Hombre mirando el móvil en la calle

STRAUMANN GROUP CPQ

IMPLEMENTATION ROBUST CPQ FOR CUSTOM CONFIGURATION, PRIZING AND QUOTES

Headquartered in Europe, the Straumann Group researches, develops, manufactures, and supplies dental implants, instruments, bio-materials, CADCAM prosthetics, digital equipment, software, and clear aligners for applications in replacement, restorative, orthodontic and preventative dentistry. Straumann also offers solution packages and services to the dental profession worldwide, including training and education. Straumann Group products and services are available in more than 100 countries through a broad network of distribution subsidiaries and partners.

Straumann Group products and services are available in more than 100 countries through a broad network of distribution subsidiaries and partners

imagen moderna

The challenge

Straumann Group was in the midst of an organizational transformation moving from a medical device vendor to a strategic solutions and services organization. New solution bundles including products, software licenses and services required new ways of working, new tools and new processes for the sales team. The need for a robust CPQ product that would allow for custom configuration, pricing and quotes with dependency considerations drove the decision to implement SAP CPQ.

The Straumann Group chose SAP CPQ to solve the following challenges:

  • Integration of SAP CPQ with SAP ERP for materials, pricing, customer data and product images
  • Robust configuration capabilities for pricing and customer quotes
  • Ability for business users to create bundled offers that can be sold globally and regionally
  • Ability to set optimized offer pricings with a mix of capital and consumables
  • Ability to include a la carte products including free goods to make the deal more attractive
  • Validations for product mix offer to make sure all products are included
  • Automated approvals
  • Upsell and cross sell products to maximize margins
  • Support product visibility across multiple brands and regional differences
  • Capability to configure for multiple brands, languages and currencies

Straumann Group was in the midst of an organizational transformation moving from a medical device vendor to a strategic solutions and services organization

 

lorem ipsum

How we did it

SAP CPQ provided the ability to create and manage bundled product ‘Offers’ that shifted the focus from quoting one-off product to solution selling. This empowered sales to strategically quote a mix of capital and consumable

goods to improve profit margins. SAP CPQ provided a front end to business team to define offers, strategic discounting and integrated with SAP ECC backend for products and pricing.

  • The local and global packages/bundles are stored centrally in SAP CPQ “cloud”.
  • The HQ can create and update the global offers.
  • The regions can see and create their own local offers.
  • When creating the offer, the overall profitability is checked, and a margin indicator traffic light is shown at item and at quote level
  • Automated recommendations of products to upsell and cross-sell
  • SAP CPQ provided regional locations to be creative with promotions, discounts, free goods, upsell and cross sell abilities to make attractive offers and still stay within the margin limits defined by pricing team at Global HQ.

The result

 A focus shift from quoting one-off product to solution selling

Company

  • Self sufficient in setting up bundles for regional and global HQ
  • HQ business users can easily define global margin limits, help automated approvals, and protect margins
  • Order BOM is generated from SAP CPQ for creating orders in ERP
  • Several reports within CPQ provide KPIs to measure CPQ success and user adoption

Technical

  • Integrated SAP CPQ with SAP ERP through SAP cloud platform. Extensions for standard integration flows were developed to accommodate specific use cases
  • Customized CPQ UI customized on the Company’s Branding and Marketing guidelines and for product pictures integration
  • Create Order BOM export from CPQ to Microsoft Excel
  • Created a bundle configurator tool within SAP CPQ. Using this tool, company business users can create bundled offers with materials that are imported from SAP ERP
  • Created rules and notifications for a complex approval process, validations, and other quote automations

Technologies

Technologies

COMPLEX MADE SIMPLE

Let's shape the future of digital innovation together

Get in touch