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Modernizing CRM in weeks with SAP Sales Cloud and Cloud ERP at NRB

NRB SAP sales cloud
Amista team at work

NRB’s Journey with Amista and SAP Sales Cloud

NRB, initially an Amista customer for SAP CRM support, sought a modern CRM to streamline (pre-)sales across its group companies.

Amista, having built a trusted relationship, implemented SAP Sales Cloud. It was integrated with NRB’s ERP system, first ECC 6.0 and now upgraded to S/4HANA (on premise).

The solution supports key processes including account and activity management, opportunity tracking, contract finalization, and invoicing.

Scope

The project had two phases. First, the team implemented Sales Cloud and integrated it with SAP ECC 6.0. This phase took about 10 weeks and included data migration from SAP CRM.

Meanwhile, NRB was transitioning to SAP S/4HANA. As a result, the integration had to be reconfigured and additional packages were implemented.

Challenges

  • Previous ERP system (ECC 6.0) was not exposed to the cloud
  • Migration of certain data types (attachments)
  • Mapping of integration scenarios from ECC 6.0 to S/4HANA

Objectives

  • Cover CRM processes (account, activity, opportunity, contract management)
  • Seamless integration between CRM (Sales Cloud) and ERP systems (initially ECC 6.0, then S/4HANA), as well as third-party solutions
  • Provide a synchronous (real-time) connection between cloud and on-premise solutions
  • Easy monitoring capabilities
  • Secure authentication

Working with Amista offers real peace of mind for a project manager. Based on clear specifications from preparatory meetings, Amista delivered a budget-aligned and operational plan, which they followed precisely during the migration and go-live phase.

They respected timing and availability needs, ensuring a smooth transition and uninterrupted CRM use for NRB’s key users, along with the necessary support.

Philippe H, NRB project manager for the CRM Cloud implementation

Solution

A key requirement was aligning CRM and ERP processes, including syncing master data like business partners.

To integrate Sales Cloud with NRB’s on-premise S/4HANA, SAP CPQ, and Microsoft SharePoint, Amista used standard oDATA APIs and SAP Integration Suite.

This cloud-based platform connects cloud and on-premise systems. At NRB, a cloud connector acted as a reverse proxy, and standard iFlows managed the process communication.

To speed up the implementation, Amista used and configured SAP’s pre-packaged content, including standard iFlows for Sales Cloud processes like business partner replication, external pricing, and contract replication.

The integration in SAP Integration Suite was customized to meet NRB’s specific needs, including filters and custom logic. Configuration was completed on both the Sales Cloud and S/4HANA sides.

Since NRB previously used SAP CRM, data migration was required. Amista used the Sales Cloud Data Workbench to import data, preparing and validating it in Excel with standard templates before uploading it to the system.

Amista SAP Sales Cloud project at NRB

A key challenge during the migration was handling attachment data. SAP exports this in bulk from the source system, making it time-consuming to convert into the correct import templates.

Using Amista’s expertise in SAP Intelligent Robotic Process Automation (iRPA), the manual work was replaced with a smart automated process, significantly reducing processing time.

The switch to the new C4C cloud solution was smooth and stress-free. Amista adapted the processes and reports to meet our needs, providing strong support throughout the transition.

Minor issues after go-live mostly involved integrations with SharePoint and S/4HANA, such as attachment synchronization and value updates. These were quickly analyzed and resolved, with some not even related to the migration.

The transition led by Amista was successful and well received by all users.

Valentine B, Head of Bid

Benefits

IT

  • Central platform for management and monitoring the exchange of data
  • Quick deployment without development
  • The solution offers to easily extend and/or add business scenarios
  • Monitoring dashboard in SCP can be configured including notification capabilities
  • Secure communication between Sales Cloud – SAP Integration Suite – SAP S/4HANA

Business

  • Seamless integration of sales processes between front and back office
  • Real-time availability of data
  • 360° view of the customer and its sales transactions
  • Better customer service

The new Cloud solutions offered by SAP, generally preconfigured, make it possible to put an end to the mammoth projects that we used to go through in the past. The tools are deployed in 2-3 months. The Blueprint phase is replaced by a gap analysis (modifications to be made to the standard processes carried out) and much easier to understand by users. Maintenance is reduced and changes are also easier to envision.

Frédérique C, Internal Business Solutions Manager
Amista SAP Sales Cloud project at NRB

Result

Financially, the cloud solution is more expensive and its maintenance is not necessarily better than the old one. However, its more intuitive interface makes daily use easier for many users.

While the functional scope stayed the same after migration, the new setup allows for easier planning of future features like lead management.

Ready for innovation and want to move to SAP Sales Cloud or SAP S/4HANA, just like NRB?

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Customer

NRB

Location

Herstal, Belgium

Technology used

SAP Business Technology Platform, SAP Cloud ERP, SAP Sales Cloud

About our client

The NRB Group is a group of companies delivering infrastructure and technology services. It consists of multiple companies such as NRB, Trasys International, Zorgi and more. With a consolidated turnover of € 501,6 million and over 3.300 employees, the NRB Group is one of the main Belgian players in the ICT sector with a European vocation.