Stabilus: Supporting rapid business expansion with harmonized and automated sales management processes
Explore Stabilus’ journey with SAP
Targeting 100% revenue growth within eight years, motion control solution provider Stabilus SE has ambitious growth plans. However, inefficient and disconnected sales processes hampered strategic collaboration across sales teams. To address this, the company deployed the SAP Sales Cloud solution to provide a 360-degree view of customer interactions.
| Industry | Region | Company Size | Partner |
| Industrial manufacturing | Koblenz, Germany | 6,487 employees | Orbis SE |
automation of sales processes.
unified source of sales information across brands and regions.
faster quote generation times.
Program Manager SAP S/4HANA Transformation, Principal Lead Digital CX – Center of Excellence, Stabilus SE
| Industry | Region | Company Size | Partner |
| Industrial manufacturing | Koblenz, Germany | 6,487 employees | Orbis SE |
automation of sales processes.
unified source of sales information across brands and regions.
faster quote generation times.
Program Manager SAP S/4HANA Transformation, Principal Lead Digital CX – Center of Excellence, Stabilus SE
Breaking into new markets to grow the business
With decades of experience in the field of motion control, Stabilus SE is one of the world’s leading manufacturers of gas springs, dampers, and electromechanical drives. The company’s products can be found in everything from vehicle trunk closing mechanisms to office chairs and kitchen drawers.
Plans for dramatic growth over the next decade mean that Stabilus’ sales function has a critical and challenging role as the company breaks into new markets. However, manual sales processes resulting in inefficiencies and a lack of transparency made it difficult for sales managers to formulate and execute winning sales strategies.
The company used contact information for prospects and customers on separate spreadsheets managed by different sales teams. In addition, salespeople used their individual e-mail accounts to swap messages with customers, meaning that there was no central record of customer interactions. To address this, Stabilus decided to unify and automate sales processes based on a centralized sales management solution that would provide a single source of truth for sales personnel.
Rolling out a global sales management solution in the cloud
Stabilus carried out a thorough vendor evaluation and was impressed by the advanced sales management functionality and automated workflows supporting best practice–based sales processes provided by the SAP Sales Cloud solution. Another factor leading to the decision was that the solution would integrate tightly with the company’s existing landscape, including the SAP Business One solution as well as four third-party ERPs.
With help from SAP partner Orbis SE, Stabilus deployed SAP Sales Cloud across all of its operations and subsidiaries in four continents. The solution provides a depository for customer information, including transaction histories. What’s more, integration with the company’s ERP solutions enables salespeople to find pricing details and request quotations from within SAP Sales Cloud.
In addition, Orbis helped Stabilus to extend the functionality offered by SAP Sales Cloud by using SAP Business Application Studio. The SAP partner used this development environment to extend the standard features of opportunity management within SAP Sales Cloud, providing a flexible and automated project framework for collaboration between engineering and sales teams on creating quotations for custom orders.
Enabling a more strategic approach to sales management
Thanks to SAP Sales Cloud, Stabilus salespeople are now able to work more efficiently and productively. They can quickly find the information they need to be well informed and prepared for conversations with customers. They can also access pricing information in minutes, track quotation requests, and interact with colleagues from other teams – all from within a single screen. And with centralized sales information, there is less risk of losing valuable data if someone leaves.
Detailed, real-time reporting enables managers to closely monitor progress and provides the insights needed to plan successful sales strategies. Meanwhile, the administration time saved on collating sales information and creating reports means that salespeople can spend more time focusing on helping their customers.
Moreover, using a unified, centralized sales solution, salespeople across different regions and subsidiaries are more aware of sales activities and opportunities in each other’s business areas. This has led to a significant increase in cross-selling, with increased collaboration between teams helping to close larger global deals.
With the flexible environment provided by SAP Business Technology Platform, Stabilus plans to continue extending SAP Sales Cloud. The company plans to build apps that will help automate workflows and improve productivity.
Featured partner
Orbis SE delivers comprehensive services for SAP deployments, advising on SAP projects, providing SAP licenses, and offering ongoing support that is tailored to the needs of each customer’s business. Orbis is a well-established SAP partner, and its comprehensive process expertise extends across multiple business sectors.