De Nora: aftermarket business process improvement

Aeonvis implemented the integration of Salesforce and SAP to optimize De Nora’s aftermarket sales process. An end-to-end solution was implemented for sales management, from lead qualification to tender tracking, with a focus on proactive maintenance.

#Manufacturing #Improvement #ApplicationMaintenanceService

Salesforce - SAP integration for comprehensive sales management

THE CLIENT

De Nora: a leader in sustainable technologies

Founded in 1923, De Nora is an Italian multinational listed on Euronext Milan, specializing in electrochemical solutions and water purification treatment.

A leader in sustainable technologies for the green economy, the company is committed to the energy transition to decarbonization, promoting the green hydrogen economy and ensuring access to clean water.

THE CHALLENGE

Optimizing aftermarket sales with Salesforce and ERP integration

To meet the new challenges of an increasingly extensive, competitive and innovative market, De Nora has identified some key areas for improvement, with the aim of optimizing sales activities and providing its structure with an integrated tool to manage the entire Aftermarket Sales process.

The Salesforce CRM, already used by users in the sales department, was, in fact, not integrated with the SAP ERP system, forcing users to follow the process on different tools and whose data were not automatically aligned.

THE SOLUTION

The Effective Integration of Salesforce and SAP with the Support of Aeonvis

Aeonvis played a crucial role in De Nora’s digital transformation, implementing an effective integration between Salesforce and SAP.
This solution, custom-developed by Aeonvis, addressed both process aspects, listening to user needs to increase system “adoption,” and technology aspects, employing Neptune Software technology already present in De Nora. This approach enhanced an existing business asset, laying the foundation for a flexible and scalable Application Integration platform.

THE RESULT

With the integration of Salesforce and SAP, De Nora has seen a significant reduction in the time it takes to manage business files, leading to increased productivity and accuracy in data collection and analysis.

Sales teams can now make more informed decisions based on complete and up-to-date information, significantly improving customer service.

Bianca Madotta

Demand & Application Management Director - De Nora

“Thanks to the integration activity between Salesforce and SAP carried out by Aeonvis, we have achieved end-to-end coverage of the quotation process, lowering the risks of misalignment between the systems involved in the entire process; of note is the effective collaboration of the teams involved, from IT, to business, to the Aeonvis team, which ensured timing and quality of the solution.”

Barbara De Masi

Business Development Manager - De Nora

“The integration project represents one of the digital transformation steps that the company is implementing: the solution developed by Aeonvis allows us to streamline sales backoffice activities, thanks to the management of the entire process on the Salesforce CRM, while ensuring a more rewarding user experience that is more adherent to users’ daily activities.”