SELECTED WORK
In over 30 projects in the media, manufacturing, software and professional service sectors over the last 10 years, I have been able to help a large number of customers write their own CRM success story. In some cases, I have been supporting many of these customers for several years, as they always fall back on me and my network when they identify an acute need. Here I would like to show you a selection of industries, projects and the technologies involved.
CERTIFICATIONS
MEDIA
OBJECTIVES | WORK | TECHNOLOGIES |
- Reduction of process costs for the manual preparation of quotations by a total of approx. 100 person days/year
| - Introduction of a process for the direct creation of quotations in PPT based on structured, captured quotation data in Salesforce
| - Salesforce Sales Cloud (Unlimited)
- Empower
- Microsoft Power Point
|
- Selection of a suitable middleware provider for complex IT architecture consisting of on-premise and cloud systems
| - Implementation of a proof of concept with Mulesoft
- Vendor selection along an evaluation matrix
- Creation of a decision template for management
| - Mulesoft
- Google Apigee
- Microsoft Azure/Fabric
|
- Supporting the sales strategy for potential-oriented sales through the introduction of a CRM for advertising sales
- Increasing turnover through more structured market cultivation with the help of a CRM
- Increase employee satisfaction through cloud-based CRM
- Reduction of manual reporting processes for monthly P&L statements
| - Requirements analysis for the CRM based on the sales strategy
- Setting up the project setup and all stakeholders
- CRM provider and corresponding service provider selection
- Setting up the permissioning concept in coordination with the works council
- Introduction of a CRM and connection to existing ERP
- Project management to accompany the introduction
| - Verlagsmanager muellerPrange VM
- Microsoft Dynamics CRM
- Microsoft Power BI
- Microsoft Power Automate
|
- Development of a scalable, cross-company sales & forecasting process to ensure sustainable transparency across all target sales and sales activities (> € 1.5 billion)
- Simplification of the permissioning concept with 500+ employees following strategic realignment of the sales units for greater transparency
- Increased standardization of the system architecture in order to reduce maintenance costs in the medium and long term (customizing reduced by more than 30% compared to previous year).
| - Workshops with sales managers, sales management and identification of business owners
- Establishment of governance structures for the implementation and adoption of sales processes together with sales management and sales
- Streamlining of permissioning structures and number of different opportunity types by 80%
- Reduction of legacy metadata through analyses
Establishment of a CI/CD pipeline based on SFDX
| - Salesforce Sales Cloud (Unlimited)
- TableauCRM
- Microsoft Outlook
|
- Replacement of an existing SAP CRM solution with Salesforce CRM within 6 months as part of the global digitalization strategy.
- Worldwide rollout with the help of a train-the-trainer concept for 550+ users in Germany, Poland, UK, France, China, Japan, USA, Australia.
| - Creation of a CRM training concept hand-in-hand with accompanying sales methodolgy training
- Remote training with practice units based on Microsoft Sway, as well as modular, digitalized training documents and guidelines for internal trainers
- Worldwide support for trainers
- Communication and change management support from COO Office for the rollout
| - Microsoft 365
- Salesforce Sales Cloud (Unlimited)
|
SOFTWARE
OBJECTIVES
| WORK | TECHNOLOGIES |
- Processing of standardized professional service offers and forecasting
- Better contract controlling for scalable growth
| - Creation of simple professional service offers directly in Salesforce with standard functionality
- Mapping of contract components in Salesforce via customized objects and logic
| - Salesforce Sales Cloud (Enterprise)
- Hubspot
- Conga Composer
|
- Improving the retention rate by tracking renewal opportunities
- More efficient processing of potential customers through scoring
- Increase in channel sales through partners
| - Simple opportunity process for renewal opportunities for structured tracking of existing customers with a focus on contract renewal
- Creation of a scoring model influenced by internal factors (pageviews) and external factors (categorization of potential customers through automatic data retrieval from Clearbit).
- Provision of a community page for partners to create leads and opportunities
| - Salesforce Sales Cloud (Enterprise)
- Salesforce Experience Cloud
- Salesforce Pardot/ Account Engagement
- Clearbit
- Leadfeeder
- Typeform
|
MANUFACTURING
OBJECTIVES
| WORK | TECHNOLOGIES |
- Implementation of a Sales4.0 strategy project in CRM
| - Revision of sales opportunities
- Better consideration of the three-stage sales model
- Mapping of customer development plans in CRM
- Creation of dashboards
- Establishment of strategically derived customer classification in all systems linked to the CRM
- Creating transparency about customer processing patterns in CRM
| - Microsoft Dynamics
- PowerBI
|
- Improving the forecast quality for special plant construction
| - Data analysis of the existing lead funnel and the opportunity funnel
- Reduction of sales phases and clear delineation of content
- Mapping of target sales in CRM
- Creation of a simple dashboard for sales managers to check targets
| - Salesforce Sales Cloud (Enterprise)
- Pardot/Account Engagement
|
PROFESSIONAL SERVICES
OBJECTIVES | WORK | TECHNOLOGIES |
Initial setup of the CRM in 5 man days
| - Migration of existing data from Excel (customers and contact persons, existing projects)
- Basic configuration for simple and intuitive use
- Smaller automations for better opportunity management
- Connection to Outlook
- Basic dashboards and simple mass mailings
| - Salesforce Sales Cloud (Professional) API enabled
- Mailchimp
|
