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The objectives of its modernization efforts are to streamline the company's customer service and ultimately deliver superior customer value. The announcement was made at SAPPHIRE® 2008, SAP's international customer conference, being held in Berlin, Germany, May 19 - 21.

Kabel BW will leverage the integration between its existing SAP ERP application and SAP CRM 2007, along with industry-specific solutions from SAP, to boost business growth through the development of new and dynamic product and service offerings, and by targeting customers more effectively and through expansion of the company's sales partner ecosystem. The new IT infrastructure will deliver the technology foundation for these business goals and is thus a key success factor of the project.

"In 2007 we increased our revenue by approximately 30 percent," said Dr. Holger Puechert, CFO, Kabel BW. "Growth remains one of our key priorities and we needed a more modern IT system to help us meet this objective. We selected SAP as our technology partner because of its extensive approach to customer relationship management and because we were impressed by the flexibility, usability and the integration power of SAP CRM. With SAP, our goal is to deliver superior customer value to our customers and partners."

Knowing the Customer as Competitive Differentiator

Following the modernization of its cable infrastructure, Kabel BW elected to augment and update existing IT systems with new functionality in order to better support customer sales, service, marketing and billing needs. Using the SAP® Customer Relationship Management and Order Management for Telecommunications package, nearly 100 sales employees and more than 2,000 sales partners will be able to ensure the uniform delivery of customer services across all communications channels -- telephone, e-mail, fax and post. Additionally, to help ensure more informed and efficient customer service, Kabel BW's 700 employees will now have a comprehensive view of customer data and history -- regardless of whether customer queries concern telephone, television or Internet service. The integrated approach to CRM will provide Kabel BW and its sales partners with unprecedented insight into customer needs and buying patterns -- knowledge that is crucial for the company's future growth. An integrated product catalog with telco-specific product modeling components within SAP CRM will also allow Kabel BW to package new service offerings quickly, efficiently and tailored to the specific needs of the customers, helping speed time-to-market.

In addition to SAP CRM, the company will leverage SAP ERP for asset management, logistics and analytical processes. Kabel BW will also implement the industry-specific application for accounts receivables and payment management, SAP Revenue Management and Contract Accounting. Through the SAP NetWeaver® technology platform, the system is open to interact with third-party applications and will be closely integrated into Comverse Kenan FX, a billing system widely used in the telecommunications industry.

Kabel BW's IT modernization project was launched on April 1, 2008. A team under the leadership of SAP special expertise partner movento, as well as experts from SAP Consulting, is responsible for the project management.

"Strong relationships with customers and powerful CRM software are key elements for a successful go-to-market strategy in the telecommunications industry," said Bob Stutz, executive vice president and general manager, Product & Technology Unit Industries and CRM, SAP. "Kabel BW clearly recognizes the competitive advantage of IT and, as its trusted technology partner, SAP will work together with Kabel BW to successfully drive its growth strategy."