Fortune 10 aviation major deploys CPQ solution to unlock 30% revenue growth

  • 30% improvement in sales pipeline due to robust lead management process
  • 60% reduction in TAT for Opportunity – Quote – Order cycle due to an accelerated configured price quotation process
  • 80% improvement in customer data quality led to streamlined client communication process and quicker approvals
Business Overview

This aviation major was struggling with meeting its revenue goals due to improper client engagement, slow sales process and delays in approvals. Majority of the sales bandwidth was spent on non-value adding activities instead of revenue generation.

Business Challenges
  • Customer data was spread across disparate systems which led to latency in prospect management and tracking.
  • Addition of new functionalities to existing Configure-Price-Quote (CPQ) application took a lot of time which delayed the generation of quotes.
  • On-premise CRM functionalities were required to be migrated into cloud based CRM systems, while achieving cloud data compliance and security. The objective of this exercise was to ensure necessary reliability and security to onboard new global business territories.
Birlasoft Solution
  • Apttus CPQ and Apttus Contract management was used to develop price-quoting functionalities and execute complex product modality for sales executives through rule-based configuration engines. The system was capable of handling multiple rule types and constraints necessary to create quotes.
  • User-based workflows were implemented with standard approval processes to accelerate quote process as part of the sales cycle.
  • System based compliance checkpoints were put in place that complied with the data sovereignty rules of different global territories.