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Kässbohrer Relies on SAP Sales Cloud

FIS integrates the cloud-based CRM solution into the ERP system and other existing systems of leading vehicle manufacturer Kässbohrer.

Kässbohrer Geländefahrzeug AG, the world’s leading manufacturer of snow groomers and beach cleaning vehicles implemented SAP Sales Cloud to support its sales activities. FIS was selected as integration partner. The key factor in particular was the expertise of the SAP partner in integrating the CRM solution into the existing SAP ERP system and further systems in use. By now, some 75 sales employees in Germany, Austria, Switzerland, France, Italy and the USA organize their customer management using the new software.

Kässbohrer as a brand is well established on its target markets. This is why there are hardly any complex acquisition phases that would require software support for a long lead-to-order process as well as related documentation. Yet, the sales department was again and again facing the challenge of working in various systems to get an overview of the relevant customer and vehicle data and precisely planning sales calls.

Since Kässbohrer Geländefahrzeug AG defines itself as a modern company that relies on digitization, the corporate management decided to implement a digital sales support solution.

Four providers presented themselves, two of them with SAP Sales Cloud. FIS won the tender due to its particular strength when integrating SAP Sales Cloud into the SAP system used by Kässbohrer. Now, CRM and ERP are seamlessly connected. Customers, materials and equipment are replicated from the SAP system to the sales cloud. SAP order documents can be displayed in the CRM system as well.

FIS was also responsible for the integration of the QlikView reporting tool as well as for the digital vehicle file in the ELO document management system. This enables sales employees to switch from the CRM solution to a report or a file with just one click. “One of the greatest FIS assets is the quick adjustment to individual customer requirements without major code changes,” says Karl Dieing, head of IT at Kässbohrer. “This enables an easy integration of existing systems into the sales cloud.”

As Kässbohrer manufactures its vehicles on an order-related basis, it is of particular importance that the future CRM system offers the possibility of subsequently registering used vehicles. This also means, for instance, that vehicles which are resold without involving the manufacturer can be updated in SAP Sales Cloud. Consequently, it is still possible to supply spare parts and services for these vehicles as well.

In the meantime, SAP Sales Cloud has become the central customer information system for the worldwide operating Kässbohrer sales employees, which enables access to customer and vehicle data and documents (via a mobile app also while being on the move) and, in this way, combines different corporate data sources on one central platform.

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