Registration for the SAPSA seminar: Unified sales process in 14 countries April 20.
OEM achieves a unified sales process in fourteen countries with SAP Sales Cloud. Expansive OEM International is one of Europe’s leading technology trading groups. The group consists of thirty-seven operating units in fourteen countries. With the help of SAP Sales Cloud, the group’s approximately five hundred salespeople and product managers have gained a common sales process, transparency between salespeople and product managers in different countries, as well as real-time pricing logic.
With over four hundred different suppliers and a range of 340,000 materials, OEM acts as the extended arm of suppliers in each market. Additionally, OEM’s one hundred thousand customers are primarily within various segments of the manufacturing industry.
Choice of SAP Sales Cloud and Implementation
A large number of products, customers, and salespeople drove OEM’s need for an integrated sales support system throughout the group. Such a sales support system would also streamline operations and provide all salespeople with access to current and consistent customer and sales-related information.
With a SAP ERP foundation, and a history in SAP CRM, OEM chose SAP Sales Cloud to continue leveraging the potential of a fully integrated system with full mobility, a more dynamic interface, and the potential to access the latest technology.
The implementation project was carried out in 2019 together with Implema as a partner. Today, OEM has approximately five hundred active users in SAP Sales Cloud. Of these, about half are salespeople and half are product managers.
Advantages of Integration and Mobility
A major advantage of SAP Sales Cloud is that it is directly integrated as part of our SAP system landscape, says Jens Landgren, Key Account Manager OEM Motor. We now have a universal tool that salespeople and product managers exclusively work in. All customer and product information is available, allowing quotes to be created with pricing logic from ERP in real-time. The mobile solution makes work more efficient. Through the “Daily Check” landing page, current Opportunities and Leads are available, as well as KPIs for how the salesperson is performing compared to the budget.
During the evaluation and selection of the solution, integration with SAP and transparency between companies was a requirement.
The cloud service means we receive updates continuously and always keep up with SAP’s development and can utilize the latest technology. A bonus is, of course, that we don’t have to manage anything ourselves. The graphical interface is intuitive and easy to work with, but above all, the functionality and mobility allow us to streamline our sales process to a whole new level.
The integration with SAP ERP and SAP Business Warehouse means that all logic and data are updated in real-time between SAP Sales Cloud and the business system. Salespeople only need to work in one system: SAP Sales Cloud.
Collaboration and Transparency
The transparency between companies greatly facilitates when multiple salespeople are working with the same customer in different markets, continues Jens Landgren. For product and product managers, this solution provides a much better overview with easier follow-up of product and range.
Implema’s solution architect Jonas Anger explains that close collaboration, open communication, and a focus on timelines and standard processes were important for a successful project.
It was also crucial to strictly adhere to the project’s scope and move additional requests to upcoming phases, as we do according to the Implema Way, says Implema’s project manager Rolf Lundqvist.
Implema’s way of managing projects, and the fact that we appointed some of our most senior sales leaders as key users and ambassadors in the project, allowed us to implement in a secure and efficient manner, says Johan Broman, OEM’s CFO and project steering committee chairman. The value of working systematically in the same system has become clearer, making it easier to get everyone on board with a common sales process.
about OEM International
OEM International is one of Europe’s leading technology trading companies and therefore consists of 37 operating units in 14 countries. The group also operates in the trade of components and systems for industrial automation. Simply put, OEM functions as an alternative for manufacturers to sell through their own companies. The parent company OEM International AB is based in Tranås. In 2020, OEM had 894 employees and a turnover of 3.3 billion SEK.
