Strategic Goal

to improve sales effectiveness with standardized processes enabled by SAP CPQ solutions.

Challenges

The company faced a number of critical issues across its sales and operational workflows:

  • Disconnected systems and manual workflows: Fragmented sales platforms and manual agreement management slowed down the sales cycle and created approval bottlenecks.

  • Lack of insight-driven selling: The absence of upsell and cross-sell logic, along with missing KPIs and account planning tools, limited the ability to identify opportunities and maximize value from existing customers.

  • No visibility into profitability: Without a unified view of product costs or deal-level profitability, commercial decisions lacked financial transparency.

  • Inconsistent sales processes: Sales activities were not consistently tracked or aligned across regional teams, reducing transparency and making performance harder to compare.

  • Delayed supply information: Slow updates on production volumes, shipping timelines, and capacity forecasts made it difficult to provide reliable delivery commitments.
  • Time-consuming onboarding process: Complex product bundles and manual quoting tools resulted in long ramp-up periods for new sales representatives.

Solution

  • To resolve these challenges, the company partnered with CLARITY and deployed a tightly integrated SAP solution:

    • SAP Configure Price Quote (CPQ): Centralized and automated quote creation across regions, with embedded logic for guided selling, upsell recommendations, and pricing based on real-time product cost and availability.

    • SAP Cloud Platform Integration (CPI): Enabled data flow between SAP CPQ, SAP S/4HANA, and ECC systems, ensuring up-to-date pricing, inventory, and logistics data across the sales process.

    • SAP S/4HANA and SAP ECC: Served as the backbone for operational data, allowing CPQ to reference accurate cost structures, product availability, and supply chain constraints when generating quotes.

Results

The SAP implementation led to measurable improvements in the company’s commercial operations:

  • Improved Sales Productivity: Faster quote generation and guided configuration enabled sales teams to respond quickly and accurately to customer requests.

  • Accurate Pricing: Real-time integration with ERP ensured consistent pricing and margin visibility across all product bundles.

  • Faster Onboarding: New sales employees ramped up more quickly thanks to a simplified system landscape and guided selling workflows.

  • Better Forecasting: Enhanced visibility into the sales funnel improved the accuracy of demand planning and forecasting.

  • Increased Deal Value: Automated recommendations for cross-sell and upsell options helped maximize revenue per opportunity.

  • Consistent Customer Experience: Unified processes across business units resulted in more predictable and professional interactions with customers.