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In this masterclass, you'll learn how modern B2B deal management works today and how to regain control of your deal flow with the help of AI
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In this masterclass, you'll learn how modern B2B deal management works today and how to regain control of your deal flow with the help of AI
KUMAVISION is a leading Microsoft Dynamics partner delivering ERP and business management solutions for mid-sized and enterprise Companies across the German-speaking DACH region. Their sales cycles involve complex proposals with multiple stakeholders, extensive documentation, and lengthy decision processes.
See how KUMAVISION leverages digital sales rooms to transform their enterprise sales process.
Check the sales room
KUMAVISION's sales team wanted to gain more visibility into how multiple stakeholders within buying organizations engaged with their comprehensive proposals, making it difficult to prioritise deals effectively.
emlen's digital sales rooms delivered real-time visibility into multi-stakeholder engagement, enabled internal salles reps to collaborate and share materials effectively.
As the leading Microsoft Dynamics partner in Europe, serving mid-sized and large enterprises across the German-speaking DACH markets, KUMAVISION was ready to transform the way it engaged with prospects and customers throughout increasingly complex sales cycles.
Since KUMAVISION's ERP industry solutions are detailed software operating at the heart of its customers' businesses, the sales process naturally generated substantial trust.
Documentation, including proposals, service agreements, license specifications, technical references and supporting materials, is added to it. Their representatives typically shared these materials via email or in person. This practical approach had served them well, but there were opportunities for improvement.
Sometimes, representatives developed their own system for organising materials, which resulted in inconsistent customer experiences. More critically, the team lacked visibility into stakeholder engagement, being unable to see who was reviewing materials, which content was resonating, or when deals were gaining or losing momentum.
"The huge variety of solutions, features and capabilities in this competitive industry made it hard to standardise. Sales often happen when you're not in the room, so we needed a better way to equip our Sales teams with the right information to inform and persuade other stakeholders."
With five to ten stakeholders typically involved in each deal, and evaluation periods spanning several months, KUMAVISION recognised that greater transparency and a more professional purchasing experience would give them a competitive advantage.
KUMAVISION adopted a phased approach to implementing Emlen, beginning with a targeted proof of concept involving key members of their sales team. This phased implementation enabled them to validate the solution's impact before wider adoption.
Emlen's collaborative Digital Sales Rooms deliver value in three key areas:
KUMAVISION has transformed its first impression by replacing fragmented email threads with professionally designed sales rooms. Prospects now have access to a centralised hub where all materials are organised in a logical way and easy to navigate.
This is powered by Emlen's centralised content hub.
Real-time analytics provided additional visibility. With five to ten stakeholders per deal, Emlen's analytics showed who was reviewing materials, which content resonated with different roles, how long stakeholders spent on key documents, and when momentum was building or stalling.
This intelligence transformed how the team prioritised their time and tailored their approach. They could identify patterns, such as when multiple stakeholders were engaged or when deals might be stalling despite positive verbal signals.
Emlen's native Microsoft Dynamics integration was critical to adoption. Two-way contact synchronisation and automatic interaction history tracking meant that the sales team did not need to change the way they worked, and Emlen enhanced rather than disrupted their established processes.
Kumavision has achieved measurable improvements in its sales process.
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