Business Summary
NürnbergMesse is one of Germany's major B2B exhibition companies, with numerous international trade fairs and congresses. Against the backdrop of growing requirements for transparency and speed in sales, the company opted for the modernisation of its CRM landscape.
Together with dotSource, NürnbergMesse introduced Salesforce Sales Cloud and Salesforce Experience Cloud to consolidate customer data, standardise sales processes and efficiently integrate international partners. The new cloud-based platform creates real-time visibility of customer interactions and provides a scalable foundation for further digital developments.
Client | NürnbergMesse GmbH |
Industry | Trade Fairs |
Technology | Salesforce Sales Cloud, Salesforce Experience Cloud |
Focus | CRM |
How NürnbergMesse benefits from Salesforce CRM
across all event teams for greater consistency and efficiency
replaces legacy on-premises systems and creates technological future viability
seamlessly integrates international subsidiaries and service providers into the sales processes
reduces special cases and improves the basis for decisions in sales
makes the day-to-day work of users in the CRM system easier
Project Overview
About NürnbergMesse
NürnbergMesse channels its sales activities through several event teams as well as international subsidiaries and sales partners. Together, these units are responsible for the marketing and organisation of numerous trade fairs and congresses in the B2B sector. The organisation relies on smooth collaboration and transparent processes between the central exhibition company and external partners.
Initial Situation
Before the project began, NürnbergMesse was working with the RUBIN CRM system and other on-premises solutions that no longer met the growing requirements for usability and integration. Sales processes were handled decentrally within the individual event teams and were only standardised to a limited extent. At the same time, the need grew to integrate international partners more closely and create a shared view of customer data across all parties involved.
Challenges
The different process logics of the event teams had to be merged into a shared structure without losing individual requirements. At the same time, international subsidiaries and service providers had to be integrated into the new platform technically and organisationally. In addition to migrating data from legacy systems, complex special cases had to be resolved and a solution created that ensures both scalability and high acceptance among users.
Step-by-Step Migration of a Complex Sales Organisation to Salesforce
CRM System Selection and Target Vision
Based on an upstream CRM system selection consultancy, NürnbergMesse and dotSource jointly determined that Salesforce is the right platform for the digital future of sales. The target vision comprised a central, cloud-based solution with standardised processes and integrated partner access.
The Experience Cloud as a Partner Community
At the same time, Salesforce Experience Cloud was introduced as a partner community through which international subsidiaries and service providers are integrated directly. This gives external partners regulated access to relevant data and enables them to collaborate with NürnbergMesse in real time.
Harmonising Heterogeneous Processes
The different workflows of the event teams were converted into shared standards. This reduced complexity, made reporting easier and increased transparency across the entire sales operation.
Data Migration and Cleansing
Customer data from RUBIN and other legacy systems was migrated to the new platform and cleaned up in the process. Complex special cases were systematically resolved in order to create a reliable data basis.
Ensuring User Acceptance through Usability
Throughout the project, great importance was placed on usability and system speed. The improved ease of use increases acceptance among users and supports the transition to the new CRM system in everyday working life.
Standardised Sales Platform as the Basis for International Trade Fair Success
With the introduction of Salesforce Sales Cloud and Salesforce Experience Cloud, NürnbergMesse has created a modern, cloud-based sales platform that standardises heterogeneous processes and efficiently integrates international partners. The new CRM landscape ensures greater transparency, speed and scalability in trade fair sales and forms the basis for further digital optimisation.
Collaboration with dotSource will continue as part of an ongoing rollout and the strategic further development of the system.
Benefit from a Modern CRM-Platform for Your Sales Team
- Standardised sales processes, that create transparency and facilitate collaboration across teams and countries
- A centralised view of customer data, enabling better decisions and more targeted communication
- Cloud-based CRM solutions such as Salesforce Sales Cloud and Experience Cloud, which ensure scalability and future viability
- Integrated partner communities, through which external service providers and subsidiaries are efficiently integrated
Free Online Consulting Session on Salesforce CRM
Your Contact for Further Questions
