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Success Stories

Mattei - Digital Empowerment

Digital Empowerment: new power to contact management

Through a strategic process of wide-ranging digital transformation, we supported Mattei's needs by introducing an innovative CRM intended to optimize corporate data governance worldwide. We also redesigned the company's website to improve the customer experience and enhance the brand image from a "green" perspective.

Founded in 1919, Mattei designs, manufactures and markets rotary vane compressors internationally. This innovative and patented technology has made the company a reference in the compressed air industry worldwide, with subsidiaries in the United States, China, France, Germany, and Great Britain, as well as representative offices in Russia, Spain, and Singapore and numerous business partners in the rest of the world.

Mattei_Azienda

Challenge

Taking full advantage of digital opportunities

Mattei wanted to increase channel profitability by resolving the lack of a single view of sales results and process performance and quickly regaining governance of its corporate data. The Mattei Group's broad international reach resulted in dozens of salespeople and subsidiaries and representative offices around the world: the consequence was a fragmentation of marketing, sales, and customer service processes and the proliferation of disparate data collected in silos that did not communicate with each other. An additional need was to enhance digital communication channels, first and foremost the website, to provide customers with effective tools to educate and inform them about the benefits of Mattei's patented technology and consolidate brand reliability by associating it with the innovative attitude and the critical commitment to reducing climate-changing emissions.

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Proposed Solution

Exploiting 100% of the performance of digital tools

We supported Mattei on a digital transformation journey developed in three phases:

  • Situation analysis of marketing, sales, and service processes of different branches;
  • Process re-engineering study aimed at aligning the goals of marketing, sales, and service departments and digitizing them;
  • Introduction and customization of advanced CRM platform features and development of a marketing and sales automation strategy aimed at optimizing sales activities by creating automatic communication channels with customers and lead generation initiatives on prospects.

In the second phase, special attention was paid to the website analysis. Starting from the concept of customer centricity and Mattei's mission to combine environmental sustainability and energy conservation, we developed a total graphic, content, and usability re-design.

We also enabled efficient interaction between the configurator and the CRM platform, which manages the product database by synchronizing it every 24 hours with the company's SAP management system. The configurator becomes a true digital touchpoint that interacts with potential customers and collects valuable data for studying target preferences.

Results

Sharper vision grows sales

Mattei's digital transformation project, before even reaching its final stage, has already produced a number of important results:

  • the introduction and readiness of the new CRM, which currently manages data on all marketing and sales activities worldwide, has enabled the homogenization of processes and the consequent optimization of resources to the benefit of increasing the profitability of sales channels and the customer experience offered;
  • the adoption of a number of customer experience management tools, such as the product configurator, has also made it possible to augment the customer database with qualitative data that, integrated with quantitative data, will enable Mattei to increasingly personalize its offerings.

Over time, the new CRM will be able to act as a true integration hub between internal management systems and external applications, significantly shortening the time of the purchasing journey, while always ensuring that data are homogeneous and consistent with the company's analysis needs.

*Image Credits: © 2024 Mattei Group

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