Atlas Copco builds long term relationships across 180 countries, supplying quotes for thousands of very complex, highly configurable products and services in less than four minutes.

Industry - Manufacturing

Streamlined administrative roles from 70 to 5

Quotes of highly configurable products and services < 4Minutes

Fast solution adaption to meet new market demands

 

The Challenge

Atlas Copco is a multinational company with 200 sales teams serving customers across 180 countries. This required sharing best practices across all direct or indirect channels – and connecting front and back office data to deliver a consistent customer experience. They also sell highly configurable products with 52 billion possible unique combinations, numerous brands, customers from multiple industries, different languages and currencies, and complexity on steroids. No matter how elaborate or massive, spreadsheets could no longer handle the job as the company grew. Administrative staff spent all day, and sometimes multiple days, creating price quotes. In all, it took more than 75 people to price quotes and maintain and input data—and never in real time.

The Solution

To deliver an exceptional customer experience, the company created a standardized and transparent end-to-end sales process starting with optimized lead and opportunity assignment. Putting the right person in front of the right customer quickly generated more meaningful engagement and accurate quotes with the products and services. The system supports 26 brands, 53 currencies, 310 price books, 20 languages, and provides 30,000+ configurations and sales order creation anywhere anytime. Benefits have been enormous and widespread for users, administration, and the company’s bottom line. For instance, with same process across multiple countries company required less general managers and shrank the administrative staff needed to support pricing from 70 to 5 people. Centralization of master data and the connection of front and back office data allows benchmarking and comparisons across regions as well application of business intelligence for strategic purposes.

The Value

Lift Your Sales Up through a Better Customer Experience

“With SAP Sales Cloud we have increased efficiency, margins, deal size, order accuracy, and profit, but that’s just the tip of the iceberg.  We’ve experienced numerous benefits, starting with the ability to sell extremely complex products across the globe.  For instance, the resulting integrations, automation, and centralization of data have saved the company an incredible amount of administrative time and money.”

Louis de Jaegher – Louis De Jaegher, Senior Business Process Manager, Atlas Copco

 
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