Kompan focus on customer insights and sales processes in 20 countries with CRM

Focus on strengthening sales processes and customer insights

An efficient and learning sales organization

Playground manufacturer KOMPAN is thriving and increasing market shares globally. With more salespeople and increased focus on sales processes and customer insights, KOMPAN has implemented Microsoft Dynamics 365 in currently 12 out of 20 countries. The result is a more efficient and learning sales organization with deeper insight in customer behavior and need.

A successful approach

KOMPAN develops playground and outdoor fitness tools for children, young adults and adults based on research. The design and functions of the play and sports environments strengthens the cognitive skills of humans and this knowledge-based approach to product development is successful on a global scale.

The success has increased the global sales force but also created a need to be more consistent in the sales processes and a more intelligent approach to customer data and customer journey across 20 countries.

A standard tool which may easily be adjusted

An intelligent CRM system

‘A few years back, we had an older CRM system combined with five different versions of our ERP system. In connection with upgrading all countries to the latest version of Microsoft Navision, we had to choose a new intelligent CRM system that could ease the sales and marketing processes.’

Stig Højmark Jensen, CRM-Manager, IT, KOMPAN A/S.

Standard tool that may be adapted

‘Easy access, support of mobile work processes and fast insight in customer data were key functions. But most essential was that we got a standard tool, that we were able to adapt to special needs in each country.’

Stig Højmark Jensen, CRM-Manager, IT, KOMPAN A/S.

Customer profile

KOMPAN

KOMPAN is a Danish company that manufactures and delivers play tools, playgrounds and activities for play and sports globally.

KOMPAN wants to contribute to a happier and more healthy society and base product development on research on cognitive development through physical activity.

Each year 150 million people play or train on a KOMPAN play or fitness solution.

Close to an outstanding collaboration

Easy upgrade and maintenance

Today, 450 users in 12 countries have made the transition to Microsoft 365 and by the end of 2019, 600 users in 20 countries will be running on the platform.

The tool fully meets the expectations of the IT department of an easy upgrade and easy maintenance, just as the functions in each application bring the company closer to its customers. However, KOMPAN wanted proactivity from the IT partner, they had chosen.

Lacking commitment from the IT partner at the time

‘It seemed the right decision to get a new IT partner when implementing the new CRM solution. Their commitment, however, was not at MicroPartner’s level, who for years had supported our old CRM solution SalesLogix and support our operations with among other database and performance optimization.’

Stig Højmark Jensen, CRM Manager, IT, KOMPAN.

MicroPartner ‘trusted advisor’ again

‘MicroPartner informed us e.g. on important changes in Microsoft’s licenses and consciously advised us on essential topics, even though they did not win the bid.

In 2017 MicroPartner was once again our trusted advisor and I must say that the collaboration is close to outstanding.’

Stig Højmark Jensen, CRM Manager, IT, KOMPAN.

MicroPartner is able to something not many others can

day to day sounding board

‘Not many other companies are able to do what MicroPartner does which is be a day to day sounding board and contribute to continuing development without it taking analysis, proposals and several months wait for the users.

They take our problems and solve them immediately. That gives security.’

Stig Højmark Jensen, CRM-Manager, IT, KOMPAN

How Dynamics 365 strengthens working with sales in KOMPAN

Easy access to the system for all users from all devices
Full Dynamics 365 and Office 365 integration
Better insight in customer journey and customer behavior
All communication, drawings and planning between internal teams and external customers are placed in one place
Data analyses with Power BI that gives insight in key figures on customer level

About the solution

A learning organization

KOMPAN chose Microsoft Dynamics 365 Sales that unifies sales processes across countries, while still considering cultural differences in go to market strategies.

We pool our experiences and pass them on

‘Rolling out a CRM solution is not plug and play. In some countries, we must consider special discount models and in other countries they build their customer communication differently. However, it is our goal to create a community – a learning organization – where functions we develop for one country is offered to the rest. We pool our experiences and pass them on.’

Stig Højmark Jensen, CRM-Manager, KOMPAN

An easier working day

KOMPAN has made it easier for its salespeople to create growth with Dynamics 365. They can perform tasks on the go, which mean that they are not bound to their office chair.

Information in one place

All communication between architects, designers, project manager and customers are placed in one place, so that everyone has access to the most recent files and drawings, which reduces mistakes in the quoting process. Additionally, the integration with Power BI ensures that all key figures are integrated in the solution.

No end date

‘We keep pushing the limits for what the system must be able to do in order to release time in the sales organization to strengthen the customer relations. It is a long haul and the journey has no end date.’