High levels of responsiveness are critical to the success of any sales-focused company. According to data, the vendor who responds first receives 35-50% of all sales. When sales processes are slow or inaccurate, a company’s ability to acquire new customers or upsell to existing ones suffers.
That was the case for one of Africa’s leading system integrators, which sparked a first-of-its-kind implementation project with outstanding results.
“As a business, we needed a radical simplification of our lead-to-cash value stream through a centralised solution for configuring, pricing and quoting, and chose SAP CPQ,” says Julian Liebenberg, Chief of Cloud Platform Solutions at BCX.
BCX is one of Africa’s premier ICT solution and service providers, with the technology, capability, and skills to deliver end-to-end digital solutions to large and medium-sized businesses. BCX is a digital transformation partner for businesses and government organizations in South Africa, Botswana, Mozambique, Namibia, Tanzania, the United Kingdom, and Zambia.
The company is based in Centurion and employs over 2 000 engineers across multiple locations.
According to Liebenberg, the new flexible quoting tool had to deal with a number of issues.
“Our use of multiple quoting tools across the business led to inconsistent quoting, and sometimes inaccurate billing. A lack of integration and automation also resulted in missed opportunities and lost customers to due to delays. We implemented SAP CPQ to enable our sales and pre-sales teams to configure and quote complex ICT solutions, with an integration to our CRM system allowing for greater automation in the quote process. We also integrated to our SAP back-end for order processing.”
SAP CPQ is a cloud-based software-as-a-service offering designed to assist sales teams in performing complex product configurations as well as creating and managing sales quotations.
The implementation was managed by the BCX SAP Centre of Excellence, with expert guidance from SAP Services. “The SAP Services team assisted with knowledge transfer and skills, enabling our Centre of Excellence to build expertise with the CPQ solution and enabling us to provide the services to other companies in the Southern Africa region,” says Liebenberg.
