Case Study: Koelnmesse achieves global control of leads and opportunities with SAP Sales Cloud

Taking control of leads and opportunities around the globe

Koelnmesse, one of the world’s top ten trade-fair organizers, runs around 80 major events plus 2,000 smaller shows each year with more than one million participants and 54,500 exhibitors from 122 countries. The company struggled with manual, form-based registrations and slow lead-and-opportunity processing—often taking days—complicated further by coordination across a large international sales-partner network, so it moved to cloud-based solutions to simplify and scale its sales processes.

By implementing SAP Commerce Cloud, SAP Sales Cloud and SAP Marketing Cloud, Koelnmesse built a self-service exhibitor portal with prefilled master data, automated data flows into sales dashboards, and integrated campaign and commission handling. The result: processing work dropped significantly, lead generation and opportunity creation take hours instead of days, partner onboarding and collaboration run more smoothly (saving some 300 lists weekly), and the organization now has a flexible digital foundation to pursue hybrid events and new business models.

Koelnmesse

Stefan Kranefeld

Vice President of Sales