Unlocking Sales Efficiency: An Oracle CPQ Case Study 

Introduction

This success story highlights how an American fitness company, specializing in the production and distribution of cardiovascular and strength training equipment, revolutionized their sales processes through the implementation of Oracle CPQ. By simplifying high-volume product configuration, streamlining sales processes, and providing data-driven insights, the company experienced outstanding results:

• Average quote generation dramatically reduced from 60 minutes to just 10 minutes.

• Simplified user experience with rules-based concurrent configuration of over 2,000 products within a single user interface.

• Implemented consistent pricing rules and policies, paired with intelligent smart-approvals, reduced quote approval time by 70%.

• A 90% user proficiency rate was achieved within the first month of deployment.

• Provided enhanced customer experience with feature-rich dynamic proposal generation based on individual customer needs.

This case study demonstrates how Oracle CPQ transformed the client’s sales processes, driving efficiency and improving overall performance.

About the Client

The client is a global leader in the fitness equipment industry, with over five decades of experience in empowering athletes, fitness enthusiasts, and organizations worldwide to achieve peak performance. Known for their innovative products and commitment to excellence, the company has built a reputation for delivering cutting-edge solutions that support both professional athletes and everyday exercisers in reaching their fitness goals. With a broad product range and a global presence, the client is dedicated to providing high-quality, reliable, and effective fitness solutions to customers around the world.

Oracle CPQ Advisory

Our collaborative advisory and strategic recommendations played a pivotal role in driving significant improvements during the Oracle CPQ implementation. By closely aligning with the client’s business goals and the technology deployment, we were able to optimize key areas of the sales process. The major areas of impact include: 

Quoting Efficiency
Our advisory team conducted an in-depth strategic review of the client’s existing quoting process, identifying critical bottlenecks and areas of delay. By integrating our recommendations with the Oracle CPQ solution, we successfully streamlined the process. This led to a drastic reduction in the time required to generate accurate and consistent quotes, ultimately enhancing overall quoting efficiency. 

Intelligent Approvals 
We recommended the implementation of an intelligent approvals management system, leveraging business-specific lines and sophisticated margin-based logic. This advanced approval workflow optimized the decision-making process, significantly reducing the number of quotes requiring manual approval compared to the legacy system. As a result, approval cycles became faster, improving both the speed and accuracy of the sales process. 

Streamlined Product Configuration
Our advisory team worked closely with the solution team to simplify and optimize the product configuration process. We proposed strategic recommendations that unified the user-experience across 50 diverse product lines, enabling users to configure complex products with ease. This transformation not only improved accuracy but also made the configuration process faster and more user-friendly. 

User Adoption & Training
To ensure successful deployment and maximum value from the Oracle CPQ system, we recommended a comprehensive user adoption and change management strategy. This included tailored training programs, user-friendly documentation, and continuous support. By empowering users with the knowledge and tools they needed, we ensured a smooth transition and a high level of user proficiency, helping the client realize the full benefits of the new system. 

Oracle CPQ Implementation

Module Highlights:

Key CPQ Capabilities:

• Deal Management and Analysis: The client gained deep visibility of deal metrics such as cost, discounts, margins, and profitability to ensure they focus on the right deals and align them to corporate objectives.  

• Workflow Approvals: The system designed to route quotes intelligently for review and approval, ensuring 100% accuracy, and eliminating approval bottlenecks with automated workflows, speeding up deals.  

• Pricing Optimization & Quoting: The system provides consistent application of pricing and discounting rules, and automatically generates customer-friendly quotes in multiple formats.  

• Product & Service Configuration: The client ensures accurate quotes and orders and eliminated data entry errors, making the selection of products and combinations of products simple and technically correct.  

• Guided Selling: The system guides users to the optimal products and options based on customer needs with guided selling functionality.  

• Proposal Generator: The client creates, customizes, and brands proposals for sales reps, channel partners, or sales channels and customers, delivering highly professional and accurate output documents at the quote, proposal, and contract phase.  

• Channel Enablement: The client enhanced the sales process for channel partners, VARs, and distributors, driving consistency of pricing, discounting, and engagement across direct, partner, and customer channels.  

• Order Execution: The client eliminated manual and repeated data entry into multiple systems, gaining more value by integrating front and back offices through CPQ to reduce errors as orders pass from sales to fulfillment in ERP.  

• Contract Management: The client automated contract execution; routing contracts for approvals and signatures electronically.  

• Reporting: The client improved business intelligence with enhanced data collection and improved quote analytics leading to improved business intelligence and data-driven decision making. 

Oracle CPQ Systems Integration

To maximize the functionality and efficiency of the Oracle CPQ solution, we successfully implemented seamless integrations with Oracle E-Business Suite, Salesforce, Vertex, DocuSign, and other key applications, leveraging the power of Oracle Integration Cloud (OIC). These integrations not only enhanced the system’s capabilities but also streamlined critical business processes.  

Highlights of ennVee's Successful Delivery

Accelerated Quote-to-Order Process:

Prior to the Oracle CPQ implementation, the client’s quoting process took approximately 60 minutes per quote. With the new solution in place, quoting time has been dramatically reduced to under 10 minutes, representing an over 80% reduction in time spent per quote. This enhancement significantly boosted sales efficiency, enabling faster response times and improving overall sales velocity. 

Comprehensive Solution with Rapid Adoption:

The Oracle CPQ solution enabled the client to configure 2,000+ products across 50 diverse product lines, effectively addressing complex product mix challenges. In addition, the implementation reduced the need for quote approvals by 70%, streamlining the sales cycle and improving decision-making. Product configuration time was also reduced to under 5 minutes, enhancing both speed and accuracy. The solution achieved an impressive 90% user proficiency rate within the first month of deployment, underscoring its intuitive design and the effectiveness of our training and support. This rapid adoption highlights the system’s ease of use and its alignment with the client’s operational needs.

Business Outcomes 

The Oracle CPQ solution has delivered substantial business outcomes, driving efficiency and enhancing the overall sales process for the client: 

• Online, Web-Enabled, and Mobile Self-Service Platform: The solution offers an intuitive, self-service platform accessible online and via mobile, empowering customers and sales teams to efficiently configure products and generate quotes from anywhere at any time. 

• Simplified and Guided Quoting Flow: The solution features an easy-to-follow, guided quoting flow that ensures all product configurations and options are presented clearly, streamlining the quoting process and enhancing the user experience. 

• Automated Quote Approvals: By automating the quote approval process, the system has significantly improved quoting efficiency and drastically reduced cycle times, enabling faster decision-making and sales closure. 

• Standardized Processes and Automated Rules: The implementation of standardized processes and automated rules has not only improved consistency but also enhanced the accuracy of quotes and pricing, reducing the potential for errors and ensuring better compliance with business policies. 

• Best-in-Class, Feature-Rich User Experience: The solution provides a robust, feature-rich user experience that combines ease of use with advanced functionality, empowering sales teams to deliver superior service and driving adoption across the organization.