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Accelerating Sales Processes for a Fortune-500 Medical Technologies Firm

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January | 2022

Wipro leveraged Oracle CPQ Cloud to establish connected processes across the sales cycle

Client background:

Client: Global medical technologies firm
Industry type: Medical technology
Products or services: Medical devices, orthopaedic implants, surgical equipment, emergency medical equipment
Areas of operations: Global presence

Challenge

The medical-device market has experienced rapid growth during the past few years and is expected to expand even faster through 2023. To position itself for the opportunities ahead, a Fortune-500 medical-technologies company wanted to streamline its sales processes and respond more effectively to its customer opportunities.

Solution

In partnership with the medical-technologies leader, Wipro identified gaps in the company’s existing “opportunity to order” business processes and capabilities and designed the “to be” operating model. Wipro recommended connecting the processes of opportunity management, quote management and order entry to drive efficiencies and achieve better overall outcomes.

The entire “opportunity to order” process and system interactions were streamlined by synchronizing product and pricing data across Salesforce CRM, Oracle CPQ cloud and Oracle EBS (ERP). This helped improve the turnaround time for sales quotations and provided greater visibility and tracking. The rollout also included a repeatable opportunity-quote-forecasting template, which made it easy to deploy this system to 11 additional countries.

Business Impact

  • 40% faster quote turnaround times, with the added benefit of consistency
  • 15% reduction in quote-management administrative efforts due to flexible and professional proposals built on pre-approved templates
  • 360-degree view of customers, with quotation and order information available alongside the customer relationship snapshot

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