Strategic Goal
To expand market reach and enhance service offerings through better data integration and new revenue streams
Challenges
Several obstacles hindered the company’s ability to achieve its sales objectives:
Complex Product Configurations: The existing system required sales representatives to navigate complex configuration processes, leading to delays and errors.
Disjointed Sales Processes: Regional variations created inefficiencies and inconsistencies in customer interactions.
Manual Data Entry and Approval Bottlenecks: Relying on manual approvals slowed down order processing and increased the risk of human error.
Limited Visibility and Reporting: A lack of centralized data made it difficult to forecast sales accurately and analyze performance accurately.
Time-Consuming Pricing and Quoting: Without automation, generating accurate quotes was labor-intensive and prone to errors.
Poor System Integration: Sales and operational systems lacked connectivity, causing data silos and inefficiencies.
Customer Expectation Gaps: The inability to quickly configure complex solutions limited responsiveness to customer needs.
Solution
With CLARITY’s expertise, the company implemented a comprehensive SAP CPQ solution that directly addressed these pain points:
Enhanced Sales Team Workflow: A simplified interface reduced errors and improved efficiency for sales representatives.
Global Standardization: Sales processes were aligned across all locations, ensuring consistent operations and reducing maintenance costs.
Faster Sales Cycles: A more intuitive product configuration tool minimized manual efforts and sped up the quoting process.
Stronger Compliance: The implementation reinforced standardized pricing and quoting policies across business units.
Modernized Pricing and Configuration: An outdated tool was replaced with a high-performing SAP CPQ system, improving accuracy and reliability.
Automated Approvals: Approval processes were automated, reducing delays and eliminating unnecessary manual interventions.
Seamless Document Generation: Automated output document creation improved efficiency in proposal and order generation.
Results
The implementation of SAP CPQ delivered measurable improvements in sales and operational performance:
Accelerated Sales Processes:The automation and optimization of sales workflows led to a 20–40% reduction in processing time, enabling faster quote generation and improved responsiveness to customer inquiries.
Integrated Systems: Microsoft Dynamics, SAP CPQ, and SAP ERP were fully synchronized, eliminating data silos and improving overall efficiency.
Unified Sales Portal: Sales representatives gained access to all necessary tools through a single, user-friendly interface, reducing complexity and errors.
Enhanced User Experience: Navigation of the product catalog was simplified, making configuration and pricing more intuitive.
Stronger Compliance: Standardized sales procedures improved compliance while also reducing long-term maintenance costs.
Automated Order Management: With SAP СPQ workflows, key processes were automated, freeing up sales resources and improving response times.