GESTRA digitalizes sales processes: ORBIS SAP Integration ONE automates data exchange between Microsoft CRM and SAP ERP


ORBIS AG has created a bidirectional end-to-end integration between the Microsoft Dynamics 365 CRM cloud solution and the SAP ERP system at GESTRA, a Spirax-Sarco Group company, using ORBIS SAP IntegrationONE for sales processes. Although the implementation was completely remote due to the Corona pandemic, it was completed in the record time of three months and on budget. Among other things, this was due to the trusting cooperation of all parties involved and ORBIS' broad expertise in the SAP and Microsoft Dynamics 365 environments as well as in the integration of both worlds.

For GESTRA, a leading manufacturer of valves and control technology for steam and hot water plants, the seamless linking of the CRM cloud solution with SAP ERP established via ORBIS SAP IntegrationONE is another important step towards digital processes. Since the data exchange between CRM and ERP takes place automatically and almost in real time, the efficiency and transparency of the sales processes increase significantly.

Opportunities are recorded by Sales in the CRM solution and a quotation data record is generated directly from this in the ERP at the push of a button. The rest of the quotation process then takes place in the SAP system. The ERP reports status information with certain key figures including a link to the quotation document, which is stored as a PDF file in an archive solution, back to the CRM. If the opportunity becomes a customer, the status change can be entered from CRM directly into the customer master data in the SAP software. Further information on individual customers - invoices, credit bills, open items, delivery bills, conditions or reminders - can be retrieved from SAP ERP with just a few mouse clicks.

This, and the fact that the sales department performs its tasks with the help of the newly introduced CRM cloud solution in an IT-supported manner and on the basis of uniform data, improves collaboration between the office and field sales teams and thus represents real added value. The valve manufacturer works with a CRM template that has been rolled out in numerous other Spirax-Sarco companies, but has been adapted as far as possible to its process requirements. Part of this template is also the Microsoft Power BI analysis platform, in which GESTRA clearly visualizes the sales forecast in dashboards.

And it goes on: Computer Telephony Integration (CTI) and digital workflows are planned, and the introduction of Microsoft Dynamics 365 Marketing is also being considered.

GESTRA AG from Bremen is a manufacturer of valves and control technology for use in the steam and condensate industry and is one of the world's technology leaders in this field. The products of the traditional company, founded in 1902, are used wherever steam is generated, distributed or used, gases or liquids flow, energy savings are possible and operational safety and environmental protection are of high importance. The product range is broad. It ranges from thermal steam traps to steam converters and includes products from three core segments: Valves, Industrial Electronics, and Thermal Apparatus and Vessels. GESTRA AG, which has been part of the Spirax-Sarco group of companies since 2017 and employs 400 people, produces its quality products at its headquarters in Bremen and sells them to customers in more than seventy countries through its own subsidiaries and, above all, through authorized partners. Through its own academy, the company passes on its know-how in the field of steam and condensate system technology and control technology to customers, but also to planning and engineering offices.
For more information about GESTRA, please visit

ORBIS accompanies medium-sized companies as well as international corporations in the digitalization of their business processes: from the joint development of the customer-specific Big Picture to the practical implementation in the project. The digitalization and automation of business processes across the entire value chain ensure the competitiveness of our customers. The in-depth process know-how and innovative strength of our 550 employees combined with the expertise gained from more than 30 years of successful, international project work in various industries make us a competent partner. We rely on the solutions and technologies of our partners SAP and Microsoft, whose portfolios are rounded off by ORBIS solutions. Our focus is on SAP S/4HANA, Customer Engagement/Customer Experience and the realization of the Smart Factory. On the basis of smart cloud technologies such as Machine Learning, Cognitive Services or IoT, we promote the innovative power of our customers in the development of innovative products, services and business models. Our expertise results from over 2,000 customer projects at more than 500 customers in the automotive supply industry, construction supply industry, electrical and electronics industry, mechanical and plant engineering, logistics, metal industry, consumer goods industry and retail. Long-standing customers include the ZF Group, Hörmann, Hager Group, Rittal, Kraftverkehr Nagel, ArcelorMittal, Montblanc, Bahlsen and Sonepar.

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