From Complexity to Clarity: How ketteQ Transformed Johnson Controls’ Global Service Supply Chain
HVAC equipment and control systems leader achieves 10% increase in On-Time Deliveries and improved inventory management.
The Background
With $27B in revenue and brands and operations around the world, Johnson Controls Inc (JCI) is a global leader in heating, air conditioning and refrigeration equipment and services. JCI and their customers worldwide are heavily reliant on a multi-billion dollar parts business, covering tens of thousands of part numbers, suppliers, and a network of hundreds of distribution locations. Forecasting demand, setting inventory levels, and making replenishment decisions are complex challenges that have been performed across many local teams and a variety of tools and processes.
The Opportunity
JCI’s service and parts business sought a solution to standardize processes and gain global visibility across its vast operational network, including distributors and dealers worldwide. With a mixed IT infrastructure of SAP and Salesforce implementations, the first priority was optimizing the chiller equipment business in Baltimore, Maryland—a critical component of their global operations.
The Win
ketteQ collaborated with JCI to deliver tailored demonstrations using their data, which were backed by robust business case modeling and IT implementation planning. JCI initiated a paid proof of concept for the chiller business, which exceeded expectations. The deployment delivered immediate performance improvements, prompting JCI to expand ketteQ globally in six phases, with the next rollout planned for their Denmark-based planning center.
The Results
- Quota Credit
The Salesforce sales team supporting JCI earned quota credit with no additional effort.
- Speed
ketteQ secured the contract after just a six-month evaluation process. This rapid sales cycle is attributed to the attractive business case created by ketteQ.
- Simplicity
By leading all the demos, meetings, and proposals that led to the win, ketteQ enabled Salesforce account owners to maximize time and focus on strategic account management.
- Growth Potential
Opportunities to expand into areas like field service management, equipment sales, and inventory planning promise additional Salesforce seats and revenue growth.
Why This Matters
This win showcases how partnering with ketteQ makes it seamless to deliver supply chain solutions that drive real business value. JCI’s success demonstrates that bringing ketteQ into the conversation can help Salesforce AEs secure wins faster, meet quotas, and build stronger relationships with their accounts.
Takeaway for Salesforce AEs: Do you see a need for a supply chain in your accounts? Engage ketteQ to drive the opportunity home. Their expertise can help you achieve quick wins, exceed quotas, and expand relationships. Get started now.
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