STRAUMANN GROUP CPQ
Life Sciences
SAP
Success case
Business Automation

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

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

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

COMPLEX MADE SIMPLE

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