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.