Success Story RAUMEDIC

A long-standing partner of the international medical technology sector

For more than 70 years, RAUMEDIC AG has been developing and manufacturing hoses, fittings, complex systems, and medical products for a wide range of diagnostic and therapeutic applications. The medical technology company from Upper Franconia (Germany) employs around 900 people worldwide. On top of many years of experience in various manufacturing technologies and their excellent product quality, close customer contact makes a significant contribution to the company’s success. With a global distribution network and its own sales departments in the core markets, RAUMEDIC is one of the leading manufacturers of plastic-based solutions for the international medical technology and pharmaceutical industry.

To meet the market's growing demands, RAUMEDIC AG has recently started to rely on the SAP Sales Cloud, a flexible and future-driven sales platform. Before that, the teams in sales and product management worked with SAP CRM OnPremise 7.0. Since the introduction of this system in 2011, only rudimentary adjustments were made. With the realignment of the company’s distribution, it became clear: A new solution needed to be found. Changing the old system to meet the modern market's new requirements would have meant a high developmental effort. In particular, the redesign of Opportunity Management processes for the project business and the optimization of quotation processes would have resulted in increased costs. For this reason, RAUMEDIC deliberately chose the SAP Sales Cloud with CPQ. The most important specification: The new solution needed to be implemented in the standard version to ensure maximum release capability in the long term. This is because the new RAUMEDIC sales setup should remain stable and easily adaptable for future SAP releases.

Making sales faster and more flexible

With the SAP Sales Cloud, RAUMEDIC AG has significantly optimized its sales processes
Sebastian Deeg, Head of Information Technology, RAUMEDIC AG

“With the introduction of the SAP Sales Cloud, we have reached an important milestone in the digitalization of our sales processes. Our colleagues gained access to a unified, cloud-based, and scalable state-of-the-art distribution platform. This isn’t just allowing us to respond faster to market dynamics, but also puts our customer relationships in focus.”

Complete SAP Sales Cloud integration — implemented remotely

At MHP, we took over the integration of all functions of the SAP Sales Cloud. As desired, this was done in the campaign-to-quote process — from campaign to opportunity management and offer management to processes reporting. Particular focus was on two functionalities: On one hand, we established the possibility of data-driven opportunity management that enables the RAUMEDIC sales team to assess and prioritize opportunities faster in the future. Previously, XLS tools were used for this purpose, but their data was not available for CRM and ERP, which led to system breaks. The new system also allows the option to integrate Deal Intelligence that optimizes lead and opportunity scoring. On the other hand, there was a desire to create offers flexibly and with more ease. The latter proved challenging. SAP CPQ is an established solution that significantly simplifies quotation management. However, since CPQ was recently acquired by SAP, the tool was not yet fully integrated into the C/4 HANA suite. This is why our developers had to make numerous adjustments. They integrated CPQ into the requirements of the SAP Sales Cloud and the existing ERP according to the conditions of the RAUMEDIC sales and product management. This ensured that all sales processes today are simplified and connected on an end-to-end basis.

All sales processes are simplified and connected on an end-to-end basis.

Since the spring of 2020, the global pandemic has been another challenge. In-person agreements and collaborative on-site work were not possible during the project period. Both RAUMEDIC and MHP switched quickly to working remotely, which proved successful: Apart from the initial requirements workshop, the entire project was implemented this way. The process was accelerated by the current high level of IT and process understanding at RAUMEDIC and by very short coordination loops, in which key users made decisions on important issues jointly and directly — without having to go through long decision processes with their supervisors. During the implementation phase, we conducted training for the key users at RAUMEDIC to customize the interfaces and the offer management. As a result, employees could make their own project-specific adjustments to the system in the project phase and familiarize themselves with the SAP Sales Cloud and the CPQ extension. This allows key users to make changes to the system independently today — without IT support. In the spirit of our MHP Purpose: Enabling You To Shape A Better Tomorrow.

Christian Vogler, IT Consultant SAP Applications, RAUMEDIC AG

“MHP’s consultants quickly grasped our processes and consistently developed a solution in the SAP Sales Cloud and SAP CPQ. We very much liked the agile way of working and the resulting efficiency. This made it possible to make the project a success despite some challenges. The positive atmosphere between MHP and RAUMEDIC was a key factor.”

The advantages of the new solution

With the introduction of the SAP Sales Cloud and the CPQ features, the number of system breaks has been significantly reduced. Thanks to a new, unified and simplified quotation process with quickly adaptable CPQ quotation templates, today, the RAUMEDIC sales team can act significantly faster with inquiries and acquisitions. This allows them to focus on day-to-day business and increases their quality of direct customer contact. The SAP Sales Cloud also eliminated the “old” XLS tools for opportunity assessment in the project business.

The modern system architecture offers better performance and provides valuable information for managing, controlling, and reporting RAUMEDIC sales processes. This means that the company’s CRM field is perfectly prepared for the next major project — integrating the S/4 HANA Suite.