Customer Story | Commercial Systems

Trane turns completed projects into sales proof

Rather than leave completed commercial projects distributed across regional sources, Trane uses KNVEY as knowledge management software so completed commercial projects become searchable evidence—governed sales proof commercial teams can locate and use with confidence.

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Commercial HVAC field teams

Trane improved sales cycles by 45% with comparable-project evidence

Trane, a commercial HVAC and building-systems company serving North America through regional and field offices, reported that sales cycles improved by 45% when teams used KNVEY to find comparable completed projects and validate prior success with prospects. For organizations evaluating knowledge management tools, governed project knowledge improves field efficiency.

Reported sales-cycle outcome Commercial operating context Evidence applied in the field Established deployment

The pre-adoption operating challenge

Project knowledge was difficult to use

For Trane’s North American commercial HVAC organization, completed installations held valuable sales evidence—but distributed information limited the consistency and control expected from knowledge management platforms.

Regional distribution Project knowledge stayed close to local offices Offices and teams nearest each installation held the strongest familiarity with completed work, making cross-office discovery more difficult. Sales preparation Comparable evidence took time to assemble Representatives and support teams needed relevant past installations to validate experience and strengthen commercial pitches. Information quality Details required verification Teams needed confidence that project information was complete, current, and suitable for commercial use before relying on it. Field impact Content findability affects message consistency Without a dependable way to locate relevant records, teams could duplicate research, miss comparable projects, or work from incomplete information during time-sensitive opportunities.

Connected Knowledge Operations for Trane

A governed foundation connects project data and assets

For enterprise knowledge management, Trane uses KNVEY to bring completed-project records, supporting data, media, and project galleries into an accountable operating model. KNVEY provides a shared source of truth for authorized teams that need credible project information in a usable commercial context.

Sites and Hubs provide the access experience, while supporting platform pillars structure information, apply governance, manage approval, enable discovery, and surface usage insight.

Governed Commercial Knowledge Workflow

From local project records to usable sales evidence

Trane implemented KNVEY as an enterprise knowledge management system for completed commercial projects, giving regional teams a structured process to contribute, validate, approve, and reuse relevant project evidence in commercial conversations.

Capture local project knowledge Trane offices and regional teams entered the completed projects they knew best, including focused project details, supporting media, and galleries.

Classify each record consistently Nexus taxonomy categorized projects by attributes including product, product line, customer vertical, geography, environmental benefit, support contract, overseeing office, and completion date.

Route records through approval Tempo assigned records to appropriate team members and moved them through review, validation, approval, and publication, so workflows keep project evidence current.

Apply role-based access Trane’s single sign-on system authenticated more than 3,000 users, while Access Groups controlled local office permissions and authorized corporate access across offices.

Search and assemble relevant proof After approval, users searched the KNVEY Hub, filtered more than 2,000 projects, selected relevant examples, and created a targeted comparable-project report to email to a prospect or colleague.

Manage once, use where needed Across the workflow, teams manage information once across connected systems, while permissions and review controls keep commercial evidence governed for its intended users.

A Relevant Next Step

Explore a governed foundation for commercial knowledge

Trane’s experience shows how governed knowledge supports connected delivery—helping teams use trusted project evidence in the workflows where commercial decisions happen.

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