03 Sep Case Study: Brook Crompton ( a Wolong company ) | Quote Manager CPQ for Microsoft Dynamics 365
CASE STUDY: Brook Crompton ( a Wolong company )
- Global
- Dynamics 365
- Quote Manager CPQ
Jon Crossland (General Manager) Brook Crompton said:
We have found that the whole quote creation process is more efficient . The technical team can create configuration rules and the sales team can generate complex motor quotes. As a result Quote Manager CPQ is used by everyone … This ensures we have complete visibility of our quote pipeline.
Company profile
Brook Crompton (part of the Wolong Group), is a global provider of Electric Motors – known for quality and innovation for more than a century.
What were the challenges?
- We needed more visibility of the quote pipeline & win loss reporting. As our quotes were buried in 100s of spreadsheets, getting an overall view of quote metrics was difficult and time-consuming.
- We wanted a CPQ solution that can manage the complexities of our motor ranges. It needed to be able to create new products if we don’t have a specific configuration in our ERP system.
- Our discounts structures have been built up over many years and they are quite complex. We needed a solution that allowed us to cope with the complexity whilst ensuring it could be updated easily.
- We wanted to give our clients a more modern quote document. The technical details of the motors are shown on the quote but clients can also click on links to visit our website for more technical information.
The Solution: Quote Manager CPQ and Dynamics 365
Jon Crossland (General Manager) Brook Crompton said:
The whole end to end Quoting Process has speeded up making the sales team more efficient.
The integration of Quote Manager CPQ and Microsoft Dynamics gave us the visibility and control we needed. I can now see the whole quoting process via a dashboard, and I can see real time metrics.
CRM Dynamics worked flexibly with us to understand our needs and devise innovative solutions to manage the complexities of our motor ranges and discounting rules.
Benefits
- Quote Configuration: Quote Manager CPQ enables Brook Crompton to configure products across all our product ranges. If we don’t have a specific product configuration the system can create a new product.
- Professional Quote Presentation: Quotes generated with Quote Manager CPQ have a professional and consistent format, we can include the technical information for each motor.
- Management Information: Real-Time reporting is provided by Dynamics and Power BI dashboards. This gives teams full visibility into quoting and sales pipeline.
- Discount Structures are easy to manage: We can use Excel to update the discount structures in bulk, sales teams are always using the up-to-date discounts when they do a quote.
- Sales Team Empowerment: Built-in configuration rules enable sales to create complex offers without the need for in-depth technical knowledge.
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