Case Study: Kennametal Inc achieves a customer-first sales focus and 15–20% reduced admin time with Microsoft Dynamics 365

Kennametal refocuses on clients with Microsoft Dynamics 365

Kennametal, a global materials‑science and manufacturing company, faced stretched sales resources after staff reductions and aging, homegrown sales and marketing systems. An internal review found salespeople spent nearly 30% of their time on manual administrative tasks and lacked a centralized sales funnel, campaign tracking, and timely reporting—hindering customer engagement and executive decision‑making.

Kennametal implemented Microsoft Dynamics 365 for Sales together with Office 365, SharePoint, Skype for Business (Lync), Power BI and Surface devices to centralize customer data, automate marketing-to-order workflows, surface customer news alerts, and capture institutional knowledge. The solution streamlined reporting and collaboration, enabled work‑from‑anywhere flexibility, reduced administrative time (forecast 15–20%), and refocused the salesforce on higher‑value customer interactions.

Kennametal Inc

Steven Hanna

VP and CIO