunities are added every month. And for each opportunity, at least one offer is made.

The main reason for the more than doubled price acceptance rate is the process integration of a building, as mapped out in the system. Sales representatives can now directly see which opportunities are active for which properties and who the competitors are. These opportunities are also divided into phases, with the end customer as the final step. No matter the business area, the processes are harmonized, including their own product variants, so that in every sales phase it is clear who needs to do what and when. This increases the quality of the offers – something that resonates well with customers.

Fast and precise answers

This overview is also a significant advantage in collaborating with architects. Questions can be answered precisely and quickly – a competitive advantage. The same benefit applies to market engagement. In the SAP Sales Cloud, the lead-to-cash process is transparent and proactive: from the first contact to further development and up to the order.

Next step: B2C to benefit

The private customer business is also benefiting from the functionalities of the SAP Sales Cloud. Keyword: intelligent visit planning. The system can show what is available in which showrooms and how sales rooms are equipped. Engagement maps can also be incorporated, making it clear which points a sales representative should focus on during a client visit. This allows for an optimal customer experience, as customers expect relevant information at the push of a button. This is also the goal of KWC Professional for the coming years: to create the Perfect Store.

Modern working that’s fun

A highlight for KWC Professional is the operation of the system. From the start of the project, the focus was on what is truly needed and used – from the layout, now standardized across the entire group, to reporting requirements. The performance between the simultaneously introduced S4/HANA Public Cloud and the CRM is described by David Kelling as "amazing. Salespeople were not used to this." Regardless of the level at which data is entered, the back office sees the changes in seconds. "This is modern collaboration that’s fun," Kelling continues.

The future in construction business

KWC Professional and Sybit are currently working on introducing a Sybit-developed app that will take market engagement in the construction industry to a new level: the Building Platform Integration App. This app scans electronic construction platforms and automatically adds the construction projects, i.e., opportunities, relevant to the respective sales team to the SAP Sales Cloud – a unique lead tool. Sales teams can, for example, receive push notifications when tenders are published for certain projects or other changes occur. The app keeps CRM data up-to-date and significantly reduces workloads.

This is just the beginning…

As of March 2023, the CRM is live in Germany and Austria. The further rollout to countries like the United Kingdom and Finland is ongoing and expected to be completed by summer. Additionally, more features and benefits will be added, especially in the home division of KWC Professional, the Perfect Store, or the synergies with marketing.