Digitalisierungsansätze zur Optimierung des Vertriebs- und Projektmanagements in mittelständischen Unternehmen in der Metallindustrie

Abstract

This bachelor's thesis examines digitalization approaches in sales and project management for medium-sized companies in the metal industry, aiming to achieve efficiency and effectiveness improvements through digital technologies and to reduce manual and repetitive tasks. The focus is on analyzing sales processes, project management methods, and digital technologies that can contribute to optimization. Sales is considered as a strategic and operational function that ranges from offer creation to aftersales support. An independent sales department is crucial for business success and is supported by digital transformation. A successful digitalization strategy requires an adjustment of company culture and structure. In comparison to other departments, data maturity in sales often lags behind. Artificial intelligence optimizes sales processes by identifying sales opportunities and recognizing customer needs. Effective after-sales service promotes customer satisfaction and loyalty. The implementation of digital technologies increases efficiency and adaptability to market changes. Small digitalization projects are advisable for optimal use of company resources. Effective customer relationship management systems, voice- and text-based sales assistants, and sales analytics programs are essential for customer management to build long-term customer relationships. These systems support sales in process execution, customer analysis, and communication, thereby reducing manual and repetitive tasks. In project management, traditional methods are suitable for stable projects, while agile methods stand out due to their flexibility. Hybrid models combine both approaches and allow for greater adaptability. Multi-project management enables efficient use of resources. Artificial intelligence based software systems, digital twins, and blockchain technology support these methods by improving time, cost, and resource planning, and allowing for autonomous contract and payment processing without third parties. Status reports on ongoing projects can also be generated in real-time and captured seamlessly. These technologies reduce time and cost efforts and allow employees to focus on essential tasks by reducing repetitive work. The thesis demonstrates that strategic sales organization and modern project management can be significantly optimized through technology, leading to increased efficiency and competitiveness.

Date of Award	2024
Original language	German (Austria)
Supervisor	Franz Obermair (Supervisor)