Cytiva Powers A New Sales Model
As a leading global medical technology and life sciences company, Cytiva provides a broad portfolio of products, solutions and services used in the diagnosis, treatment and monitoring of patients and in the development and manufacture of biopharmaceuticals. They came to KBMax when they sought a CPQ for healthcare solution.
The company had a big challenge ahead of them as they realized they needed to fundamentally change the way that they were selling.
They were looking for a configurator to select the correct ingredients for their Biopharma “recipes.” They also needed to automatically generate pricing outputs, as well as Certificates of Testing, the correct labels, and the appropriate specifications.
The Biopharma team knew that dealing with a more complex product configuration was only the first road block. They also had a number of tools like Excel and other apps that resulted in a disconnected process.
They were not integrated in their IT ecosystem and knew that they’d benefit greatly with connectivity to these core business systems.
Their ingredient configurator allows them to automatically select the correct chemicals for their various “recipes.” They generate the pricing options and shipping costs based on different lot sizes, volume and packaging combinations. To connect their manufacturing process, all necessary outputs like Certificates of Testing and labels are created based on the configuration.
The project started as a two-week effort by KBMax to create a proof-of-concept (POC) to show them how integrated CPQ could be applied to their specific use case. They saw the value immediately and the partnership and project was kicked off.
The KBMax and Cytiva project teams were excited to get the project live within just four months. The solution allows them to efficiently sell ingredients and chemicals that compliment their core product line using the KBMax visual configurator powered by the Snap advanced CPQ rules engine.
150 Active Users & Adding More Weekly
Better Connected Systems & Processes
Launched in Just 4 Months
Projects do great with strong stakeholder support and getting 150 active users to adopt the new solution can be attributed to strong advocacy of the company’s CTO who was happy to share his experience and the value of the solution with others. Adoption continues to increase with additional users being added on a weekly basis, projecting the number to exceed 200 users.
With the aid of KBMax Connector integration platform, the division will be able to integrate with their business-critical IT infrastructure. When implemented, their configuration, quote, and order information will no longer be locked away. They will be able to successfully transact data from KBMax product configurators across to PLM, CRM, CPQ, and ERP systems affording them a previously unrealized end-to-end sales process.
The CTO and project managers recognized the value of the partnership and continuously look for other ways to leverage their investment in KBMax CPQ for future projects. They also tap other teams at Cytiva who are experiencing similar pain points that they had with their old CPQ solution to see if they can share in their benefit using KBMax.