Our client, an American multinational medical technology company, sought to overcome significant operational challenges by implementing a tailored Configure, Price, Quote (CPQ) system. With over 75,000 employees and revenue exceeding USD 20 billion, their outdated quoting processes were diminishing sales efficiency and inflating operational costs. To address these challenges, they turned to HCLTech for a comprehensive solution. We delivered a holistic CPQ system that enhanced customer experience, improved efficiency, reduced costs and provided better sales insights, driving substantial business growth.
The Challenge
High operational costs and inefficiencies demand modern workflow solutions
The client faced critical challenges that hindered their ability to maximize return on investment and holistically serve their clients. These included:
- High operational costs
- Struggles with the complexities of customization
- A disparate reporting structure that did not support strategic decisions
- Significant inefficiencies and challenges in preparing quotes and getting approvals manually
To overcome these issues, the client aimed to streamline processes, adopt best practices and modernize workflows. Implementing the Oracle CPQ Cloud Application was crucial in this transformation, empowering sales representatives to offer the right product at the right time.
The Objective
Boosting revenue with actionable data
The client sought to transform their business operations through streamlined processes and advanced digital solutions to achieve the following strategic objectives:
- Operational efficiency: Reduce costs and enhance efficiency by optimizing and automating key processes
- Revenue growth: Increase revenue through effective cross-selling and upselling strategies
- Strategic decision-making: Provide detailed digital business reporting to enable informed strategic decisions and maximize ROI
- Process optimization: Transition LATAM sales users from inefficient manual quoting methods to a streamlined process tailored to regional requirements
The Solution
Tailored solutions for streamlined operations
We redesigned the client's CPQ system with a custom interface and localized proposal outputs. This strategic implementation emphasized ongoing feedback, minimized excessive customization, and optimized workflows. As a result, we significantly reduced operational delays and costs.
- Customized CPQ interface and localized proposal outputs tailored to client needs
- Iterative development with continuous feedback incorporated in each sprint
- Limited customization to areas where standard CPQ configurations were inadequate
- Optimized processes to streamline operations, reducing delays and cutting operational expenses
The Impact
Efficiency elevated with up to 30% cost savings
Our upgraded CPQ system delivered substantial improvements in operational efficiency and user satisfaction, resulting in significant cost savings, refined pricing strategies and enhanced sales insights.
- Realized up to 30% cost savings through an optimized onsite-offshore model
- Improved user experience with streamlined functionality enhancements
- Eliminated manual efforts associated with quoting processes
- Increased deal profitability by optimizing pricing strategies and discounts
- Enhanced sales insights and reporting capabilities with advanced analytics and forecasting
- Maintained flexibility for future customization to meet evolving business development needs
