How KVP partnered with a BSE-listed Indian market leader in road construction equipment to re-engineer customer management, sharpen market intelligence and forecasting, and embed a cloud CRM that the business actually adopted.
Market position retained
Functions integrated end-to-end
User adoption across roles
Sponsored, corporate-led initiative
A BSE-listed Indian manufacturer and the country's market leader in road construction equipment, with global sales operations and a centralised production facility. With India's renewed thrust on infrastructure, the customer needed to capitalise on a fast-growing market while defending leadership against aggressive new entrants.
Aggressive new entrants with attractive customer-acquisition strategies pressured the incumbent to keep customer contact warm and information-rich.
A wide gap between announced infrastructure plans and actual on-ground execution made forecasting, capacity planning, and pipeline management difficult.
Front-line sales, pre-sales, quoting, production, service, and after-market operated in disconnected systems with limited visibility.
Any new system had to be simple enough for field users yet powerful enough for management analytics — without forcing a rip-and-replace.
KVP's principle was simple: don't fit the customer into a standard tool — first understand the business, then configure the platform around it. We chose a process-driven cloud CRM for cost, flexibility, and scale, and ran the programme as a corporate initiative sponsored by the CEO.
Closer customer contact with structured product education and factual information to support informed buying decisions.
A standardised, transparent quoting and approval mechanism that compresses cycle time and removes ambiguity.
Tight integration between front-line sales and back-end operations to remove handoff delays and rework.
An end-to-end process spanning marketing, sales, pre-sales, production, finance, service, and after-market — all on one CRM backbone.
Faster, more informed responses to customers and market shifts, helping defend market leadership against new entrants.
Higher-quality market intelligence and business forecasting replacing manual, person-dependent reporting.
High adoption across field and management driven by user-centric design, clear outputs, and management sponsorship.
"KVP was an ideal partner in our re-engineering initiative. They brought innovative ideas and industry best-practices that helped us re-define marketing, sales, pre-sales, production, finance, service and after-market processes. The most important aspect of KVP's approach was not to fit a standard solution, but to thoroughly understand our business and then configure a tool to meet the requirements."
— Chief Executive Officer, Indian road construction equipment manufacturer