Thyssenkrupp Materials Services brings digital transformation to manufacturing with Sales Navigator
THE SUCCESS STORY
Learn how thyssenkrupp Materials Services used LinkedIn Sales Navigator to expand beyond materials procurement, engage new buying centers, and grow pipeline.
50%
increase in multi-threaded accounts within six months
2x
outbound messages sent on LinkedIn every six months
THE CHALLENGE
Positioning beyond materials procurement
thyssenkrupp Materials Services wanted to reposition its Service Distribution Europe team beyond traditional materials procurement and engage manufacturers with a broader portfolio of supply chain, processing, logistics, and digital services. The team also needed to identify companies with structural potential to outsource selected supply chain activities and reach additional buying-center personas beyond procurement.
THE SOLUTION
Integrating Sales Navigator into the sales journey
thyssenkrupp established LinkedIn Sales Navigator as a core element of its DPX (driving performance through customer value) sales journey. Teams integrated books of business with real-time insights for account prioritization, whitespace analysis, and service potential identification, while Relationship Mapping and Account IQ supported more consultative outreach.
THE RESULTS
Aligning outreach to how buyers buy
The manufacturing ecosystem runs on long-term relationships, and thyssenkrupp uses Sales Navigator insights to better understand how customers perceive their own business and where they have an appetite for digitization. This helps sales teams tailor outreach to customer priorities and have more relevant conversations earlier in the buying journey.
Prioritizing accounts with insight-led outreach
Prioritizing accounts with Sales Navigator is helping transform outreach effectiveness. Service Distribution sales and account teams are doubling the number of outbound messages they send on LinkedIn every six months while continuously increasing engagement and response rates. Early adopters who integrate the technology most deeply are driving the strongest results.
Mapping the relationships for value-added services
By illuminating the different roles and relationships within existing customers and target accounts, Sales Navigator helps thyssenkrupp expand beyond a single procurement contact and engage operations, production, IT, supply chain, and other stakeholders tied to value-added services and digital transformation.
“What sets Sales Navigator apart is how it connects our sales process with genuinely customer-centric engagement. It allows us to work much closer to our manufacturing customers, support their digital transformation, and strengthen the resilience of their businesses. At the same time, it helps us build a smarter supply chain—one that accelerates our own digital transformation alongside theirs.”
Maximillian Schefz
CEO of Service Distribution Europe and Member of the Board of thyssenkrupp Schulte
thyssenkrupp Materials Services
“Sales Navigator is not about sending more messages.
It’s about finding the right person you can actually help, based on data, context, and signals.”
Mike Kleinemass
Head of Customer Activation & Marketing
thyssenkrupp Materials Services
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About thyssenkrupp
thyssenkrupp Materials Services is a global leader in materials distribution and services, serving roughly 250,000 industrial customers worldwide. Its portfolio includes global materials procurement, customized materials processing, preassembly, logistics, warehousing, supply chain design, and digital supply chain services.
INDUSTRY
Transportation, Logistics, Supply Chain and Storage
No. OF EMPLOYEES:
10,001+
HEADQUARTERS
Essen, North Rhine-Westphalia, Germany
Learn more about LinkedIn Sales Navigator
Visit sales.linkedin.com to get started with LinkedIn Sales Navigator.
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