The initial situation: When people open a kitchen cabinet door, they almost always think about what is behind it – but rarely about what makes it work.
All over the world, Julius Blum products ensure that drawers glide smoothly, lift systems close gently and furniture works reliably in everyday use. Yet the invisible side of things is highly sophisticated. From a cabinetmaker in Vorarlberg to a furniture manufacturer in North America and an interior fitter in Asia: behind all these projects are quotations, pricing agreements and sales processes that are created thousands of times every day. For a company such as Julius Blum, with more than 30 subsidiaries worldwide, this represents a particular challenge. The more international a sales organisation becomes, the more important standardised processes, transparent data and a shared view of customers, opportunities and quotations become. This is exactly where Blum and SYBIT began. The objective: to create the foundation for a globally transparent and manageable sales process.
Challenge: Many markets, many processes, limited transparency
The initial trigger for the project was the replacement of an existing quotation tool whose technical platform would no longer be supported in the long term. It quickly became clear, however, that the technical modernisation presented a much greater opportunity. Over the years, different ways of working had become established in the various markets. Some sales subsidiaries used the existing tool, while others supplemented it with Excel files and Word documents or sent price quotations directly by email. Quotations were created using different processes and systems, often without end-to-end traceability.
The result was limited transparency across quotations and opportunities, a high level of manual effort and insufficient foundations for global sales management.
Solution and project approach: A global template for more than 30 subsidiaries
A key objective was to create a global template that could be used worldwide while still taking local requirements into account. Representatives from numerous markets were therefore involved at an early stage. Together, they developed a standardised quotation process that serves as the basis for the international rollout. The new solution has already been successfully introduced in the pilot markets of the United Kingdom and Poland. Today, the worldwide rollout across more than 30 subsidiaries is in full swing. By the end of 2026, around 90 per cent of the relevant markets are expected to be working on the new platform. Around 250 users worldwide are initially planned.
Benefits and results
By integrating SAP CPQ into the Lead-to-Order process, quotations are systematically linked with opportunities and customer data for the first time. This creates an end-to-end view of sales activities across more than 30 subsidiaries. Information that was previously hidden in local processes, Excel files or individual ways of working becomes part of a shared data foundation.
Consistent tracking of sales opportunities is particularly important. In the past, many quotations were created without their subsequent development being systematically visible. Linking opportunities and quotations now provides the foundation for a closed Lead-to-Order process. This creates better conditions for forecasting, sales management and management decisions.
This was one of the few projects I have experienced that was actually completed within the planned timeframe. At the same time, the same contacts were involved from start to finish. That continuity made a major difference.
Success Story
Insights from successful sales and CPQ projects
What do you think of Julius Blum’s experience with SAP CPQ and SYBIT?
Would you also like to make your global sales organisation more transparent? We can help you standardise quotation processes, manage sales activities more effectively and create the foundation for robust forecasts and data-driven decisions.
Mail: sales@sybit.de
Tel.: +44 7348948903