CRM solutions for successful global sales

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MENNEKES Elektrotechnik GmbH & Co. KG, one of the world's leading manufacturers of standardized industrial plugs and sockets, uses PisaSales CRM across its internal and external sales force. PisaSales supports sales at MENNEKES and enables active selling as part of the company’s market penetration strategy and to support the development of new markets.

"With PisaSales, we have succeeded in mapping our entire project business, from the first customer contact to proposals, project tracking and performance analysis. That was our central requirement. With PisaSales we can see all customer information at a glance."

Thomas Grotmann, Head of CRM at Mennekes

The Customer

MENNEKES specialises in industrial plugs and connectors and was founded as a family-run business over 70 years ago. Today MENNEKES has over 1,300 employees worldwide, primarily in Germany. Over the years, the company's product range has grown to over 11,000 different serial and special products and these are sold in over 90 countries. In addition to selling to the electrical trade and to wholesalers, MENNEKES is also an industry supplier. MENNEKES has national subsidiaries in Great Britain, France, Italy, China, the USA, Brazil and Singapore.

The Goal

The previously used mySAP CRM system was to be replaced and all the data stored in SAP was to be transferred to a new CRM solution. With central data storage, the new solution was to support sales and project teams in all their business activities and include a mobile application for field staff. Key requirements included classification and structuring options, the systematization of sales activities, the ability to map project business, effective sales management tools, project tracking and evaluation as well as reporting to help monitor success.

The Implementation

After training administrators and key users, MENNEKES began the transfer of over 100,000 data records from the legacy mySAP CRM system. The company uses the mobile version of the new CRM platform, "PisaSales mobile", to support field staff. This allows staff to access the full range of features even when not connected to the central CRM system or the company network. Data synchronization with the enterprise system can take place both online and offline.

The Result

The new solution has made it easier for MENNEKES to specify its business partners’ complex corporate structures within the CRM system. Thanks to the integrated CTI interface, callers’ CRM data is automatically displayed for incoming calls. Employees working in the project business now use well defined project files and can easily access project related information. The field sales force also benefits from the flexibility of the new CRM software, which has been adapted to the needs of working with international subsidiaries.