Client Challenges

6 CRMs and 6 quoting applications

5 quoting apps not integrated with any CRM

34% of quotes done in Excel and MS-Word

25 hours a week to create the sales forecast

28 of 30 templates not pre-approved by legal

Solution

Optimized the lead-to-order process

Retired 5 CRMs and upgraded Salesforce

Retired 6 obsolete quoting apps

Absorbed quoting into Oracle-ERP

Integrated configuration, pricing and quoting

Client Benefits

Major lead-to-order cycle time reduction

Automated costing and pricing

Quote dependencies auto-checked by ERP, such as required 3rd party software

Self-service contract authoring

Automated sales forecast

Technology Solutions

Featured
Systems Integration
Systems Integration

Online access to latest CAD/BIM models • Mitigated risk of out-of-spec work • Substantial reduction in rework cost • Increased field employee productivity • Informed proactive decision-making • Increased coordination across trades • Lower IT infrastructure costs

Master Data Management
Master Data Management

Centralized master data management • Accurate pricing & quoting • Accurate installed product configuration • Efficient and timely customer service • Improved client experience

Lead to Order
Lead to Order

Major lead-to-order cycle time reduction • Automated costing and pricing • System-checked quote dependencies, such as required 3rd party software • Self-service contract authoring • Automated sales forecast

Order Fulfillment
Order Fulfillment

Unified sales process • Integrated quotes, orders and invoices • Improved customer experience • Visibility of upsell opportunities • Automated revenue recognition

Procurement
Procurement

50% reduction in requisition completion time • Self-service enabled by pre-negotiated prices • Optimized online requisition process • Automatically assessed use tax liability • Procurement policy enforcement

Human Capital Management
Human Capital Management

Streamlined new hire experience • Increased payroll & benefits accuracy • Manager dashboards for transparency • Employee status changes self-service • Integrated HR & Online Learning

Applications Rationalization
Applications Rationalization

63% fewer enterprise applications • Massive reduction in IT infrastructure costs • Standardized processes and applications • Less IT resources dedicated to sustaining • More IT resources adding business value