Strategic Goal

To simplify entitlement management, automate complex quoting workflows, and improve customer experience through a unified SAP solution.

Challenges

The company faced several critical obstacles that impacted its ability to efficiently sell, price, and manage entitlements:

  • Overly complex entitlement structures: A wide range of entitlement models were assigned across different customers with no unified strategy, making them difficult to manage or scale.

  • Tight coupling of billing and entitlements: Entitlement logic was hardcoded into billing and contract processes, limiting the ability to flexibly serve customer needs.

  • Lack of lifecycle independence: Entitlement lifecycles were fully dependent on the subscription contract lifecycle, reducing agility and service responsiveness.

  • ERP-based customisation constraints: The legacy entitlement management approach relied on non-scalable ERP customisations, making it difficult to introduce new offerings or track entitlement history.

  • Fragmented sales tools and quoting processes: Product configuration and pricing were managed using disconnected tools and manual processes, slowing down the sales cycle and increasing the risk of errors.

Solution

The company partnered with CLARITY to overcome these challenges by implementing an integrated SAP solution focused on sales configuration, entitlement flexibility, and scalable pricing.

  • SAP Configure Price Quote: Enabled advanced product configuration for complex yacht models, including personalised bundles and optional services. 
  • SAP Cloud Platform Integration: Served as the middleware to connect SAP CPQ with Product Master Data stored in the external PIM system, ensuring consistency in product information and pricing logic.
  • SAP ECC: Maintained backend financials and contract data, while allowing the sales and entitlement logic to be decoupled and managed through front-end configuration tools.

Results

The SAP CPQ-based implementation delivered measurable improvements in sales efficiency, entitlement flexibility, and customer experience:

  • Flexible Entitlement Management: The company harmonized its entitlement models and decoupled them from billing contracts, allowing independent lifecycle control and future scalability.

  • Efficient Product Configuration: CPQ enabled tailored configuration of yacht models, features, and add-ons during direct consultations with customers, improving accuracy and reducing proposal turnaround times.

  • Personalized and Visual Proposals: Proposals included detailed options, images, pricing, and terms tailored to each customer’s needs and vessel type.

  • Location-Specific Pricing: Integrated logic enabled pricing to reflect factors such as customer history, post-payment terms, and market conditions across regions.

  • Simplified Approval Workflows: A transparent approval process was introduced for margin control and non-standard requests, ensuring compliance without slowing down the sales cycle.

  • Mobility for Sales Teams: The CPQ interface provided a mobile-friendly experience, empowering on-the-go access to quoting and product information during customer interactions.