Rochester Electronics, a global leader in the semiconductor industry, faced significant challenges with its manual sales quoting process. To address these inefficiencies, ASAR Digital was engaged to implement SAP CPQ (Configure, Price, Quote), a solution that would revolutionize Rochester’s sales operations. This case study explores the transformation journey and the impactful outcomes of this implementation.
Rochester Electronics boasts an impressive inventory and manufacturing capability in the semiconductor sector. However, their manual sales quoting process was plagued with challenges, including incorrect product configurations, lack of pricing guardrails, and an absence of systematic quote approval workflows. This inefficiency led to extended quote preparation times, negatively impacting deal closures and customer satisfaction.
Rochester’s sales team faced several obstacles:
After evaluating multiple solutions like Salesforce CPQ and Oracle CPQ, Rochester chose SAP CPQ for its robust capabilities and seamless integration potential with their existing systems.
ASAR Digital, recognized for its expertise in SAP solutions, was selected to implement SAP CPQ. Utilizing the Cheetah Rapid Deployment package, ASAR Digital aimed to streamline the implementation process.
Post-implementation, Rochester’s sales reps were able to prepare and deliver sales quotes in a matter of minutes, a significant improvement from the previous weeks-long process.
The accuracy of sales quotes improved to 99.9%, reducing errors and increasing customer trust and satisfaction.
The efficiency and accuracy brought by SAP CPQ led to improved profitability per deal and a higher opportunity closure rate, positively impacting Rochester's bottom line.
The new CPQ system streamlined the entire sales process, from product configuration to pricing and quote generation, leading to improved operational efficiency.
The implementation of SAP CPQ by ASAR Digital marked a significant transformation in Rochester Electronics’ sales operations. The project not only accelerated the quoting process but also enhanced accuracy and efficiency, enabling Rochester to capitalize on sales opportunities more effectively and improve overall customer satisfaction.