Strategic Goal

to unify quoting and configuration across all sales channels through a scalable and integrated SAP solution.

Challenges

The company faced a range of limitations tied to its legacy product configuration system:

    • Lack of CRM integration: The previous configurator could not connect with the SAP Sales and Service Cloud, resulting in siloed workflows and inconsistent data.

    • No customer-specific pricing logic: Discounts based on customer terms and conditions could not be applied automatically, limiting pricing flexibility.

    • No dealer access: External users such as dealers and large customers had no access to the configuration environment, hindering indirect sales.

    • No approval workflow support: The system lacked the ability to generate structured approval workflows for quotes.

    • Limited document generation flexibility: Outgoing document formats and layouts could not be easily adapted to business needs.
    • Custom-built system with poor performance: The highly customised legacy tool struggled with performance and scalability.

Solution

The company partnered with CLARITY to implement an integrated quoting and configuration environment based on SAP and third-party components:

      • SAP Configure Price Quote: Served as the central solution for guided selling, quote creation, and price calculation, replacing the underperforming legacy configurator.

      • SAP Sales Cloud & SAP Service Cloud: Provided a central CRM platform with synchronized customer data, enabling full integration with SAP CPQ for optimized quote management.

      • SAP CPI & SAP ECC: Enabled real-time pricing logic and smooth data flows between CPQ and ERP, ensuring consistent pricing across configurable products.

      • CAMOS CPQ Integration: Allowed complex product configurations to be modelled within CAMOS while leveraging SAP CPQ for quoting and approvals.

      • PIM Integration: Extended CPQ capabilities by incorporating product data from the Product Information Management system, supporting personalization and configuration accuracy.

Results

The SAP-based solution delivered measurable improvements in quoting speed, accuracy, and configurator accessibility:

    • CRM & CPQ Synchronization: Full integration between SAP Sales Cloud and CPQ ensured accurate and up-to-date customer and quote data across the sales cycle.

    • Advanced Product Configuration: Integration with CAMOS enabled performance-driven configuration for complex product offerings.

    • External User Enablement: Dealers and key customers gained access to personalized configuration and quoting, accelerating indirect sales.

    • Customer-Specific Pricing: Real-time pricing pulled from SAP ECC supported conditional discounts based on customer agreements.

    • Custom Document Output: Sales teams could generate personalized, professional proposals using flexible document layouts and templates.

    • Faster Sales Cycles: The “copy quote” functionality and guided quoting logic significantly reduced time to proposal for internal users.