Case Studies

TSI® Case Study

Find out how enosix enabled TSI Incorporated to drive Salesforce Success by Creating a Full 360-Degree View of the Customer Using SAP Data Natively Inside Salesforce.


TSI Drives Salesforce Success by Creating a Full 360-Degree View of the Customer Using SAP Data Natively Inside Salesforce

The world has changed a lot since TSI started building instruments in 1961, but some things remain the same. TSI’s commitment to customers’ success, the dedication to research, and the drive to make the world a better place. Collaborating with colleges and universities, research groups, and businesses around the world, TSI imagines, designs, and develops products to set the standard for measurement expertise.

The Challenge

TSI was struggling with high turnover and extensive training for their sales representatives, due to an unfamiliar and outdated SAP CRM system. The sales representatives found it too hard to use which was causing inefficiencies and even resulted in representatives leaving the company altogether. This lack of familiarity caused an inability to deliver on the customer’s expectations.

They also struggled to provide the most up to date information to the sales representatives to allow them to provide a quick response to the customer. There were discrepancies in the data at any given moment since all of the CRM integration was running through batch processes.

The business pushed IT to find a fast solution for these challenges, but IT didn’t want to make any changes until they were ready to make their move from SAP ECC to S/4HANA in a couple years because they assumed they would have to rebuild all of the integration work and it would be costly.

Finally, the business demanded there needed to be a change, which led the team down the route to evaluate an immediate solution to solve these issues.

Why enosix

The most important consideration when evaluating a CRM solution was ease of use and familiarity for current and future sales representatives to reduce friction in the onboarding process. This led the team to consider Salesforce, which virtually all of their sales representatives had prior experience using.

“It was important to us to find a solution that the sales teams could learn quickly, or possibly already have had exposure to, and Salesforce kept coming to the top of the list.”

Wade Krzmarzick, Director of IT, TSI Inc.

Wade, who worked with the founder of enosix in the past on a previous project, remembered that enosix provides a pre-built integration solution for SAP and Salesforce and decided to include enosix in the evaluation alongside Salesforce. 

From the first introduction to enosix, TSI was blown away by the fact that enosix could provide the missing piece that will allow them to leverage Salesforce like the business wanted, but still provide that real-time connection to their back-end SAP system that won’t create a nightmare for the IT team to maintain. Not to mention the fact that enosix is fully portable from SAP ECC to S/4HANA, so TSI won’t have to rebuild the integration when they make the move to S/4HANA – an all around win for the enterprise!

“A real advantage we saw in enosix was the portability, we can build the integration in ECC today, and it will work out of the box in S/4HANA…”

Wade Krzmarzick, Director of IT, TSI inc.

With enosix Surface, TSI was able to provide their representatives with a full 360-degree view of the customer, all by providing real-time access to the SAP customer data they need inside the clean UI of Salesforce. Not only do they have a view of the data from SAP, but they can even operate at a transactional level by creating SAP Quotes right inside Salesforce.

“[enosix] had a solution right out of the box that delivered what our representatives were used to inside SAP CRM… Access to the real-time data in SAP… having access to the live customer data helps us serve our customers better.”

Wade Krzmarzick, Director of IT, TSI Inc.

In just 2 months from project kick-off to go-live, TSI was able to increase adoption of the new Salesforce CRM, improve productivity of the sales representatives, and eliminate the extensive training process that was required for new hires. 

Results

After multiple requests from the business to replace an unfamiliar SAP CRM system that was plaguing the organization with extensive training processes and high turnover, TSI decided to transition to Salesforce. With that transition, they discovered that enosix was the missing piece to create a full 360-degree view of the customer inside Salesforce.

  • Increased adoption of Salesforce by giving sales teams real-time access to SAP data in one place
  • Pre-built, allowing them to fully implement a bi-directional integration in just 2 months.
  • Fully portable from SAP ECC to S/4HANA
  • Eliminated need to replicate data between systems