DB KOMMUNIKATIONS TECHNIK GMBH
With CRM to
the success strategy
From consulting, planning and installation to monitoring and optimisation, you can rely on DB Kommunikationstechnik GmbH
DB Kommunikationstechnik GmbH acts as a service company for planning, provision and maintenance in broad fields of communication technology. With several thousand employees she has to work with a lot of information. In order to be able to draw strategic conclusions, a CRM system was therefore needed for the central documentation and targeted evaluation of the experience of its approximately 50 sales employees.
Together with GEDYS IntraWare GmbH, the corresponding processes could now be implemented and refined.
Gerhard Pentz, CRM Project Manager, DB Kommunikationstechnik GmbH
Reliable all round
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.
The importance of
a CRM system
It was clear to DB Kommunikationstechnik GmbH that it needed a CRM system and that the company’s previous work with Excel and Word files had 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 part
of the system
Already convinced of GEDYS IntraWare CRM from previous encounters, Pentz invited it to the pitch. In comparison with 8 other CRM systems – selected mainly based on user test versions – GEDYS IntraWare made it into the final selection with two other competitors.
In the following workshop, the professional user guidance, a well-rounded system logic and, last but not least, the individual customer support provided by the competent sales staff were once again convincing.
“With 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 low employee use in many CRM projects, Pentz specifically involved its 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 tender among the employees, an individual name for the CRM was also found to promote identification with the system. Now it is affectionately called “CARMA”.