Case Studies - Front Office Solution

Front Office Solution

Business Challenge

A large producer of auxiliary equipment for plastic processing, manufactures a broad range of machinery as both individual components and integrated systems. Numerous acquisitions had extended the company's product range, enabling positioning as a leading single source supplier of auxiliary equipment. As a result of this expansion, the company's sales, product management, and customer support processes became complex, costly and inefficient. Quote and order error rates increased, and the ability to execute a "solution selling" strategy were undermined by over reliance on key product managers for each individual component. In addition, order entry and order changes were too complex, despite the use of the BaaN configurator.

eLogic Business Solution

The company engaged eLogic as the Systems Integrator to streamline the entire business process through a 'Quote to Cash' (QTC) Improvement Project. Working with senior management and a cross-functional internal team, eLogic conducted the preliminary strategy analysis, developed the overall program requirements and financial justification, and executed a proof of concept pilot project. Following funding approval for the implementation project, eLogic managed all elements of the project in a close working team environment. The project included a complete front office solution that enables its direct and indirect sales channels to quote and order all of the company's products and system solutions. It offers functionality for the dynamic selection and configuration of all products, automatic generation of high-quality customer proposals with comparative alternatives, and direct ordering of parts and systems. Order entry and changes are directly linked between the automated selling system and the company's ERP system. Sales and Marketing inquiry and reporting capabilities are provided directly from the systems quote and order database.

Results Achieved

This project was completed in eight months and within budget. Highlights of the benefits achieved were:

25%+ Productivity Improvement for Inside Sales and Customer Account Reps
80%+ Reduction in Quote and Order Process Cycle (from days/weeks to minutes/hours)
95%+ Reduction in Product Selection and Quotation errors
90%+ Reduction in Bill of Material errors
Ability to optimize customer solution selling vs. individual components
Ability to penetrate new sales channels and markets
Automated, accurate sales and marketing analysis reporting