Case Study CPQ
Belron is an international vehicle glass repair & replacement group leading worldwide.
Business Requirement
- The business aims to use its legacy system for storing product information. In addition, within the Service Cloud, the business wants to display various product types and their prices in the Service Console.
- Product pricing and categorization are managed in the legacy database. The Service Console should be able to display products based on the vehicle damage assessment and include applicable discount ranges for customers.
- Pricing should be categorized into Net, VAT, and Total amounts. This categorization may vary if the user selects certain products, including Value-Added Products (VAPs).
Business Challenge
- Due to the involvement of multiple external systems, multiple teams with high manpower was involved which increased the risk towards data compromise & additionally redundant information to stay in system causing a huge volume of data pool to be gathered up.
- There were no proper means to handling grievances with FSL & CTI team was sole information transmitter with lack of visibility.
Solution Oracle CPQ
- Product categorization.
- Implement a structured approach to categorize products by grouping them into main products and dependent components. For example, a wiper might be categorized as a main product, while glue and clips are classified as dependent products required for installation.
- Discount Categorization: Ensure that the discount values are dynamically calculated based on the package configuration and applied accurately during the quoting process
- Product availability on location: Oracle CPQ can display which products and bundles are available at specific locations or branch.
SOLUTION DETAILS
TMobile is an international leader offering Physical Products like Cellphones, Headsets, Sims, etc. along with Network provider services & is also a 3rd Party vendor selling other brand products. They additionally offer Travel Network too.
Business Requirement
- Configure products according to business requirements to ensure the correct discount is applied.
- Send quotations and invoices to customers, including the required digital signatures.
- The quotation must be approved by a manager before it is sent.
Business Challenge
- A CRM having capabilities of Stock Management was required.
- Based on the same, the KPIs were required to be dynamically available.
- The challenge with other solution options ranged out of feature unavailability, complex user interface, etc.
Solution Oracle CPQ
- Product categorization.
- Create quotes and invoices at the touch of a button and add accompanying materials, conditions, or electronic signature options.
- Discount Categorization: Ensure that the discount values are dynamically calculated based on the package configuration and applied accurately during the quoting process.
Caterpillar Inc., also known as CAT, is an American construction, mining and other engineering equipment manufacturer. It is widely known for its equipment, ‘Luciana’
Business Requirement
- Product Configuration: Tailor the product setup to meet specific business requirements.
- Quote Template Configuration: Set up the quote template according to predefined standards and business rules.
- Quote Presentation and Delivery: Display the total quote amount and send the finalized quote to customers.
Business Challenge
- Luciana's sales are exceptionally high within the industry, which has made managing day-to-day activities with the existing system increasingly challenging.
- The company struggled with inefficient contract management, highlighting the need for a dedicated CRM solution.
- Additionally, the complexity of the quote formats further exacerbated the situation.
Solution Oracle CPQ
- Implement a flexible quote template that can be tailored to meet specific requirements.
- Incorporate validation rules to prevent the selection of incompatible products and ensure that required products are included.
- Develop a Visualforce CPQ quote template to achieve the standard quote format, with products displayed according to their categories.
- Design and implement a workflow to route quotations for approval..
Morgan Stanley
Morgan Stanley is an American multinational investment bank and financial services company.
A platform for Financial Services & Stocks Management was expected to be developed such that the KPIs can be
generated dynamically based on the CPQ features.
Business Requirement
- Simplify and accelerate the generation of quotes.
- Effectively manage complex pricing structures and discount strategies.
- Product configurations to meet the needs of wealth management services.
- Review and interpret sales data to gain insights and drive strategic decisions.
Business Challenge
- Morgan Stanley has complex pricing and discounting rules, ensuring that the correct prices are applied based on various factors, such as client profiles or transaction volume.
- The information is not centric
Solution Oracle CPQ
- Salesforce CPQ automates approval workflows for quotes, streamlining the process for obtaining necessary authorizations before finalizing and sending out quotes.
- The platform allows for the detailed configuration of financial products and services, tailoring solutions to meet client-specific needs while adhering to predefined rules and constraints.
- CPQ helps to automate the creation of quotes. This reduces manual effort, speeds up the quoting process, and ensures.
