Merck Millipore increases their quote generation by 99 with CPQ
“KBMax [Epicor CPQ] provided an innovative ETO product configurator that wasn’t available anywhere else. They delivered what we wanted, on time, on quality, and on budget.”
Merck Millipore manufactures medical devices, technologies and services for scientists and engineers. They are dedicated to making research and biotech production simpler, faster and safer. They needed a platform that helped them achieve this more efficient manufacturing process.
The challenges
Seeking a better way to manufacture efficiently in a growing market
Merck was struggling with an eight week cycle time for sales to get valid quotes & drawings. They had an in-house tool that showed visuals but had no validation feature, resulting in numerous errors.
In a crowded and accelerating market, they needed a solution that could allow sales to keep pace with customer estimate requests.
Relieving pressure on engineering
Tom Roy, Sr. Project Manager at Merck Millipore said, “Our sales team would create quotes that didn’t reflect accurate pricing or engineering rules. They needed to submit them to the engineering team multiple times with multiple reworks until they were correct.” At the time, this was how every ETO product was quoted and produced.
The Solution
Integrated biotech sales and engineering automation
A single source of truth
By using Epicor CPQ’s platform, the Merck team now has a single source of truth for their product rules for six product lines so that their sales and engineering teams can work more efficiently together. Guided selling empowers them to sell the right product, design better, and reduce customer issues. They have also integrated Epicor CPQ with Oracle ERP and Salesforce so that all of their systems work together seamlessly.
Time saved, more customers won
The Merck team can review the drawings, assemblies and components in real-time, reducing their quote cycle time. They have also reduced their Engineering touch time from days to less than thirty minutes, freeing their engineering team up to focus on innovation.
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