MARTELLOZZO GROUP Development and implementation of a custom solution for managing business relationships.
The company
- Industry
- Food & Beverage
- Solution
- Custom Applications
- Project
- Development and implementation of a custom solution for managing business relationships
- With us since
- 2024
The Challenge
Founded in 1899 on the estates of the Padua area and now firmly rooted in the heart of Friuli Grave, Gruppo Martellozzo is one of the leading wineries in Northeastern Italy. A family-owned, women-led business headed by Piera Martellozzo, with a pioneering spirit and a strong commitment to quality, the company has anticipated market trends over the decades, from native grape varieties to organic wines, while building a strong presence both in Italy and on international markets, including the United States, Canada, and Northern Europe.
Selling wine today means more than simply selling a product. It means building relationships, knowing your customers, and responding to increasingly complex and diverse needs shaped by different markets, regulations, and cultures.
With revenue evenly distributed between Italy and international markets and a steadily expanding network of contacts, Gruppo Martellozzo faced an increasingly pressing challenge: the commercial information collected every day, at trade fairs, events, and during negotiations, risked remaining scattered or tied to individual people instead of becoming a shared company asset.
The need was clear: the company required a tool capable of centralizing data, making it accessible, and turning it into a competitive advantage. Gruppo Martellozzo was looking for a partner, not simply a supplier, with a clear understanding that building relationships with local businesses is not merely a matter of convenience, but a company philosophy consistent with the way it produces and sells its wine. The same respect for local roots that goes into every bottle was also reflected in the way the company built its business relationships.
What our client says →
The Solution
The project began with an initial meeting in which Tempestive, a company within the Alfa Sistemi Group, chose to say no. The initial request was to implement a structured enterprise-level CRM, but after an assessment phase, it became clear that a standard solution would have represented unnecessary complexity: high costs, largely unused functionality, and a significant risk of customer dissatisfaction.
The answer was a custom solution, built around the Client’s specific needs: its way of collecting information, which was diverse, human, and often analog, as well as its operations across markets with very different regulatory and commercial requirements.
The main activities included:
- Initial assessment, to clearly define actual requirements and identify the right project scope, avoiding unnecessary investment
- Development of a custom solution, designed around the specific needs of the sales team without the complexity of an enterprise CRM
- Integration with the existing ERP system, coordinating the technical interaction with the provider of the management solution already used by the company, without requiring the client to manage the complexity of the integration directly
- Coordination of external partners, acting as the central point of coordination between the various IT stakeholders involved, all of whom were external to the company
- Subsequent customizations, with targeted adjustments to menus, mandatory fields, and information display based on requirements that emerged during actual day-to-day use
One distinctive element of the project was Tempestive’s role as a “translator”: in a company without internal IT resources, the ability to make technical choices understandable and bridge different languages and areas of expertise was as valuable as the solution itself.
The Benefits
A partner willing to say no
Choosing an enterprise CRM would have meant months of implementation, functionality beyond the company’s actual needs, and an investment that would have been difficult to justify. Tempestive’s ability to stop, assess the situation, and propose a more suitable alternative prevented a costly mistake and laid the foundations for genuine trust.
No information lost
Contacts collected at trade fairs, WhatsApp messages, handwritten orders: the wine industry is still deeply human and analog. The solution has made it possible to centralize an information asset that was previously at risk of being scattered, giving the team a complete and shared view of customers and prospects.
Managing international complexity
Operating simultaneously in Italy and international markets means dealing with significantly different labeling regulations, misaligned sales cycles, and stakeholders with different cultural expectations. The platform now enables information to be segmented by market, data accuracy to be maintained, and the margin for error to be reduced, with tangible benefits for both service quality and regulatory compliance.
Building local partnerships
Choosing Tempestive was not just a technical decision. Gruppo Martellozzo was looking for a partner rooted in the same region, convinced that geographical proximity fosters stronger relationships and a deeper understanding of local challenges. Just as wines are born from the land around them, the best partnerships also grow from shared roots.
A solution that grows with the company
Gruppo Martellozzo is a growing business, with new products under development and evolving markets. The custom platform was designed to evolve over time, supporting new needs without requiring the company to start from scratch each time. – The collaboration did not end when the project was completed.
A relationship, not just a service
The collaboration did not end when the project was completed. Gruppo Martellozzo knows it can rely on a partner that is ready to listen and step in when needed, providing the confidence that comes from having built a relationship based on trust over time.
The results
The value of this project cannot be measured by a direct increase in orders or customers. It can be measured in something more difficult to build: the certainty that no contact, request, or commercial detail will ever be lost again. The certainty that the team can work in a more organized, informed, and coordinated way, regardless of whether they are in the office, at a trade fair, or traveling.
Gruppo Martellozzo found in Tempestive, a company within the Alfa Sistemi Group, not just a tool, but a partner capable of listening before proposing, building a tailored solution instead of standardizing, and remaining by its side over time. A collaboration that, like a good wine, needed time to reveal its full value, but is already delivering tangible results and providing solid foundations for the future.
