Customer case
Transforming Customer Relationship Management for MEIKO Deutschland with Salesforce
Company Background
MEIKO Deutschland is a global leader in commercial dishwashing, cleaning, and disinfection technology. Headquartered in Germany, the company has been a pioneer in the commercial and industrial cleaning equipment industry since 1927.
Goals:
- Streamline global business processes with Salesforce CRM, starting in Austria.
- Drive CRM adoption with increased logins and daily usage.
- Enhance pipeline visibility with real-time opportunity tracking.
Challenges:
- Limited pipeline visibility and decentralized customer data.
- Difficult onboarding due to scattered relationship management.
- Lack of mobile access for sales teams, as the ERP system (Abas) was not mobile-compatible.
Solution and implementation
MEIKO partnered with Nextview Consulting to implement Salesforce Sales Cloud and Salesforce Mobile, designing a customized global CRM template integrated with the ERP system (Abas) for seamless account and contact management. Salesforce became the central source for opportunity data, while offer handovers and quoting processes remained in the ERP. The Austrian market went live in nine months, setting the foundation for future rollouts, with China scheduled for Q1 2025. Through coaching and agile mentorship, MEIKO's team, including three business consultants acting as Product Owners, actively contributed to gathering requirements and shaping a scalable Global Template.
Results
The Austrian market successfully transitioned from pen-and-paper processes to a robust, mobile-enabled CRM system, with early feedback highlighting active use by sales teams and a notable instance of a representative using the Salesforce Mobile App in their Tesla to access a client address, showcasing its mobility benefits. MEIKO expressed high satisfaction, reflected in a CSAT score of 4.8, with Product Owner Achim praising Nextview's expertise and approach. The initiative’s success was further underscored in a press release by MEIKO’s CTO.