Junikom: Automated Sales Processes for a 360-Degree Customer View
Success Story
Four System Landscapes Become One Platform
The Junikom Group brings together four independent software companies under one roof: EurOwiG, bec kommunal, geoinform and more! software. Before joining forces, each company worked with its own tools, Excel spreadsheets and bespoke databases. There was no professional CRM solution or shared data pool.
Together with H+W CONSULT, a Salesfive subsidiary, the Group established Salesforce Sales Cloud as the central platform for all four subsidiaries. The aim was to create a consistent sales process across the entire Group and a consolidated data foundation that provides a 360-degree view of every customer relationship.
The project began with workshops in summer 2025, during which H+W analysed the processes across all companies and consolidated them into a shared core sales process. A key part of the project involved the migration of heterogeneous data sources from legacy systems such as Lexware and various custom-built solutions into a shared Salesforce instance.
Today, Junikom operates without data silos. The next development stages are already defined: group-wide invoicing, the introduction of Salesforce Service Cloud and further automation. This brings sales and service together on a shared data foundation while creating the conditions for using artificial intelligence (AI).
Overview
What We Delivered
Junikom consolidated the sales and contract processes of its subsidiaries on a central Salesforce platform. H+W supported the project as a process and implementation partner.
Introducing Sales Cloud as the Central Platform
Migration of Heterogeneous Data Sources
Standardisation of Sales Processes
Centralised Asset Management via Assets
Technologies
These Technologies Were Used
Systems are only as effective as the technology behind them. That is why we rely on modern solutions from the Salesforce ecosystem in our customers’ digitalisation projects. Junikom uses, among others, the following technologies.
Challenges
This Was the Starting Point
Four companies, four established ways of working and no shared data foundation: the Junikom Group needed standardised processes without compromising the autonomy of its subsidiaries.
Each of the four companies used its own tools, ranging from Excel spreadsheets to bespoke databases. Customer data was fragmented, making a consolidated view impossible. In some cases, invoicing operated independently of the remaining sales data through Lexware.
A unified view of customer relationships required bringing all data sources into a central platform and consolidating the data held by the four companies.
Before the merger, each company followed its own processes. The group lacked a shared sales process that enabled centralised management while reflecting the different business models. These include multi-year subscriptions as well as one-off product sales such as installations or training.
A standardised core sales process was required to bring together the workflows of all four companies while accurately reflecting both business models.
Because customers were often managed across several subsidiaries, duplicates arose: the same customer appeared under multiple accounts in different subsidiaries.
To establish a reliable data foundation and prepare for upcoming invoicing, these records needed to be consolidated and standardised customer numbers introduced before the planned billing project could begin.
Standardisation affected teams navigating a sensitive transition following the acquisition by Junikom. Until then, they had been able to respond flexibly to individual customer requirements, often resulting in bespoke document adjustments.
Introducing standardised processes required us to address team members' concerns, understand existing workflows and prevent unofficial changes to documents that could compromise subsequent invoicing.
“With Salesforce, we have a central, reliable view of all Junikom Group customers for the first time. This creates greater transparency in sales and enables us to develop our customer relationships in a more structured and targeted way.”
Solution
Project Success in Detail
Four separate systems have become one shared platform: Junikom Group now manages its sales through a standardised process and can view all customer details in one place.
Central Platform for Four Companies
For the first time, Sales Cloud provides a group-wide view of all customer relationships. It replaces fragmented legacy systems and consolidates company data within a single instance. With the planned Service Cloud, Salesforce is evolving into the central platform that brings sales and customer service together.
Standardised Sales Processes
Junikom Group operates two business models with standardised processes: a lean model for one-off sales and a more complex model for subscriptions. For subscriptions, quote creation is firmly linked to the opportunity through the Salesfive solution DocXpert. Closing the opportunity automatically creates the order, contract and associated assets, ensuring an end-to-end process.
Automated Contract Management
Contract history remains transparent at all times in subscription-based business models with multi-year terms. A nightly batch job automatically creates renewal opportunities for contracts approaching expiry. Changes during the contract term, such as upsells or downsells, are reflected directly in the active contract. Once a contract expires, the system marks it as expired.
360-Degree View of Assets
All customer products and contracts are now centrally visible across the four companies. Assets on the account enable the sales team to see which products a customer already uses within the group, allowing them to manage activities and cross-selling and upselling opportunities more effectively. These insights are complemented by analyses and reports created by Junikom.
Data Migration as a Foundation
As part of an upcoming tariff revision, the recommended new product bundles are automatically added to opportunities, replacing the previous individual products. This is based on the migration of legacy contracts and products from complex Excel lists. The data is cleansed and structured in Salesforce to support the new processes and enable the use of AI.
Enabling the Team
Junikom manages the platform independently and continuously trains new team members. H+W made this possible through initial training and a handbook. As the specific requirements were difficult to define at the start of the project, the team also developed a proof of concept. This visualised the structure of the Salesforce instance and created a shared foundation for further development.
“The challenge was to bring four companies with different structures and processes together on a shared platform. H+W CONSULT supported us pragmatically throughout the process. Together, we built a sales process that suits our group and can continue to evolve.”
Company
About Junikom
The Munich-based Junikom Group comprises four software companies: EurOwiG, bec kommunal, geoinform and more! software. Each company develops specialised software for different areas of public administration.
The group supports around 1,500 customers across Germany with tailored digital solutions. Its portfolio includes software for construction and property management, geospatial infrastructure data, administrative offences, meeting management and AI-supported minute-taking. Junikom aims to digitalise administrative processes in a procedurally and legally compliant manner, enabling more efficient operations and improved public services.
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