World market leader benefits from global access to consistent sales information
Munich-based Wacker Chemie AG (23 production sites in Europe, America and Asia, active in 100 countries, sales of EUR 4.7 billion, around 14,300 employees) has implemented the sales processes for its numerous international locations on the Salesforce Sales Cloud. cbs supported the chemicals group in the technical integration of the end-to-end processes with their SAP ERP system. Central to the architecture is SAP Cloud Integration, which was used for integration between Salesforce, SAP and CPQ (Configure Price Quote). Wacker Chemie now benefits from harmonized processes and global access to consistent sales information across the company. Uniform structures have been created at all company sites around the globe. The integration is part of the global Salesforce rollout at the long-established company Wacker Chemie, which ensures uniform structures at all sites worldwide.
cbs supported the chemical group in the technical integration of end-to-end processes with their SAP ERP system. The central component of the architecture is SAP Cloud Integration, which was used for the integration between Salesforce, SAP and CPQ (Configure Price Quote). Uniform structures were created at all company locations around the globe. The integration is part of the global Salesforce rollout at the long-established company Wacker Chemie, which ensures uniform structures at all locations worldwide.
Due to the „home-grown“ structures at the international locations, all information in the sales process was only stored locally. Processes were not coordinated which resulted in inconsistent data. A central view of the processes was not possible at Wacker. This lack of transparency impaired the ability to strategically plan ahead, quickly identify sales opportunities and make the right decisions.
Sales processes on Salesforce
Wacker Chemie therefore decided to map, harmonize and integrate its global sales processes on the basis of the Salesforce platform. To this end, a pilot implementation was carried out in the first phase for the quotation process without connecting third-party systems. The goal of the second project phase was to implement the complete sales process in Salesforce. This involved integrating various applications for product information, pricing and logistics processes.
This included SAP ERP with regard to customer master data and orders and delivery information, while the existing SAP CRM system had to be connected for contacts. Product information and product catalogs were supplied from SAP Hybris, and the CPQ (Configure Price Quote) system from PROS was used for price determination. This is a software solution that supports sales staff in the configuration of products and simplifies the high manual effort involved in creating quotations.
Consulting Director Holger Himmelmann concludes: “It was a smooth collaboration between two successful global players. End-2-End integration is an important success factor. Wacker Chemie now benefits from harmonized processes and global access to sales information that is consistent throughout the company.”