BPW Group introduces “SAP Sales Cloud from the SAP Suite”

Wiehl in North Rhine-Westphalia is the headquarters of the BPW Group. This is the headquarters of BPW Bergische Achsen KG, the international mobility and system partner for transport and logistics companies, and this is also where all the threads come together. There are more than 2400 employees in Germany alone, and around 7,200 are employed by BPW Group companies worldwide.

Uniform group solution required

As a daily strategic challenge, more flexible, faster business processes and the demand for more international transparency and technological leadership are on almost every corporate agenda. In many cases, however, decentralized, individual IT solutions exist in the individual companies, which hinder this. Often there is even double data storage, which usually ties up resources rather than enabling efficient work.

Nothing could be more modern

The BPW Group had a similar structure. For this reason, the company management set itself the goal of putting a uniform, future-proof, more flexible CRM system into operation by the end of 2017: with global data centralisation, more mobility and the standardisation of sales and marketing processes around the globe. The decision was made in favor of the “SAP Sales Cloud as a component of the C/4HANA Suite”, the new Web-based solution for innovative customer relationship management (CRM) from SAP. As implementation service provider, the company chose the SAP specialists from UNIORG, who took over the project with their many years of experience in the SAP integration environment and C/4HANA area. The sportive goal for the realization of the project for the fall of 2017 was to put three countries out of a total of 20 into production in three months – Germany, Sweden and Switzerland.

„All specifications fulfilled“

„UNIORG implemented the project according to our wishes and fulfilled all specifications”, says Anja Lachnit, BPW project manager, enthusiastically. “With the SAP Sales Cloud, we have found a solution with which we can develop and establish group-wide standards. We use the tool to optimize sales processes and to establish reliable and fast information channels. In addition, the cloud enables us to introduce mobile solutions and integrate heterogeneous system landscapes. Last but not least, everyone can now access the same data records, which facilitates international cooperation between the companies.“

Project with challenges

Thomas Voß (Partner, Business Unit Manager C/4HANA) of UNIORG cites the definition of company-wide uniform processes and the integration of multiple SAP as well as NON SAP backend systems with an SAP Sales Cloud in this tight time frame as major challenges for those involved in the project. “We’ve been able to gather a lot of important experience here, because it was also the first international Sales Cloud project of this complexity for us at the time”, says Thomas Voss looking back. “The advantage was that we were able to agree on an ‘agile project management’ using the SCRUM methodology, which allows us to react much faster and more flexibly to short-term changes and new priorities.

Once the basic functionalities were available at the end of 2017, the special focus in 2018 was on functional extensions and the first rollouts in European national companies. The previous solution for mapping sales fairs, including the necessary preparation and follow-up processes, was to be replaced and mapped in the marketing component of the Sales Cloud. The focus here was on both centralized data storage of all information and automation. After a successful dress rehearsal at the Elmia forwarding and transport trade fair in Sweden, the solution also passed its baptism of fire at the world’s largest trade fair for commercial vehicles, the IAA in September 2018.

In addition, three further rollouts were started, which are to be completed in Q4/2018 at one German company and early 2019 at two Scandinavian and Baltic companies.

BPW already has its sights set on the next projects: After the successes to date, there will be rollouts in 2019 in Poland, Turkey, France, Denmark, Italy and the Benelux countries on the basis of the existing template. Parallel to this, further functional extensions to the template are planned.

About the BPW Group

The BPW Group with its headquarters in Wiehl is the reliable mobility and system partner for the transport industry and offers innovative solutions from one source. The portfolio ranges from axles, suspension systems and brake technologies (BPW), locking systems and body technology (Hestal), lighting systems (Ermax) and plastics technologies (HBN-Teknik) to user-friendly telematics applications for trucks and trailers (idem telematics). The technologies and services of the BPW Group enable manufacturers to operate economically and create maximum transparency in loading and transport processes for efficient fleet management for vehicle operators. The owner-managed BPW Group has over 70 companies worldwide and employs around 7,200 people. www.wethinktransport.de


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    contact person

    Simone Siddiqi-Spilker

    Simone Siddiqi-Spilker

    Phone: +49(0)231 9497-0
    E-Mail: s.siddiqi@uniorg.de

    Simone Siddiqi-Spilker

    Simone Siddiqi-Spilker

    Telefon: +49(0)231 9497-0
    E-Mail: s.siddiqi@uniorg.de