Situation

Ingersoll Rand (IR), a global leader in industrial productivity and efficiency, is realizing results quickly following its go-live on Oracle CPQ Cloud.

Due to a pending merger and conflict of interest, IR needed a new partner to complete its Oracle CPQ Cloud implementation. AST inherited the project in a state of partial completion yet successfully delivered the solution on time and within budget. The primary goals of the CPQ Cloud project included:

  • Install infrastructure to bring consistency to the quoting process;
  • Produce faster, more-consistent, real-time customer quotes with electronic signature capabilities;
  • Eliminate manual spreadsheet quoting and pricing;
  • Standardize controls to yield higher-margin deals;
  • Reduce handoffs, eliminate waste, and condense cycle times; and
  • Link contracts to “Completes” and Cross-Sell/Up-Sell Revenue.

AST came in at a challenging time in our CPQ implementation initiative and worked as a true partner in helping us unlock the power of Oracle CPQ for direct sales and our channel partners to effectively configure our products, with the correct price, and consistently and quickly turn a quote into an order without errors."

Manish Khot
Commercial Technology and Analytics Leader at Ingersoll Rand

AST came in at a challenging time in our CPQ implementation initiative and worked as a true partner in helping us unlock the power of Oracle CPQ for direct sales and our channel partners to effectively configure our products, with the correct price, and consistently and quickly turn a quote into an order without errors."

Manish Khot
Commercial Technology and Analytics Leader at Ingersoll Rand

Solutions & Benefits

With the support of IR management, AST reworked the original implementation plan to align with IR’s overall program. Through redesign, best practice development, and rigorous testing AST was able to deliver the solution (integrated with Salesforce CRM, Siebel and Oracle EBS) that exceeded IR management expectations.

AST was able to bring Phase 1 live in just nine months, delivering impressive results and a happy customer all while supporting management through a corporate merger and working through challenges posed by the COVID-19 pandemic.

Initial results include:

  • 100% Elimination of manual spreadsheet quoting
  • 95% Reduction in pricing errors
  • 15% average increase in deal size
  • Decreased quote approval timelines and validated approval levels
  • Guided selling experiences for equipment, parts, and service contracts
Industry: Retail

Solution Components:

  • Oracle CPQ Cloud
  • Oracle Managed Package for Salesforce Integration
  • Oracle EBS Integration with Fusion Middleware
  • Siebel Point-to-Point Integration
  • DocuSign
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Why AST?


AST continues to be actively engaged with IR, extending the solution to include distributor access and expanding the solution into the EMEA and APAC regions.