Dräger — CRM Transformation, GTM Strategy & Partner Enablement in Safety Technology

⭐ Problem

Fragmented CRM data, poor segmentation, inconsistent follow-ups, and a broken link between marketing & sales caused inefficiency and lost revenue.

⭐ Insight

✦ Safety + medical devices require precise segmentation
✦ Partner enablement is critical for scale
✦ Tender + pricing intelligence drives GTM success

⭐ Strategy

✦ CRM cleanup & segmentation
✦ Power BI intelligence
✦ Multi-channel campaigns
✦ GTM frameworks for SKUs
✦ Partner enablement (SCP Program)
✦ Tender + pricing + stock intelligence

⭐ Execution

✦ Standardized Dynamics 365, integrated HubSpot
✦ Built Power BI dashboards across mining, manufacturing, O&G & fire safety
✦ Designed GTM plans for global + India-specific launches
✦ Led SCP program — trained partners, travelled across India
✦ Shifted partner-driven revenue 45% → 60%
✦ Managed tender intelligence via PriceFX, Tender Tracker
✦ Executed safety events, webinars, regional campaigns

⭐ Impact

✦ 40% conversion across campaigns
✦ 30% sales growth for mobile-led products
✦ 12% revenue uplift via partner program
✦ CRM adoption + data quality transformed