Strategic Goal

To harmonize sales and service processes, optimize the Quote-to-Cash cycle, simplify deal approval workflows, and automate key aspects of contract management to improve operational efficiency and customer experience.

Challenges

The company faced several critical obstacles in its sales and billing operations:

  • Time-consuming administrative process: Customers encountered significant difficulties in navigating offers, contracts, and invoicing, leading to inefficiencies.
  • Fragmented sales processes: Different business units utilized varying process steps and tools along the Deal Execution value chain, causing inconsistencies.
  • Lack of approval transparency: The absence of a unified approval process resulted in insufficient visibility and control over deal execution.
  • Dispersed systems: The inability to unify on-premise sales and subscription services within a single quote document led to operational inefficiencies and increased costs.
  • Manual document creation: Lengthy and manual processes for generating documents delayed deal execution and increased workload.
  • Redundant process triggers: Multiple teams often initiated the same process, leading to duplication of efforts and resource wastage.

 

 

 

 

 

 

 

 

 

 

Solution

To address these challenges, the company implemented a fully integrated Quote-to-Cash process with SAP solutions:

  • SAP CPQ: Enabled automated sales configuration, ensuring accuracy and consistency across all business units.

  • SAP BRIM: Optimized the billing process, providing an easy approach to managing subscriptions and entitlement-based pricing.

  • SAP S/4HANA: Facilitated financial integration, improving cost center migration and supporting new company codes.

  • SAP EMS: Automated the granting of entitlements and simplified contract management.

 

Results

The successful SAP Quote-to-Cash implementation delivered measurable improvements in sales efficiency and financial operations:

  • Harmonized sales and service processes: A unified deal execution process for all business units and deal sizes.

  • Radical simplification of deal approval: Standardized workflows enhanced transparency and reduced approval cycle times.

  • Automated contracting processes: Full automation of entitlement documentation generation minimized manual efforts.

  • Optimized cost structures: Introduction of new company codes and migration of cost centers improved financial efficiency.

  • Improved customer experience: Improved visibility into offers, contracts, delivery outcomes, and billing ensured alignment with customer expectations.

  • Future-ready business model: Supported current and future go-to-market strategies, including subscription-based and value assurance offerings.

  • Integration with CMS and DocuSign: Enabled efficient document management and electronic approvals, reducing deal execution time.