BCX is one of Africa ’ s leading premier ICT solutions and service providers with the technology , capability and skills to deliver end-to-end digital solutions for large and medium enterprises . BCX is a Digital Transformation partner for enterprises and public sector organisations across various industries and sectors within South Africa , Botswana , Mozambique , Namibia , Tanzania , the UK and Zambia . The company recently upped the ups the sales ante with after implementing a centralised SAP solution .
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High levels of responsiveness is essential to the success of any sales-focused business . Data suggests 35 – 50 % of all sales go to the vendor that responds first . However , when sales processes are slow or inaccurate , it can seriously hamper a company ’ s ability to acquire new customers or upsell to existing ones .
That was the case for one of Africa ’ s leading systems integrators , sparking a firstof-its-kind implementation project that has achieved outstanding results .
“ As a business we needed a radical simplification of our lead-to-cash value stream through a centralised solution for configuring , pricing and quoting , and chose SAP CPQ ,” said Julian Liebenberg , Chief of Cloud Platform Solutions at BCX .
BCX is one of Africa ’ s leading premier ICT solutions and service providers with the technology , capability and skills to deliver end-to-end digital solutions for large and medium enterprises . BCX is a Digital Transformation partner for enterprises and public sector organisations across various industries and sectors within South Africa , Botswana , Mozambique , Namibia , Tanzania , the UK and Zambia .
The company is headquartered in Centurion , South Africa and employs more than 2,000 engineers working from multiple locations .
Missed opportunities and inaccuracy
According to Liebenberg , the new flexible quoting tool had to address several challenges . “ Our use of multiple quoting tools across the business led to inconsistent quoting , and sometimes inaccurate billing .
Cameron Beveridge , Regional Director , Southern Africa , SAP
A lack of integration and automation also resulted in missed opportunities and lost customers to due to delays . We implemented SAP CPQ to enable our sales and pre-sales teams to configure and quote complex ICT solutions , with an integration to our CRM system allowing for greater automation in the quote process . We also integrated to our SAP back-end for order processing .”
SAP CPQ is a cloud-based software- Asa-Service offering specifically targeted to help sales teams perform complex product configurations and create and manage sales quotations .
The implementation was managed by the BCX SAP Centre of Excellence , with expert guidance from SAP Services . “ The SAP Services team assisted with knowledge transfer and skills , enabling our Centre of Excellence to build expertise with the CPQ solution and enabling us to provide the services to other companies in the Southern Africa region ,” says Liebenberg .
“ We have increased our win-rate across the various business units within BCX and more than halved the time it took us to go from qualified opportunity to solution design , from 52 days to less than 25 days ,” said Liebenberg . “ This has helped us improve our customer experience and defend our existing customer base while also unlocking new opportunities for digital marketing and customer engagement .”
“ We now have established selling , eligibility and compatibility rules that have enabled a unified quoting process for cross-product portfolio solutions and have achieved sales process harmonisation through gaining a 360-degree view over quotes and commercial subscriptions ,” said Liebenberg . “ Overall the project was a resounding success with the added benefit that we can offer the solution to our own customers too .”
Cameron Beveridge , Regional Director , Southern Africa , SAP , added : “ Modern organisations need to be engaged in a process of continuous innovation to drive improvements and efficiency gains across the business . As one of the foremost technology services companies on the African continent , BCX plays a leading role in guiding enterprises in their Digital Transformation efforts . The success of this latest project bodes well for the region ’ s prospects , as BCX can transfer their knowledge and expertise to the benefit of other innovative companies .” •
BCX UPS THE SALES ANTE WITH CENTRALISED SAP SOLUTION
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