AST Corporation

Situation

Keysight Technologies had been utilizing disparate systems to manage its sales and quote-to cash processes, which resulted in replication of information across systems. Though its Customer Portal included Self-Service Quoting, the data required to support this process was extremely difficult to maintain.

Keysight’s systems included Oracle EBS for product configuration, Siebel for tracking opportunities, and a homegrown application for pricing and approvals. Keysight recognized its limitations with the legacy solution, which included:

  • Difficulty locating cohesive customer, product and pricing data
  • Significant delays and inaccuracies when creating customer proposals
  • Tools that were difficult and time-consuming to use
  • Lack of integration between systems

AST has been a great partner in our journey to transform our Global Field Sales experience. I am extremely pleased with the team’s knowledge of sales processes and technical expertise in Oracle CPQ, and their delivery flexibility.”

Balganesh Krishnamurthy
COE Manager, Keysight Technologies

Solutions & Benefits

AST provided Keysight with a unique combination of experience to completely transform its Configure, Price, Quote processes. A migration of 4,000 products and 80,000 EBS rules enabled quick configuration and provision of budgetary quotes. CPQ was also tightly integrated with the customer portal for self-service budgetary quotes. In addition, complex multi-currency pricing functionalities were migrated from EBS, enabling the creation of accurately configured price quotes.

The implementation included:

  • Quote-to-Order and Order Update interfaces, providing order visibility for field sales reps
  • Complex multi-level pricing and non-pricing approvals, significantly improving quote speed for customers
  • Single-click quote-to-order that reduces order creation time, enabling real-time updates on customer orders
  • Multi-lingual proposal generation

Industry: Manufacturing

Solution Components:

  • Oracle CPQ
  • Salesforce CRM
  • MicroStrategy Reporting
  • Jitterbit Cloud Integration
  • Keysight.com (Customer Portal)

Why AST ?

AST’s deep domain knowledge in CPQ and Manufacturing enabled complete transformation of the sales
processes at Keysight with a unified and integrated system in more than 30 countries, leading to improved
customer satisfaction and loyalty.