REFERENCE STORY
Deutsche Bahn communication technology

With CRM to the success strategy

The German full-service company DB Kommunikationstechnik GmbH (Deutsche Bahn communication technology) refines sales processes with GEDYS IntraWare CRM.

From consulting, planning and installation to monitoring and optimization: Deutsche Bahn communication technology can be relied on

Deutsche Bahn communication technology works as a service company for planning, provision and maintenance in the broad field of communication technology. With several thousand employees, it has to process a lot of information. A CRM system was therefore to be found for the central documentation and targeted evaluation of the empirical values of their approximately 50 sales employees, so that strategic conclusions can be drawn.

Together with GEDYS IntraWare GmbH, corresponding processes have now been implemented.

Perfect partner: Deutsche Bahn communication technology

As a service company of the Deutsche Bahn Group, DB Kommunikationstechnik GmbH is a full-service partner for the planning, provision and maintenance of communications technology. It covers all areas of security, automation, information and telecommunications technology as well as print production and information logistics. And that 365 days a year, at 75 locations, with 2,000 technicians, planners and engineers.

The company provides these services not only to Deutsche Bahn, but also to “DB-external” customers. Accordingly, about 50 sales employees are also part of the team.

CRM system to replace administration with Office

DB Kommunikationstechnik GmbH was aware that it needed a CRM and that the previous work with Excel and Word files in the company has no future. Together, the pros and cons of a CRM introduction were weighed up and finally Gerhard Pentz was chosen as technical project manager.

He not only had experience with CRM systems, but also as a former sales manager, which underlined his qualifications as a CRM project manager.

Practice is in the system

Convinced of GEDYS IntraWare from previous encounters, Mr. Pentz invited us to the pitch. Compared to 8 other CRM systems – selected primarily on the basis of user trial versions – the GEDYS IntraWare CRM made it into the final selection with two other competitors.

In the following workshop, our CRM finally convinced with its professional user guidance and a round system logic. But the individual customer support by our competent sales staff also played a major role.

“In the CRM of GEDYS IntraWare, the practice is noticeably in the system.“
Gerhard Pentz, CRM Project Manager, DB Kommunikationstechnik GmbH

All aboard

In order to avoid the problem of the low utilization of many CRM projects, Mr. Pentz specifically involved his employees in the decision-making process.

Even the never absent doubters were convinced by the GEDYS IntraWare CRM software above all by the well thought-out user guidance. By means of a call for tenders among the employees, an individual name for the CRM was also found in order to promote identification with the system. Now it is affectionately called “CARMA” internally.

dbkommunikationstechnik.de/