About NürnbergMesse
The NürnbergMesse Group is one of the 15 largest exhibition companies in the world. It consists of NürnbergMesse GmbH and its 15 subsidiaries and affiliated companies. More than 1,000 employees work for the company at 11 locations in Germany, Brazil, China, India, Italy, Greece, Austria and the USA.
In addition, the NürnbergMesse Group has a network of foreign representatives active in over 100 countries. The portfolio comprises around 120 national and international trade fairs and congresses. Each year, up to 35,000 exhibitors (44 per cent international) and up to 1.5 million visitors (26 per cent of trade visitors international) take part in the company’s own, partner and guest events.
Client | NürnbergMesse GmbH |
Industry | Trade Fairs |
Focus | CRM system selection consulting |
Initial Situation at NürnbergMesse
NürnbergMesse approached dotSource with the aim of optimising its customer processes while placing the focus on sales and transparency in coordination with its partners. In addition, particular consideration was to be given to the aspect of internationalisation and reflected in the future system landscape.
The collaboration began with the assignment to evaluate a new customer relationship management system.
By introducing a suitable CRM solution, NürnbergMesse primarily wanted to increase transparency between all stakeholders and thus enable a 360-degree view of the customer. Alongside improved synchronisation of all partners, agencies, subsidiaries and third-party service providers, the Franconian trade fair company also wanted to improve all customer-related processes and provide customers with comprehensive support.
Building on this, the following key focus areas were defined together with dotSource:
- Clarification of the key challenges and requirements in customer management
- Development of a clear CRM target vision for all stakeholders
- Structured collection and prioritisation of all the functions a CRM system must provide
- Comparison of suitable systems based on comprehensible criteria
- Creation of a clear and realistic project plan for the implementation
Would you like to find out more about the project? We would be happy to help.
Project Successes
Partnership-based collaboration and a shared focus
NürnbergMesse particularly valued the open and trusting collaboration with dotSource. Both sides pursued the common goal of finding a CRM system that can be used internationally, remains flexible and puts people at the centre. This partnership-based way of working made a significant contribution to the success of the project.
Clarity on criteria, priorities and approach
The project created a deep understanding of how selection criteria can be weighted meaningfully and how to approach a complex topic step by step. NürnbergMesse gained confidence in planning large-scale projects in a modular yet agile way and in inspiring employees to embrace new approaches at an early stage.
Well-founded basis for decision-making and change
The consultancy resulted in a precise shortlist of suitable CRM system providers, thereby creating a clear basis for decision-making for digital sales. At the same time, NürnbergMesse gained valuable impetus for genuine change processes and is taking forward the motivation to actively shape digital transformation and further expand its own role as a modern industry representative.
![[Translate to English:] Messe Nuernberg](/fileadmin/hp_editors/References/Sitebreaks/MesseNuernberg_SB.jpg "[Translate to English:] Messe Nuernberg")
Benefit from a CRM Strategy Consulting Session
- Analysis of your business requirements
- Identification of your ideal customer base (personas) and their needs and expectations
- Identifying opportunities for optimal customer support
- Outlining specific processes to be supported by the CRM solution
- Deriving an individual CRM strategy tailored to your company and your requirements
CRM Consulting for Your Project
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