Johnsons Controls Asia is a growth engine to the global business. Driven by a significant growth trajectory, its Building Efficiency business turned its attention towards a strategy for managing internal sales processes across Asia. It identified two components as critical: the right tools and effective change management.

A review of existing sales systems and processes across 13 countries and five business regions revealed a lack of a standard sales methodology within Asia. It also highlighted enormous untapped potential for sharing information across time zones; in other words for building an Asia-wide connected community.

Needless to say, taking the leap from Excel spreadsheets in some cases to a fully automated sales system is quite a culture change. Mindful that people, not tools, drive adoption, Johnson Controls has delivered the core sales management system up front, with a roadmap for introducing additional features and functions incrementally over time, keeping users engaged and adoption high. This methodology also provides the ideal foundation for innovation, giving Johnson Controls the flexibility to shift direction quickly with changes in the business.