Client background:

• Client: Multinational energy and digital automation company
• Industry type: Electrical equipment manufacturing
• Products or services: Electrical power distribution, grid automation, industrial safety systems
• Areas of operations: Global presence

Challenge

A multinational electric equipment manufacturer realized that it needed to update its opportunity pipeline and quote management system to keep pace with rising growth. Partially manual workflows for pricing, quoting and opportunity pipeline tracking needed to be completely automated and the sales team needed better visibility of all data. The manufacturer required a technology partner to help them streamline and completely automate the entire sales management process, enabling sales teams to spend more time interacting with customers.

Solution

Wipro was engaged to design the target business solution and establish a new and robust technology architecture that could support the company’s continuing growth. After analyzing existing processes, the team streamlined the entire Opportunity to Order process by creating an integrated solution between Salesforce CRM, Oracle CPQ Cloud and SAP (ERP).

Automating all processes across the sales life-cycle – approvals, proposal generation, negotiations, order creation and tracking – resulted in more efficiency, improved quotations and minimal errors in data. The solution synced all data across each platform every night. This resulted in greater pipeline visibility and improved tracking of the entire quotation cycle for each opportunity. Several user-friendly approaches were implemented for pricing, like visual/numeric transaction prices and delta pricing visuals to see the difference between current and prior year average prices. Moreover, adding pricing summary pyramids and intuitive user interfaces using joint engine technology (JET) UI,  provided sales teams with powerful insights to improve their productivity.

Business Impact

With the adoption of a fully integrated opportunity pipeline and quote management solution, the manufacturer is benefiting from a completely automated sales process that has increased quote accuracy resulting in 40% faster turnaround times. In addition, they are seeing a 65% reduction of time spent and the pre-approved templates helped reduce administrative efforts for quote management by approximately 15%. Overall, sales teams now have significantly more efficient workflows allowing more time for valuable client follow-ups and account management.