More Sales, Less Administration: How SugarCRM Has Optimized Lundberg Tech’s Sales Process
Lundberg Tech transitioned from fragmented Excel sheets to a streamlined CRM system with the help of Enablen Consulting. By implementing SugarCRM, the company has achieved greater global transparency, efficient reporting, and freed up valuable time for sales. CCO Karsten Kejlhof shares how the system has transformed their work process — and why no one wants to be without it today.
When Karsten Kejlhof stepped into his role as CCO at Lundberg Tech, the company faced a major challenge: there was no unified CRM system. Quotes were managed in individual Excel sheets, with each salesperson using their own system in different countries. This resulted in a lack of oversight of the customer portfolio, potential clients, and pipeline activities across markets.
Before sales meetings, each salesperson submitted their own Excel sheet, which a coordinator then attempted to compile. However, the data quickly became outdated, weakening the decision-making foundation. To optimize work processes and create a more transparent overview, Lundberg Tech decided to implement a CRM solution
Choosing Enablen Consulting and SugarCRM
The choice fell on SugarCRM as the CRM platform and Enablen Consulting as the implementation partner due to previous positive experiences with Enablen Consulting. According to Karsten Kejlhof, SugarCRM met the company’s needs without being unnecessarily complex like Microsoft Dynamics or Salesforce.
”We wanted an overview of our activities, quotes, and potential clients — with just one click”, says Karsten Kejlhof, CCO at Lundberg Tech.
With Enablen Consulting as the implementation partner, the system was tailored to Lundberg Tech’s needs. One of the major advantages was that salespeople now had access to a unified customer database where they could view all relevant information regardless of country or department. This created a much more transparent and efficient workflow.
Implementation Process and Collaboration
According to Karsten Kejlhof, the implementation went relatively smoothly. Since the company had no previous CRM data, data migration was minimal. Enablen Consulting was quick to respond to adjustment requests and provided solid support, which Karsten highlights as a major advantage:
“Overall, we quickly reached our goal and achieved the desired results.
Whenever we needed minor adjustments, we could easily send an email and discuss the desired solution, which was quickly implemented. Enablen Consulting always delivered fast and efficient support, presenting one or more solution options. The collaboration works really well in general, and we feel well-supported in our daily work”.
To ensure optimal use of the system, Enablen Consulting held a workshop and training session for employees, where they reviewed the features of SugarCRM customized for Lundberg Tech.
Results and Improvements
The transition from cumbersome Excel sheets to SugarCRM has had a significant impact on Lundberg Tech. Karsten emphasizes that among the most important benefits of implementing SugarCRM are:
”SugarCRM has freed up valuable administrative resources and optimized our salespeople’s workflow. They can now handle more quotes, send more proposals, and follow up much more efficiently. The time we previously spent on administration is now invested in sales”.
Overall, there has been an improved pipeline overview, increased transparency, easier reporting, and time savings.
Employees’ New Favorite Tool: From Adaptation to an Indispensable System
According to Karsten, new salespeople adopted the system more quickly, while more experienced employees needed time to adjust. But today, everyone is on board, and:
“If we took the system away from our salespeople today, they would all definitely be very unhappy”.
Recommendation of Enablen Consulting
Karsten Kejlhof recommends Enablen Consulting based on their flexibility, personal service, and efficient support:
”They are easy to work with, with no unnecessary corporate bureaucracy. They fit our company’s needs, and I can always reach CEO & Senior Consultant Kristian af Sandeberg directly”.
For Lundberg Tech, the collaboration with Enablen Consulting and the implementation of SugarCRM has been very positive, increasing transparency and eliminating bottlenecks.
About Lundberg Tech
Lundberg Tech is a company specializing in the development and production of industrial waste handling solutions. They provide systems for collecting, transporting, and managing waste from industries such as printing, packaging, and plastics. With a global presence, they offer sales and service in multiple countries.
