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Case study

PALL CORPORATION

SALES IN A HYBRID CRM SYSTEM

How to leverage SAP Cloud for Customer (C4C) and SAP CRM OnPremise to enable an integrated experience for Inside and Outside Sales.

The Customer

Pall Corporation, founded in the 1940’s and headquartered in Port Washington, New York, is a global supplier of filtration, separation and purification products. Pall’s products are manufactured and sold for all major industries such as Pharmaceuticals, Aerospace & Defence, Medical Applications, Food & Beverage, etc. Those industries are grouped into 2 major integrated businesses: PALL Life Sciences and Pall Industries. Pall Corporation employs over 10,000 employees and generates approx. 3 Billion USD in revenue.

Customer Requirement

Pall Corp has been using multiple home-grown customer management applications to manage activities and opportunities. With its non-integrated satellite systems, Pall’s inside and outside sales representatives had a lot of manual overhead to manage sales related tasks and also communicate with their inside sales counterparts. Up until today, there was no centralized reporting platform and poor integration with the SAP ECC backend system.

Proposed Solution

Addressing one of the most concerning pain points of sales representatives, Pall Corp chose to implement SAP C4C for its outside sales force: a beautiful and intuitive user interface as well as full mobile support for iPads, SAP C4C was the tool of choice. Activity, Lead & Opportunity Management as well as customer master data is fully integrated with SAP CRM OnPremise. Thanks to fully synchronized transactional data, Pall’s inside sales people are now able to convert Opportunities into Quotations and process the information with almost no additional communication overhead. Once Quotations have been approved, they will be replicated into SAP ECC for further processing.

Project Outcome

With ECENTA‘s implementation expertise in both SAP Cloud for Customer (C4C) and SAP CRM OnPremise, Pall started deploying the integrated CRM landscape after only 4 months. Once fully deployed, approx. 3,000 users will be using the CRM landscape in over 10 countries. Thanks to the tight integration of Sales processes, sales representatives have reduced communication efforts and benefit from increased data quality and reporting capabilities.

Our references

Our clients range from Fortune 500 companies to emerging industry leaders. We help solve their most complex and interesting customer engagement and commerce challenges. We start by listening and we end with measurable business outcome.

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