KACO new energy: Optimized sales processes with SAP Sales Cloud

As a manufacturer of inverters for photovoltaic systems and energy storage systems, KACO new energy operates in a dynamic market environment. In order to maintain and expand its leading position in the field of independent and decentralized energy supply, the subsidiary of Siemens AG relies on a high-performance IT landscape centered on various SAP solutions.

More transparency for greater customer satisfaction

SAP Sales Cloud has recently been added to the system architecture at KACO new energy. It maps the entire sales process end-to-end, resulting in more efficient processes, more customer-centric work and higher customer satisfaction. Before the introduction of SAP Sales Cloud, the sales staff spent a lot of time maintaining their opportunities in Microsoft Excel. In addition, reliable overviews of current sales opportunities were lacking, and data was sometimes incomplete. Likewise, the information on opportunities and customers offered potential for improvement in terms of transparency.

Good experience with SAP CX Suite

A key argument in favor of SAP Sales Cloud was the fact that KACO new energy was already using other solutions from SAP Customer Experience (CX) Suite – and was extremely satisfied with them. With SAP Service Cloud, the medium-sized company from Neckarsulm has managed to significantly increase its service quality. Based on this positive experience and the expected synergies, the choice of SAP Sales Cloud was obvious in order to also place sales on a uniform digital basis.

Creating an opportunity in SAP Sales Cloud

IBsolution was in charge of the implementation, after the Heilbronn-based SAP consulting company had already supported the introduction of SAP Service Cloud and was responsible for the further development of the system. The tight time frame available for the project proved to be a particular challenge, so that the sales staff could use SAP Sales Cloud on time for the start of the new fiscal year. The rapid implementation within a few days was only possible because the required system already existed in the form of SAP Service Cloud, on which the sales solution was now also based. The service and sales employees log on to the same system and are shown the work areas and fields relevant to them according to their authorizations.

Agile project approach leads to results in the shortest possible time

As part of an agile project approach, the business department contributed the desired functionalities. If further requirements emerged from the subsequent testing, these were then implemented in the next sprint. With this approach, the project managers were able, for example, to integrate additional fields into the input screens within a very short time or to map reports as required.

SAP Sales Cloud simplifies processes

With the help of SAP Sales Cloud, KACO new energy is able to record sales opportunities in a uniform system and to maintain the data. The sales team maintains an overview of current leads and opportunities, including all relevant details. The integration between SAP Sales Cloud and the ERP system avoids duplication of effort and ensures that all employees always work with the same information. Processes are now simpler, more efficient and faster. In addition, transparency has increased significantly. In short, SAP Sales Cloud gives KACO new energy the opportunity to correctly assess all sales opportunities and lead them to closure in a targeted sales process.