Our client, a prominent player in the information management and digital services industry, is renowned for its advanced digital copiers, peripherals, printed circuit boards, and customer-configurable products. As part of their enterprise systems architecture, they relied on Oracle EBS R12 for various processes such as Order to Cash, Procure to Pay, and supply chain management.
A Japanese multinational imaging and electronics company with around $18 billion revenue and 90,000+ employee strength.
Over the years, the client’s legacy quoting process and solution configuration within Oracle EBS R12 became a hindrance to growth. The client faced challenges stemming from heavy customization that led to:
- High maintenance costs and reduced OEM support due to customization
- Outdated UX/UI and non-user-friendly user experience
- Slow processing and occasional inaccuracies in the quoting process
- Manual activities required for managed services solutions
- Lack of efficient collaboration between sales reps, customer admins, and order-processing teams
- Limited scalability in extending the solution for enhancements
The client faced inefficiencies due to legacy quoting processes, resulting in slow quoting, manual errors, and high maintenance costs.
In their pursuit of operational transformation, the client collaborated with Hexaware to deploy Oracle CPQ Cloud, aiming to enhance efficiency and accuracy.
The client partnered with Hexaware for the cloud-based digitalization of their quoting process.
We were responsible for implementing Oracle CPQ Cloud to enable a low-touch quoting process experience for their sales reps to make the process faster and more accurate.
Enabled modernization of the quoting process through Oracle CPQ Cloud, delivering dynamic pricing, streamlined workflows, and enhanced collaboration.
The goal was to implement Oracle CPQ Cloud, enabling a streamlined quoting process. Hexaware’s scope included implementing an integrated configure, pricing, and quoting process on the Oracle CPQ module where the sales reps, customer admin, and order processing team can collaborate on a digital platform to streamline processes for opportunities, quoting, and order processing.
Key Transformational Opportunities:
Hexaware’s involvement stretched beyond implementing an extended solution within the CPQ system for vendor quotes. The engagement presented key transformational opportunities, including:
- Intuitive UX/UI
- Simplified workflows
- Visualizable analytics
- Role-based access controls
- Dynamic proposal creation
- Centralized quoting and approvals
- Single source configuration and pricing tool
- System-based vendor/3rd party quotes for procured items
Key Deliverables as A Part of Hexaware’s Engagement:
The customer had partnered with Oracle Corporation from an OEM standpoint and chosen Hexaware as a Systems Integration (SI) partner. The engagement’s deliverables included retiring the outdated quoting process within Oracle EBS R12, implementing Oracle CPQ Cloud, and seamless integration with Oracle Sales Cloud and Oracle EBS R12. Also, the client expected tangible and intangible benefits through measured KPIs.
Solution Design and Enablement:
Hexaware’s contribution encompassed solution design for areas like:
- Service Advantage
- IT Services
- Solution Configuration
- Vendor Quoting
- Managed Services
Hexaware’s bolt-on solution for vendor quoting was integrated within the CPQ system, further enhancing its capabilities.
Technology Stack and Implementation:
The technology stack for the CPQ implementation included:
- Oracle Sales Cloud
- Oracle CPQ
- Oracle EBS R12
- PLSQL
- Oracle Integration Cloud
- Service Oriented Architecture
- AWS
- Java JSP
We deployed experienced CPQ architects from the outset to ensure best-in-class processes. The implementation followed an onshore/offshore hybrid model, combining offshore development with on-site solution architects in the USA.
The transformation streamlined back-office processes, enhancing the ease of doing business, reducing cycle times, and ensuring accuracy in the quoting process. Hexaware’s modernization program yielded significant benefits, including:
- Accelerated Quoting: Streamlined quoting process for sales reps, leading to faster and more accurate quotes.
- Guided Selling: System-based guided selling helped sales reps choose the right products and services for customers.
- Dynamic Pricing: A pricing engine that allows control over discounts, promotions, and offers.
- Seamless User Experience: Improved experience from the opportunity to quote.
- Subscription Management: Efficiently managed subscription annuities, renewals, terminations, and prorated pricing.
- Simplified Back-Office Processes: Reduced complexity in sales admin requirements.
- Enhanced Customer Engagement: Refined end-to-end order processes and digitalized CPQ capabilities for better engagement.
- Improved Efficiency: Reduced cycle time and increased accuracy in the quoting process.
Eliminated legacy obstacles, fostering agility and customer-centricity as well as reduced back-office complexities, and improved ease of doing business, as the client accelerated order processes and digitalized CPQ capabilities.
Through the partnership with Hexaware, our client successfully modernized their quoting process and achieved a seamless, efficient, and accurate process for their sales reps, customer admins, and order processing teams.
By leveraging Hexaware’s expertise and harnessing the power of a unified digital platform, the client successfully built a more efficient, agile, and customer-focused organization poised for growth in the digital era.
The implementation of Oracle CPQ Cloud enabled dynamic pricing, streamlined workflows, and a user-friendly experience, resulting in improved customer engagement and increased efficiency. With Hexaware’s expertise and a collaborative approach, the client transformed their quoting process, paving the way for scalable and future-ready operations.
