Communications | Oracle CPQ | Sales / Service Cloud

Communications | Oracle CPQ | Sales / Service Cloud

About the Client

The client develops software, IP, and optical networking solutions for service providers and businesses. It partners with data center providers, transforms networks, and creates new cloud applications for its clients. In today’s innovative world, they also assist their customers in modernizing their networks for enhanced competitive positioning. Their creative end-to-end solutions portfolio delivers unparalleled scale, performance, and agility, including software-centric, cloud-native, leading-edge security solutions and IP and optical networking solutions for 5G.

Challenges

Before implementation of SoftClouds’ solutions, the client encountered various challenges like dealing with an outdated quoting tool with performance issues, along with the following:

  • 400+ configurations with 1000+ configuration rules
  • Complex pricing logic and service products need rekeying of data
  • Ability to easily maintain pricing across multiple countries and currencies
  • Time to configure and launch new products
  • Lack of end-of-life products causing errors on open quotes
  • Complex discounting logic and sales process
  • Challenging approval process

Solutions

SoftClouds provided an innovative solution and utilized a variety of platforms, including Oracle CPQ Cloud. We engaged in the design, architecture, and implementation of a new solution for better business processes, including:

  • Implemented system configuration and BOM mapping
  • Consolidated products and product rules; provided product flavors using a data-driven approach
  • Leveraged CPQs capabilities to reduce product variations tenfold to approximately 50.
  • End-of-life products are handled systematically
  • Used a data-driven approach to simplify pricing, including multi-currency pricing
  • Simplified and consolidated discounting logic implementation
  • Improved the approval process and employed a data-driven method

Outcomes

SoftClouds was able to efficiently reorganize and bring the client’s processes up to date to ensure the project’s success. As a result, the client gained these benefits:

  • Reduced the number of configurations to 45, making it easier for salespeople to quote
  • Significant reduction in implementing changes due to data-driven approach
  • With fewer rules, quote creation performance improved significantly
  • Automated email-based approval processing and notification
  • No rekeying of information is required; significant improvement in quote configuration
  • Improved cross-sell and upsell

Through Oracle’s Configure Price Quote (CPQ), this company was able to connect directly to its CRM system to update opportunities and its partner portal, so partners could directly input their data and seamlessly send accepted quotes to the fulfillment system as orders. Further, the CPQ’s powerful configuration capabilities reduced bespoke products from about 430 to about 45.

– Shankar Sitapati, VP of Delivery Services