Improved Insight Into the Partner Network Drives Sales Performance

JUB group is a successful international corporation with more than 135 years of tradition in the production of paints. In addition to the parent company in Slovenia, the group has two manufacturing facilities in Slovenia and Serbia, a development center in Slovenia and local subsidiaries in Croatia, Hungary, Czech Republic, Bosnia and Herzegovina, Macedonia, Montenegro, Russia and Kosovo.

Overall, the company operates in more than 20 markets with 500 employees and generated EUR 75 million in revenue in 2012. A true international company, more than 75% of revenues were generated outside of Slovenia. JUB also invests heavily into research and development. To retain its competitive edge, the company invests 4% of its sales revenue in R&D activities.

Situation

International operations mean that JUB needs to adapt its business to local environments and manages a large number of sales channels. It emphasizes B2B activities and works with a large number of indirect partners. The large network of partners requires multi-level communication with partners that sell the company’s products on local markets. Mr. Sašo Kokalj, President of the Management Board said: “The knowledge of our markets and partners, communication and knowledge transfer are important parts of our success story”.

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*The CRM implementation has improved our overview of the market and shown us that our employees still have space to grow. All of this is key for optimizing our business and identifying new opportunities.*

Sašo Kokalj
President of the Management Board
JUB

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In 2010, the company began looking for a solution that would help it improve its insight into the partner network. The main challenge was that the company did not have a single unified database of all its partners or a way to store the history of communications and partner-related activities, such as meetings and trainings.

“We did not have a standardized workflow or performance reports. This meant that we had difficulties identifying best practices and transferring them to other markets and we also lacked information about our return on investments into our partners,” said Mr. Kokalj. “At the same time, financial and sales data did not provide us with the required insight into performance and market opportunities.”

Implementation

To address their challenges, JUB decided to implement Microsoft Dynamics CRM 2011 by working with Iteum, a local Microsoft partner. The goal of the implementation was to support marketing and sales processes. The CRM solution implementation is integrated with existing back-end systems, such as the company’s ERP application and other internal applications, such as warranty claims and product code tables. Microsoft Dynamics CRM 2011 was also customized to meet the company’s needs.

»Among the core values of the JUB group is to excite our customers,” said Dragan Stajić, Vice-chairman of the management board in Jub Group. “To ensure that the sales department achieves its plans in difficult economic conditions we need IT support in addition to great and motivated people and excellent products and services. CRM enabled us to work more systematically and better respond to our customers’ needs.”

The new solution supports marketing, sales, project management, retail sales and collaboration. “To be successful, a company needs to monitor all aspects of its business,” said Slavko Habjan, Iteum. “The CRM solution helps the company to efficiently manage its operations, improve business performance and analyze business information more effectively.”

Benefits

The main benefit of the new solution is the centralized partner database and the ability to track the history of partner relationships. This gives JUB the tools they need to more effectively work with partners in different countries and to quickly respond to business opportunities.

Comprehensive overview of sales activities

Microsoft Dynamics CRM ensures that JUB employees have a comprehensive overview of sales activities and projects at their fingertips. With the ability to monitor and measure performance of individual projects, the company can now easily identify best practices on different markets and standardize them on the level of the entire network.

“We work in an environment, where we need to be able to quickly identify and respond to changes. Knowing our markets and partners, communication and knowledge transfer are important parts of our success story,” explained Mr. Kokalj, President of the Management Board, JUB. “The CRM implementation has improved our overview of the market and shown us that our employees still have space to grow. All of this is key for optimizing our business and identifying new opportunities.”

Improved Partner ROI

Microsoft Dynamics CRM 2011 also contributed to improved return on investments in the partner network. JUB now has actionable information that it can use to drive improvements in sale and communications with their partners.

“Microsoft Dynamics CRM 2011 enables us to implement a comprehensive approach to CRM, both on the operational as well as the strategic level. By integrating with other Microsoft products it also drives the productivity of employees and improves the overall user experience,” explained Ervin Arh, IT Development Engineer, JUB.

Microsoft Dynamics
Microsoft Dynamics CRM is a complete solution that gives you a 360-degree view of your constituents’ needs—from first contact through service fulfillment. Fast, flexible, and affordable, Microsoft Dynamics CRM streamlines important tasks, such as constituent services, grant writing, field inspections, investigation management, case management, call-center management, campus information sharing, emergency response, and much more. For more information about Microsoft Dynamics, go to:www.microsoft.com/dynamics.

For More Information
For more information about Microsoft products and services, call the Microsoft Sales Information Center at (800) 426-9400. In Canada, call the Microsoft Canada Information Centre at (877) 568-2495. Customers in the United States and Canada who are deaf or hard-of-hearing can reach Microsoft text telephone (TTY/TDD) services at (800) 892-5234. Outside the 50 United States and Canada, please contact your local Microsoft subsidiary. To access information using the World Wide Web, go to:www.microsoft.com.

For more information about JUB-H, d.d. products visit the website at: www.jub.si/en.

This case study is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.

Tamanho do cliente: Medium Organization
Setor: Life Sciences, Chemicals; Oil & Gas, Mining
País ou região: Slovenia
Soluções:
  • Microsoft Dynamics CRM 2011
  • Microsoft Dynamics CRM
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