The KLAFS Case

We offer digital solutions across the entire lead-to-sale process through the wide-ranging digital transformation program. Throughout our project with KLAFS, we derived five key modules.

1. Lead Generation/Marketing

• As-is analysis of current lead generation channels (offline and online, incl. social media) based on core target groups (private, commercial, including evaluation of customer journey
• Identification of best practice examples from competitors and players in other industries
• This lead to a shared understanding of the lead generation and marketing activities

2. Direct/Indirect Sales

• Qualitative analysis of digital sales processes (back-end and front-end process analysis) along the customer journey
• Evaluation of the applied tool stack in the sales process
• This resulted in a common understanding of the potentials for sales optimization and their effects

3. Design and Engineering

• Analysis of the current IT infrastructure, tool stack and processes
• Creation of a roadmap for design and engineering (action plan for short-, medium- and long-term value creation)
• The result was a common understanding of the potentials and their effects

4. Service and After Sales

• Qualitative analysis of service activities (back-end and front-end along the customer journey)
• Evaluation of digital channels in the aftersales process
• Assessment of e-commerce readiness
• Deep dive on e-commerce logistics strategy incl. scenario overview

5. Business Case and Implementation Roadmap

• Calculation of a business case and of the required budget (impact on P&L)
• Development of a Target Operating Model (TOM)
• Definition of a prioritized investment roadmap (CAPEX and OPEX level)
• This resulted in a business case and conception of the implementation