Streamlined Service CPQ Drives 50% Faster RFQ Turnaround for Global Electronics Leader

Client

The client is a global leader in industrial technology committed to creating a safer, more sustainable, and connected future. With an approximately 80,000-strong workforce, including over 7,500 engineers across 140 countries, they deliver advanced connectivity and sensor solutions for transportation, industrial systems, healthcare, energy, data communications, and smart homes.

Challenges

The client wanted to modernize its pricing strategy to keep pace with a fast-changing industrial manufacturing landscape. Traditional cost-plus models were no longer effective amid supply chain disruptions, regulatory shifts, and rising customer demands. With multiple disparate systems across business units, the client needed a unified, scalable solution to deliver accurate, agile pricing at the customer’s speed.

• The client wanted to simplify manual, rigid pricing processes that delayed quote creation, leading to revenue loss due to the long quoting cycle.
• Deal execution was delayed due to inconsistent service Configure, Price, Quote (CPQ) templates and manual processes, leading to slow turnaround for end users.
• Manual pricing updates caused approval delays, slowing special pricing decisions and deal momentum.
• Lack of integration between SAP(to create price agreement) and Salesforce forced users to manually create service CPQ quotes, leading to inefficiencies and manual errors.
• Fragmented collaboration and disconnected workflows between IT, business teams, and vendors hindered innovation and agility, with no proactive coordination.

These challenges highlighted the need for services selling strategies that could streamline quoting and pricing workflows across the enterprise.

LTM Solution

LTM implemented several strategic initiatives:

• Standardized global agreement (service CPQ quote) template

The client wanted a faster go-to-market process, so LTM designed a reusable global template that could be adaptable to each business unit’s needs.

• Out-of-the-box implementation

LTM applied a ready-to-deploy approach to enable the PROS agreement module for quicker, more efficient rollout.

• Collaborative design of future capabilities

LTM worked closely with the client’s IT, business teams, and external vendors to define future Lead-to-Revenue (L2R) capabilities across units.

• Agile rollout

The solution was delivered in sprints using an Agile framework, enabling cross-functional teams to collaborate as one and evolve the solution iteratively.

This approach aligned with best practices in CQP for services industry, enabling scalable and consistent pricing execution.

Benefits

• 50% faster Request for Quotation (RFQ) response times improved deal velocity and customer satisfaction
• Migrated 9,000+ legacy agreements (service Contracts) for centralized access and better compliance
• Enabled 100+ users across four regions with tailored training and support
• Integrated agreement (services CPQ) management across nine business units for consistency
• Automated real-time pricing updates for faster special price approvals

Conclusion

The client successfully unified its pricing and agreement (service CPQ) landscape, enabling faster, data-driven decisions across global business units. With LTIMindtree’s scalable solution, they now deliver accurate pricing at speed—enhancing efficiency, compliance, and customer satisfaction.

For more information, write to us at Dsaas_Communications@ltimindtree.com