Viessmann hits 93% adoption and direct ROI by replacing printed sales materials

THE CHALLENGE

Field teams relied on print because digital was too slow

With a broad product portfolio, Viessmann’s sales and technical teams used to visit customers carrying a notebook and a pile of printed materials.

A digital option technically existed — but it wasn’t practical.

“It was a slow process that required connecting to the online portal, authenticating as a user, and downloading the required files,” says Federico Cinquetti, Sales Enablement Manager at Viessmann. “The existing process wasn’t easy or efficient.”

With products constantly changing, sellers needed reliable access to the latest approved content — including on construction sites with no internet connection. The gap between what was available and what was usable was costing the team time with every customer visit.

THE SOLUTION

A mobile-first platform that works online and offline

As part of a larger corporate initiative to improve sales workflows, Viessmann Italia set out to find an intuitive mobile platform that could meet three core requirements:

• Easy access to technical and marketing materials. Sellers needed one place to find technical specifications, brochures, and commercial information created by multiple departments.
• Automatic content synchronization. With products constantly evolving, the platform had to ensure sellers always had the most current, approved content — without manual downloads.
• Offline functionality. Field teams needed to walk into any meeting — including on construction sites — with full confidence that their content was accessible regardless of connectivity.

Showpad met all three. Implementation took just days, with the majority of documentation already in PDF format and ready to upload. The team also integrated quick links to web-based utilities, extending the platform’s value beyond static content.

“After a brief test period, we decided to launch Showpad to our field sales and technical support departments,” says Cinquetti.

THE IMPACT

93% adoption, less admin, and print savings that paid for the platform

Viessmann’s field teams adopted Showpad quickly — reaching a 93% adoption rate across sales and technical support. The results went well beyond usage numbers.

Sellers spend less time on administrative tasks. Guided workflows lead to more efficient customer visits. And marketing now has actionable insights into which content is actually being used in the field.

“With Showpad, we are giving our sales and technical teams more time to spend with their customers,” says Cinquetti.

The platform also became an effective communication tool between field teams and other departments, giving everyone a reliable way to access the latest and most relevant company information.

Perhaps the most concrete result: decreased printing costs paid for the Showpad investment directly — delivering immediate, measurable ROI.