High Tech / Manufacturing Case Study
Client
This Fortune 100 company is a global leader in technology and manufacturing.
Challenge
With worldwide operations, this company needed to create a uniform order process across product lines and geographies to speed proposal generation, create a single catalog, and speed time-to-market for new products. It also required a single catalog consisting of complex hardware, software, and project implementation services. The solution needed to enable the rapid introduction of new product offerings and modification of existing offerings in response to market demands and changes in technology.
Solution
- Designed and deployed a uniform opportunity-to-order solution across multiple product lines and geographies that streamlined the proposal-to-order process
- The new system provides a sales view of complex products for easy creation of budgetary and firm proposals
- Deal management tools allow sales personnel to view margins and thresholds during negotiations to improve margins
- The system provides seamless integration with financial and ERP systems for booking and fulfillment
Benefits
- Reduced new customer quoting time from 21 days to 1 day
- 1% margin Enhancement in each region deployed
- Established a 2-phase quoting process; Sales Reps own first phase of quoting. Fulfillment taken care of by back office
- Automated the opportunity-quote-pricing-order processes
- Eliminated 3 legacy applications and spreadsheets reducing IT costs by more than 50%
High Tech / Manufacturing Case Study 2
Client
A global high-tech company that provides software, hardware and services that integrate physical and digital communications enabling customers to create, produce, distribute and manage the flow of information.
Challenge
This company needed to improve its customer experience through more accurate quoting of solutions, improve efficiencies through automation of manual order processing activities and improve billing experience with accurate contract and asset management
Solution
- First phase enabled internal sales quoting and ordering of a complex product line
- Implemented product configuration, pricing and ordering in Siebel to enable quoting and order capture
- Implemented and enforced negotiated discounting policies
- Enabled a full order capture, fulfillment and order status tracking system using Siebel and SAP
Benefits
- Eliminated disparate systems and spreadsheets to consolidate product and pricing
- Reduced customer quoting time to less than 1 day from current 1 week
- Eliminated revenue leakage through rogue pricing
- Monitor and enforce negotiated contract terms compliance
- Implemented end-to-end process for sales, manufacturing and fulfillment with corresponding product and pricing definitions