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Oracle Customer Success—Kuani Gear Co., Ltd.
Kuani Gear Improves Revenue Opportunity with Oracle Marketing and Sales Cloud
ShareBy integrating Oracle Sales Cloud with Oracle Marketing Cloud, we gained complete visibility and flexibility to track and manage the entire sales cycle without IT involvement. The solutions also helped to reduce costs and drive sales growth.
Kuani Gear Uses Oracle Cloud Solutions to Gain Real-Time Customer and Prospect Information, Improve Sales Performance, and Drive Business Growth
Kuani Gear Co., Ltd is one of Taiwan’s leading power tools manufacturers. It specializes in designing, manufacturing, and distributing customized precision-parts machining and air tools—including the impact wrench, torque controlled screwdrivers, and sanders—mainly to overseas customers, with 80% of its products exported to the United States and Europe.
To expand business opportunities and promote its brand, Kuani Gear’s marketing department attended approximately 5 to 10 international exhibitions annually to collect prospect information. However, there was no centralized CRM platform to share the information with the sales department. The company also wanted to establish a performance mechanism to track and monitor individual sales performance.
Business Challenge
- Increase new opportunities by providing a single CRM cloud platform to quickly capture and share customer and prospect information, such as contact details for participants of international machine tool exhibition, between sales and marketing department
- Enable executives to create faster reports and gain insight into the status for each opportunity and activity throughout the sales cycle
- Ensure rapid communication even when marketers or sales representatives are on the road, such as in attendance of an overseas exhibition or when visiting customers
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Minimize high upfront investment to deploy a CRM system across the enterprise and support future growth
Results
- Enabled the sales and marketing departments to easily access real-time customer information anytime, anywhere and improved revenue opportunities by automatically consolidating and storing over 600 customers with Oracle Sales Cloud and 1,300 customers with Oracle Marketing Cloud and ensuring data accuracy and security
- Assisted executives to make faster decisions, such as allocating appropriate resources to sell air tool products, and accelerated sales cycles by allowing marketing and sales departments to directly enter customer survey information into the CRM platform and converting the data into opportunities rather than losing sales
- Supported better marketing campaigns by enabling users to quickly generate reports via an executive dashboard and analyze the performance of industry exhibitions and marketing activities across multiple channels, such as website
- Enhanced sales performance by gaining ability to measure and track activities throughout the sales cycle, enabling executives to rapidly identify issues and provide appropriate coaching to sales representative to respond faster to opportunities, such as enquiries from hardware exhibitions
- Established a clear and efficient customer evaluation system with Oracle Marketing Cloud and delivered insight to differentiate returning customers and new customers
- Reduced costs to provide a single CRM platform across all the offices by integrating Oracle Sales Cloud with Oracle Marketing Cloud instead of adding IT resources to build and manage the new system in each location
- Supported business growth by easily expanding functions based on future needs, such as importing a quote module to manage complex quotations for OEM and ODM and minimize the potential risk of wrong quotes
After considering data security and the time and cost to build the CRM system, we selected Oracle Sales Cloud and Oracle Marketing Cloud instead of on-premises solutions. The complete flexibility of Oracle Cloud solutions also helped our marketing and sales departments to drive sales results.
Execution
Kuani Gear’s marketing department led the CRM project and engaged Oracle Consulting to examine sales processes and provide training to use the functions of Oracle Sales Cloud. Oracle Consulting then recommended Oracle Partner, Verticurl LLC to implement Oracle Marketing Cloud and integrate with Oracle Sales Cloud. Kuani Gear went live with Oracle Sales Cloud in just six months and Oracle Marketing Cloud five months afterwards.
About Kuani Gear Co., Ltd.
Headquarters
Taipei, Taiwan
Employees
400
Founded in 1980, Kuani Gear is one of the world’s leading manufacturers for air tools and precision parts machining. As an OEM, ODM and original brand manufacturer (OBM), Kuani Gear vertically integrates design, manufacturing, assembly, and quality control to ensure its quality products are made in Taiwan. It also uses 100% key components and more than 80% of its parts produced within the factory in all the Kunai Gear’s products.
Partners
Kuani Gear worked with Verticurl LLC to deploy Oracle Marketing Cloud because of its rich experience in the industry.
“Thanks to Verticurl LLC’s expertise in marketing automation solutions, we completed the project in a short time and allowed us to support business growth with Oracle Marketing Cloud,” Cheng said.