Koenig & Bauer (KBA), the second-largest printing press manufacturer in the world, has faced considerable challenges over the last few years, alongside the printing industry at large. As a result, many open projects, even those nearing completion, were not reaching the implementation phase due to budgetary constraints or discontinued customer interest.
In order to make better business decisions, it was crucial for KBA to be able to predict project success at each project phase. With over 4,500 employees, the company has a vast global network of offices, each with relevant data for project assessment. There was an urgent need for “a tool that allowed us to display all of our global projects in a structured way at the click of a button. We have to be able to see which projects are most likely to get implemented at a glance,” explained Thomas Göcke, head of marketing and CRM at KBA’s location in Dresden.
The team at KBA was looking for a CRM application that could standardize global sales processes and connect all offices and headquarters in one system — and found everything they needed with Salesforce. “Since we started using Sales Cloud, all of our employees around the world now have access to the same relevant project information,” said Göcke. “This means we are more efficient and can respond faster.” Now customers can get responses to their requests right away and receive offers tailored to their specific needs. The Salesforce1 Mobile App makes it easy for teams to work remotely, and KBA even uses Sales Cloud for marketing and campaign management.
KBA has also supplemented its Salesforce solutions with Service Cloud Lightning. As a result, it is able to store and analyze vast quantities of information from sales, service, and marketing, as well as from the printing presses the company manufactures. Connecting the KBA CRM system to the presses around the world currently in use via M2M (machine-to-machine) communication even allows for preventative maintenance. Upcoming service and maintenance needs can be predicted by automatically generated values.
“This is crucial, since agility and speed ultimately decide who succeeds in the market today,” said Ralf Sammeck, CEO of KBA-Sheetfed Solutions. KBA’s customers highly value this predictive solution because the machines have significantly less downtime as a result. With Salesforce, Koenig & Bauer continues to innovate and equip its own customers to succeed in the future.