Reference KIPP: Transforming a ‘System without value’ into a True Sales Platform

A CRM Transformation Story

In this video, Kathrin Schumacher from KIPP reflects on their CRM transformation.

She explains why the initial Salesforce implementation didn’t deliver the desired outcome and how a clearly structured relaunch made the difference.

Thanks to clear processes, solid data foundations, and strong guidance Salesforce ultimately became the right solution for KIPP. Тhe video is in German language.

Greenfield rebuild

Stable SAP integration

International rollout with high user adoption

"DIGITALL took us by the hand and guided us. We had hardly any internal CRM experience and therefore little idea of what good processes look like. Today, we use Salesforce as a real sales platform."

Kathrin Schumacher

CRM Product Owner, KIPP

★★★★★

Challenge

Heinrich Kipp Werk had already implemented Salesforce Sales Cloud but, in practice, it delivered little benefit. There were no standardized sales processes, visit reports were rarely maintained, and user acceptance was low.

Additionally, SAP integration was unstable, resulting in unreliable transfer of master data, documents, and statuses to Salesforce. Consequently, the sales team had to work in parallel using alternative tools. This resulted in a lack of a central, up-to-date view of customers, contacts, activities, and the pipeline; reporting and forecasting were only reliable to a limited extent, and collaboration between country subsidiaries remained inconsistent.

Manual data maintenance, duplicate records, and queries increased the workload, while management and sales were unable to derive any measurable added value from the platform.

KIPP therefore sought a partner who could strategically assess the situation, define clear standards, and transform Salesforce into a scalable international sales platform.

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Solution

DIGITALL began with a health check at KIPP: a technical analysis and evaluation of processes and roles, providing concrete recommendations for action. The result: a complete greenfield rebuild with a clean setup and clear process definition.

In phase 1, Salesforce Sales Cloud was newly set up, and the SAP integration was stabilized via Lobster. DIGITALL assumed the consulting and management role, structuring workshops and decision-making processes, formulating user stories, and overseeing implementation, testing, and go-live. KIPP provided technical validation and was responsible for change management and rollout.

The result: go-live without escalations or budget overruns, high adoption across country subsidiaries, and Salesforce established as the central sales platform.

Since then, expansion has continued: end-to-end lead management, enhanced visit reports, and closer alignment between marketing and sales. DIGITALL continues to provide strategic consulting with a focus on scalability and AI solutions such as Agentforce.

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About KIPP

HEINRICH KIPP WERK is a German manufacturer specializing in clamping technology, standard elements, and operating parts, producing a wide range of products with a large in-house machine park. Established in 1919, the company has focused on internally developed clamping tools since 1950, employs over 500 people worldwide, and operates in more than 50 countries.