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CWS is a rental digital solution provider.

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We are very proud of the fact

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that we are part of the circular business model,

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because we are really trying to reuse as much as possible,

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and to be very sustainable in all our processes.

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We had really big challenges.

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So we do have a very big sales force,

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which used to be amazingly efficient,

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however, very much analog oriented.

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This means that they were very self-organized

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and self-driven, like lonely wolves

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without any data infrastructure support or marketing.

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I thought the pandemic is an ideal situation

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to change this into a more hybrid

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way of communication and interaction.

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And that is where I reached out to BCG,

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because I know that you have very professional people,

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and I could 100% rely on your expertise.

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We really embedded with you guys' so-called team approach,

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as well and a hybrid approach.

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You can consult each other, you can learn from one another

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but you are transparent as well.

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The sales organization beforehand had only one target,

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which was return and sales,

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and not the entire funnel management

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in between and contact voter conversion topics and so on.

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And of course, this has changed significantly.

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We introduced lead generation.

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We introduced a complete lead management funnel.

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And in fact, we are preparing

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now everything to go omnichannel.

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So we started primarily in one of the divisions.

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And as we saw that this pilot

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is really successfully running,

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we were able to really enlarge it throughout the division,

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and then throughout the entire company as well.

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We measured everything.

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And if you see then

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that the productivity rates are increasing by 60%,

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this is of course helping you

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as well in this entire journey.

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But then you need the facts as well supporting this journey.

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You really need to identify people

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who will be joining the journey

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as the sort of pioneers or trailblazers.

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We are really trying to see this as a holistic approach,

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marketing, sales, customer care, service.

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And then we will go in supply chain as well.

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But it was really the starting point

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with taking the pandemic situation

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as an opportunity to get an acceleration

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into our sales organization.