Pioneer in lock and access system manufacturing, Abloy Oy, has 750 top professionals working in Finland and 240 around the world, but also dealers in many places.
To get visibility into their channel partner´s sales operations in Middle East, Abloy Oy contacted us. The Rudolf got started from that collaboration.
Abloy Oy had a monthly based reporting between the client and local sales partner. The reporting was not real time and lacked the depth of detailed market understanding and the actions resulting to sales figures.
The corporate CRM system could not be the solution, being limited only to users within the mother company. Neither would it have provided reporting specific enough to improve understanding. The Rudolf came in as an easy to learn tool to fill in the blank spots. These are for example: What sales efforts had been done? Who are the stakeholders related in sales? What is the process of buying? What are the market trends?
The Abloy case is good example of the fact that managing channel partner sales, even if theoretically possible, is very difficult with traditional CRM systems in practice. Solution has to be something easier, more flexible and originally designed for the purpose.
Case Polarmatic: Monitoring company’s entire work flow doesn’t necessarily require heavy IT solution.
Polarmatic Oy uses the Rudolf, not only for sales action reporting, channel management and insight gathering, but also monitoring their service contracts executed by third party.
Polarmatic Oy, a long term customer of The Rudolf is a world leading developer and supplier of innovative heating, curing, cooling, control and information management solutions, specifically developed for concrete industry, has been an amazing partner and client for us, giving us ideas how to maximize the potential of our tool for their industry.
Polarmatic Oy uses the Rudolf, not only for sales action reporting, channel management and insight gathering, but also monitoring their service contracts executed by third party. By doing so they know what is happening in maintenance operations in real time, globally.
Currently Polarmatic is using The Rudolf to monitor several processes, including sales of two different product lines, sales of service contracts, assembly and delivery of products and maintenance operations.
On top of company´s own core processes coordinated by using The Rudolf, the maintenance process collaboration within the system allows them to:
Coordinate and monitor how the maintenance operations have progressed per maintenance truck
See and react to the maintenance related issues faster
Assist the maintenance partners better
Enhacing their market and customer understanding by gathering information directly from the maintenance visits from the end user.
This means that they get customer insight for possible upcoming needs directly from the reports done by maintenance partner, in real time. This improves Polarmatic’s ability to provide better customer experience through their service partners. The Rudolf increases the customer value for the whole service chain.
This is how Mia Kauhanen, CEO of Polarmatic, describes their The Rudolf use cases: “The Rudolf is not just a Sales Tool, we use it also for work flow management from Potential Sales Lead to After Sales activities. As an example, we monitor our annual services with The Rudolf and use it for both scheduling and follow-up of activities carried out by our contracted maintenance partner. This gives us up-to-date visibility on how our service cars are progressing. The Rudolf is easy to use but has enough data in it to keep us all up to date at all times. This applies to Sales, Project Management and After Sales customer service.”.