About
Viessmann is the world's leading manufacturer of high-efficiency heating and renewable energy systems. Their products are designed both for today and to meet the energy challenges of tomorrow. Founded in 1917, they are still a family business and are serious in their approach to social responsibility. To further their aim and influence to work with the future in mind, the senior team at Viessmann saw an opportunity to rethink its model for engaging with their partners – the organisations and individuals who install their products. This led to the development of a new partnership model and the creation of a process for distribution and collaboration with their installers.
Viessmann wanted to revisit their engagement methods with the partners who install their products. These individuals and organisations are key to the success of their brand as they are the direct point of contact with the end customer. Viessmann chose to collaborate with Impact Italia to improve their communication systems to ensure a seamless transmission of their company values along that purchase chain – from Viessmann to their partners to the buyer via a B2B2C process. The primary objectives for the senior team to achieve were:
- Developing a new strategy for partner loyalty and engagement;
- Redesigning a tool to assess partnerships and provide a more efficient and targeted plan of support services and incentives to sit on the Viessmann Partner Portal for all Viessmann installers.
[SB1]Yes,
Impact Italia recognised it was essential that all departments felt involved from the outset, so began by bringing internal teams from HR, sales, senior management together for an in person consultancy session.
Facilitating this process and creating cross-functional working groups, made it possible to identify the criteria for the new partner assessment from a strategic perspective. Impact then assisted the teams in interviewing their partners to create a framework for more effective assessment.
This was followed by internal communication and training activities to manage relationships with installers and ensure the transmission of Viessmann's values to the end customer.
The initiative allowed for a more functional and strategic reassessment of partnerships. It has meant partners feel more connected to Viessmann and want them to be their provider of choice.
The numerous cross-functional discussions ensured the entire company felt involved and fast-tracked the adoption of co-creation methods.
The model has been systematised and is now core to the Partner Portal – the online, information centre containing all the digital apps, tools and guides used by Viessmann installers.
The results of the review confirmed that the number of managers who present strategic and developing styles increased by over 20%. Moreover, the programme had a very positive impact on the inter-departmental / cross-functional cooperation, which is very important in such a large and diverse company as Polpharma."