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Hawe Hydraulik

Smooth running service- High pressure for digitized sales support

System and machine manufacturers from all over the world use hydraulic components of HAWE. With a total of 16 regional companies and overall 2,100 employees, Munich-based family-owned company manages its customers worldwide. Due to implementation of Salesforce sales Cloud, HAWE does not have to deal with excel tables, inconsistent customer data as well as CRM and ERP data silos. As an alternative, medium sized company benefits from the central CRM platform for consistent international sales process and with the help of T-Systems MMS, creates a future with more transparency, efficiency and team spirit.


Customer Benefits

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Standardized view of  the customer data for all national subsidiaries

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Consistent sales processes from offer till invoicing of the customer

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More agile sales force through mobile access and collaboration Tools

  • Peter Melichar, Head of IT, HAWE Hydraulik SE

    „In my professional life, I could support 6 CRM-implementations. I have never experienced yet such a smooth implementation of Salesforce platform like with the team of T-Systems MMS. I was positively impressed.“

Reference Overview

Task

Task

Consolidation and standardization of customer data management and sales processes for 16 national subsidiaries worldwide.

Solution

Solution

Introduction of central CRM-platform salesforce sales cloud with integration of the existing ERP systems.

Benefits

Result

End-to-End digitization and optimization of sales processes for all national subsidiaries with comprehensive view of the customers.

  • Requirements

    Consolidation of customer data management across the world

    HAWE manages its customers through the sales network, service network and engineering network from 16 national subsidiaries in Europe, North America and Asia. Cultural diversities were therefore reflected in heterogeneous customer data management: The Spectrum ranged from manual maintenance of data in excel lists till the deployment of the CRM-system based in Germany, Switzerland and USA.
    As a result, data records were stored inconsistently in different systems. For a long time, it was not possible to completely map and support the customer-oriented business processes. Thus, HAWE searched for a central CRM-platform for all national subsidiaries. The objective was to create a comprehensive view of the customers and standardize the Sales processes worldwide.

  • Solution

    Salesforce Sales Cloud as central CRM-platform

    The technology evaluation for selecting CRM-platform was clearly Salesforce Sales Cloud. Within 10 months, roll-out was performed in first six national subsidiaries: Switzerland, Germany, Austria, Italy, France and the USA. The distribution processes to be mapped were centrally defined, followed by the introduction and customization of Salesforce Sales Cloud. In order to support the customer processes even beyond system boundaries, the new CRM-platform was integrated in the existing IT-infrastructure: This includes the connection to the existing ERP-systems SAP ECC and Microsoft NAV, Management Information System MIS onVision as well as Microsoft Outlook and Sharepoint. Roll-out is distributed in the remaining national subsidiaries as well as the application of marketing automation and campaign management is planned in the next step.

About HAWE Hydraulik

HAWE Hydraulik develops and produces hydraulic components and hydraulic systems for the machinery and system engineering. The mid-sized, international family-owned company with the headquarters in Munich has over 2,100 employees and has recently generated the revenue of 362 Million Euros. Besides the headquarters in Munich, other four production plants in Germany also manage customers worldwide. 16 other national subsidiaries in Europe, North America and Asia build a worldwide sales, service and engineering network.


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