"Our sales team now has insight into relevant customer information anytime, anywhere. This allows them to prioritize their sales time and sell more in the same amount of time."

Tim Schut, ICT Manager at Poppers Senco

Dependent on Customer Information

Poppers Senco supplies fastening tools and machines for the construction industry. In the Netherlands, the company sells leading brands such as Tytecker, Muro, InterDiamant, Easy-Fix, and its own brand: Senco. This internationally operating SME has 200 employees, of which approximately 90 work in the Netherlands. Eight of them are salespeople who are often on the road or with customers. They depend on customer information to effectively perform their work.

Insight Anytime, Anywhere

Previously, this information was stored in Poppers' CRM system Superoffice. In recent years, it became increasingly clear that the company had outgrown Superoffice. Tim Schut, ICT Manager at Poppers Senco, explains: 'Our sales teams are managed based on their results. Therefore, they need to have insight anytime, anywhere into what is expected of them that month. They also need to see where they stand in relation to their target.' That's why Poppers started looking for a new solution. Eventually, they chose SAP Sales and Service Cloud, SAP's advanced CRM solution in the cloud. A system that seamlessly integrates with Poppers' SAP backend, as well as with Outlook and working via mobile devices. Acorel was tasked with implementing this solution.

Insight into Growth Opportunities

SAP Sales and Service Cloud now assist the sales team in gaining necessary insights. Through individual customer valuation, the sales team can organize sales activities according to their discretion. Schut explains: 'In addition to customer revenue or pricing agreements, it also provides insight into the exact share of Poppers Senco at a customer and what our growth opportunities are. Whether a customer is 100% satisfied with our products and services. With such information, salespeople can prioritize their sales time. Knowledge is power!'

Faster Visit Registrations

Acorel also improved the process for Poppers Senco salespeople to complete their visit registrations much faster and more effectively. Guus Dorenbos, SAP Sales and Service Cloud consultant at Acorel, states: 'Visit registrations used to contain a lot of text but little relevant information. We changed this by introducing a standard survey that helps salespeople fill in the visit registration. This has made it much simpler and quicker for them to record customer data after the conversation.' The insight into customer data and assistance with visit registration together enable the sales team to sell more in the same amount of time.