Customer is a leading North American telecommunications company with an estimated revenue near $24 billion.
Challenge
The client was using a legacy quote management solution, which meant it could take over 20 days to generate a single pricing quote. This manual, error-prone, and lengthy sales process was riddled with several complexities and inefficiencies. It had a negative impact on productivity, led to billing errors, lost revenue opportunities, and a poor customer experience.
Solution
The client brought in Orion to develop a digital solution. Our Subject Matter Experts (SMEs) and technical consultants hyper-collaborated with the client to assess the existing Configure to Quote (CPQ) business process, including the backend applications and infrastructure. Our team explored the option of implementing an off-the-shelf solution, but found that this would just introduce more complexity, tech debt, and custom integration. Instead, the team built a personalized platform that seamlessly integrated with the organization’s systems, streamlined the quoting process with e-commerce functionality, and provided valuable insights with analytics.
Impact
The fully scalable integrated CPQ solution allowed the client to boost productivity, empower representatives, and discover more revenue generating opportunities. The sales team adopted the platform within less than 2 weeks and has been using it daily since. Now quotes are generated in less than 2 business days – a 90% improvement, their inventory reporting cycle now also only takes 2 days, and revenue cumulatively increased by $50 million in 24-36 months.
