Strategic Goal

to unify and digitize global sales processes, improve operational efficiency, and ensure consistent compliance across regions.

Challenges

The company faced several operational bottlenecks that hindered its sales effectiveness:

  • Disconnected Systems and Duplicated Data: Manual data replication across unconnected platforms increased error rates and slowed down sales operations.

  • Inconsistent Sales Processes: A lack of standardized global sales workflows made scaling difficult and reduced overall efficiency.

  • Lengthy Sales Cycles: Excessive manual steps in quoting and configuration slowed down the time to proposal and deal closure.

  • Sales Compliance Gaps: The absence of embedded approval workflows resulted in inconsistent adherence to commercial policies.

  • Integration Inefficiencies: Without synchronized systems, data maintenance across platforms was manual and inefficient.

  • Process Fragmentation: Configure-to-Order and Engineer-to-Order processes operated in separate environments, reducing visibility and process control.

Solution

To address these issues, the company worked with CLARITY on a tightly integrated SAP solution that unified sales configuration, product modeling, and process automation:

  • SAP Configure Price Quote (CPQ): Centralized and automated the quoting process, supporting both Configure-to-Order and Engineer-to-Order scenarios with complex approval workflows and real-time pricing logic.

  • SAP Commerce Cloud: Enabled reuse of centralized product models across digital sales channels for consistent product configuration and pricing.

  • SAP ECC with LO-VC (Variant Configuration): Supported complex product modelling for both CTO and ETO use cases, enabling dynamic product selection and engineering approval flows triggered directly from CPQ.

  • SAP VCP (Variant Configuration and Pricing): Delivered real-time configuration and pricing services across sales platforms to ensure technical and commercial accuracy.

  • SAP Business Technology Platform (BTP): Provided flexible integration capabilities and process extensions, connecting multiple vendor systems and ensuring scalable, consistent workflows.

Results

The deployment of this integrated SAP landscape led to measurable improvements in sales efficiency, compliance, and process alignment:

  • Fully Digitized Sales Process: SAP CPQ integration with CRM, product selection, and backend systems eliminated manual work and enabled a fully digitized Configure-to-Order and Engineer-to-Order process.

  • Unified Sales Workspace: Sales teams could access quoting and product selection tools from within their CRM environment via embedded windows and SSO, creating a smooth user experience.

  • Improved Sales Compliance: Automated approval workflows helped enforce pricing and margin controls, increasing compliance across regional sales units.

  • Consistent Product Configuration: The “model once, configure anywhere” approach enabled consistent product logic and pricing across digital and assisted sales channels.

  • Support for Engineer-to-Order: Engineer-to-Order flows were incorporated into LO-VC models, with CPQ triggering engineering approval steps when required, ensuring accurate and feasible configurations.