Resco > Case Studies > Scania brings detailed business & customer insights for its sales teams on the road

Scania brings detailed business & customer insights for its sales teams on the road

Company Size

1,000+

Region

Europe

Country

Sweden

Product

Resco Mobile CRM
Microsoft Dynamics 365

Tech Stack

Mobile CRM
Microsoft Dynamics 365

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Customer Satisfaction
Productivity Improvements

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)
Functional Applications - Remote Monitoring & Control Systems

Applicable Industries

Automotive

Applicable Functions

Sales & Marketing

Use Cases

Remote Collaboration

Services

Software Design & Engineering Services

About The Customer

Scania is a world-leading provider of transportation solutions. In 2017, the company delivered 82,472 trucks, 8,305 buses as well as 8,521 industrial and marine engines to its customers. Its net sales rose to a record high €11.3 billion, an increase of 15% compared to the previous year. Since its foundation in 1891 in Sodertalje, Scania’s continuous innovation has made it one of the most renowned manufacturers of heavy trucks and buses. Today, it operates in more than 100 countries and employs around 49,300 people. The company’s research and development are still concentrated in Sweden, with branches in Brazil and India. Production takes place in Europe, Latin America and Asia, with regional production centers in Africa, Asia and Eurasia as well.

The Challenge

Scania's sales staff in the Central European Region (CER) often meet with customers outside of their offices, making mobility a key requirement. They needed an easy-to-use mobile solution to work with key information stored in the company's Microsoft Dynamics 365. The sales team consists of various roles, each with different demands and needs to access different information in the field. A one-size-fits-all solution would not fit the requirements. Therefore, Scania was looking for a mobile solution it would be able to effectively customize for different user roles.

The Solution

Scania CER decided to equip its sales staff with the Resco Mobile CRM application. The ease-of-use and ability to configure the mobile app for different user groups were the key factors that influenced their decision. The Resco app has since become a key tool for Scania’s salespeople. It enables sales and customer service teams to access and manage business data in real time, wherever they are. Using Resco, they can also collaborate within teams faster and more intensively. And with Resco’s Woodford configuration tool, Scania were able to conveniently create a customized version of the app for different user groups.

Operational Impact

Streamlining customer visit management: Sales reps now schedule the appointment from their mobile device. They also use the app’s built-in map view and navigation to plan travel to the customer’s location. While in the meeting, the Resco app allows them to effortlessly add notes and even record voice memos. And when they finish the visit they can immediately create an opportunity from the appointment, which is then further handled and ultimately closed by the staff at the back office.
Entirely customized app for every team: For each Scania sales role the application is conveniently configured via the Woodford configuration tool – giving various user groups a tool tailored specifically to their job requirements. From bus to service salesmen, each team now has a mobile solution that allows them to work with precisely the CRM information they need.
Saving time with advanced mobile features: Scania’s sales representatives highly appreciate the app’s advanced functionalities – such as the capability to convert speech into text. Another highly regarded feature is the possibility to view accounts (or other records) on a map. It helps to provide better sense of the representative’s area and improves the planning of visits. And salesmen can also instantly launch navigation from the Resco app that will direct them all the way to their clients’ doorsteps.