Project Overview
Kohler Generator operates in a high-value, enterprise-driven power generation ecosystem where sales cycles are complex, dealer networks are distributed, and product configurations require precision. To streamline customer engagement, dealer operations, and sales visibility, Kohler undertook a custom CRM transformation focused exclusively on sales, dealers, inventory-linked products, and order workflows.
The CRM platform was conceptualized and delivered by Webkype, under the strategic guidance of Gajendra Singh and technical leadership of Shakti Pratap, with the objective of creating a centralized system that connects enterprise sales teams, dealer partners, and internal stakeholders on a single digital layer.
Business Need & CRM Vision
As generator demand expanded across infrastructure, industrial, and institutional segments, Kohler Generator faced growing complexity in managing:
- Enterprise and dealer-driven sales pipelines
- Product catalogs linked with inventory availability
- Deal approvals and pricing controls
- Order tracking across multiple stakeholders
Legacy systems and manual processes limited real-time visibility and made it difficult to track opportunities end-to-end. The vision was to build a custom CRM platform that would act as the single source of truth for all sales and dealer activities—without the overhead of a full ERP.
Scope of Work — CRM-Centric Implementation
The project scope was deliberately focused on CRM and dealer operations, ensuring depth, usability, and scalability within a defined functional boundary.
Core Scope Included:
- Custom CRM for enterprise and channel sales
- Product and inventory-linked catalog management
- Deals, quotations, and order workflows
- Dealer panel with controlled access and visibility
- Management dashboards and sales analytics
No generic, off-the-shelf CRM was used. Every module was purpose-built for Kohler Generator’s business model.
CRM for Sales, Deals & Opportunities
The CRM system was designed to manage the complete sales lifecycle—from lead initiation to deal closure.
Key capabilities included:
- Lead and opportunity tracking across enterprise and dealer channels
- Deal stages with approval hierarchies
- Pricing control and discount authorization workflows
- Centralized communication and activity logs
Sales teams gained full visibility into pipeline health, deal velocity, and conversion performance across regions and channels.
Product & Inventory-Linked Catalog Management
Unlike traditional CRMs, the Kohler CRM integrates product and inventory intelligence directly into the sales workflow.
Features included:
- Structured product catalogs with specifications
- Inventory-linked availability indicators
- Product-to-deal mapping for accurate order planning
- Reduced risk of over-commitment and stock mismatch
This ensured that sales commitments aligned with actual product readiness and supply capacity.
Orders & Sales Execution Tracking
Once deals were finalized, the CRM enabled seamless transition into order execution tracking.
Capabilities included:
- Order creation directly from approved deals
- Status tracking across internal teams
- Visibility for both sales teams and dealers
- Centralized order history for audits and reporting
This eliminated fragmented order follow-ups and improved coordination across departments.
Dealer Panel & Channel Management
A dedicated Dealer Panel was developed as a core component of the CRM ecosystem.
Dealer-specific features included:
- Secure login and role-based access
- Lead and deal visibility assigned to the dealer
- Product browsing and order status tracking
- Communication and update transparency
This empowered dealers while maintaining enterprise-level control, governance, and data security.
Analytics, Dashboards & Decision Intelligence
The CRM includes real-time dashboards designed for leadership and sales managers.
Insights available included:
- Sales pipeline performance
- Dealer-wise and region-wise deal analysis
- Product demand trends
- Order conversion and closure ratios
These analytics enable faster decision-making and data-driven sales strategies.
Technology & Platform Design
The CRM platform was built as a custom, scalable, and secure system, optimized for enterprise usage.
Key design principles:
- Modular CRM architecture for future expansion
- Role-based access for internal teams and dealers
- API-ready structure for integrations
- High-performance backend to support concurrent users
The system is future-ready for AI-driven sales insights and advanced analytics.
