Enterasys Networks had outgrown their homegrown quoting and configuration tools. From their company beginnings as Cabletron in 1983, to their current multi-billion dollar joint venture with Siemens Enterprise Communications, the complexities of their product and service offerings have expanded dramatically. As the company grew, their quoting and configuration software became cumbersome and difficult to support internally. This led them to the salesforce.com AppExchange to look for a solution. After a comprehensive vendor evaluation, Enterasys chose BigMachines, integrated with salesforce.com and SAP, to help their sales teams and channel partners generate quotes and service contract renewals, manage product configurations, and enter orders. BigMachines is deployed globally to Enterasys users in the US, Europe, and Asia. Using BigMachines pricing and workflow engine, Enterasys manages very complex pricing and approvals across multiple sales channels and partners, using multiple pricelists and more than ten different currencies.
Since implementing BigMachines, Enterasys has realized several key benefits:
Enterasys had developed a complicated homegrown quoting and configuration tool that no longer met their needs. According to Ben Doyle, director of IT applications for Enterasys, “We wanted to consolidate a number of point solutions that existed in our current sales quoting and configuration process so we began researching several vendors. We went to the salesforce.com Application Exchange and found BigMachines.”
“We looked at a number of vendors, but it became clear right away that BigMachines was the right choice for us,” continues Doyle. As part of their decision-making process, Enterasys participated in BigMachines’ Breakthrough Opportunity Analysis (BOA)SM. The BOA is an innovative approach for identifying substantial improvement opportunities in a company’s selling processes. The two-day BOA workshop helped Enterasys’ cross-functional team evaluate the need for business change to improve the front-end of its enterprise. BigMachines helped to identify opportunities to reduce selling, general and administrative costs, and to grow revenues based on Enterasys current sales and engineering processes.
“Before implementation we identified 20 point solutions in our quoting, pricing and configuration process. BigMachines helps us consolidate all those critical tools into one integrated system.”
“BigMachines spent a lot of time mapping out our existing processes and tools. It developed a cross functional diagram of how we did business. It was very compelling,” said Doyle. “BigMachines identified the disturbances in our process and found all the ways we could reduce error or automate our process. We felt BigMachines understood our business process better than we did. It was really a powerful experience. After the initial Breakthrough Opportunity Analysis, BigMachines helped solidify problems that it could solve for us in terms of eliminating our disparate tools.”
“After we built the system, we have seen numerous business benefits. Before implementation we identified 20 point solutions in our quoting, pricing and configuration process. BigMachines helps us consolidate all those critical tools into one integrated system,” said Doyle.
Enterasys sales teams can go into salesforce.com, integrated with BigMachines, to do all their quotes, get pricing approved, generate output documents and send orders to SAP – all from a single, familiar interface. As a salesperson configures a customer’s hardware solution, the BigMachines interface automatically displays a schematic of the network slots and cards to be installed in each slot and this card layout is also printed in the proposal output.
“We looked at a number of vendors, but it became clear right away that BigMachines was the right choice for us.”
The implementation was a collaborative process between representatives from BigMachines and Enterasys and, after seven months, the application was live. BigMachines is now tightly integrated with Enterasys’s salesforce.com CRM system to provide a single view of customer data, as well as automatically updating sales forecasts as quotes and orders are created and changed. In addition to maintaining customer data in salesforce.com, Enterasys maintains their existing service contract records and Item Master data in
SAP. BigMachines provides Enterasys with a single point for quoting service contract renewals and new orders, pulling data from both SAP and salesforce.com.
BigMachines provides ongoing support services including performance optimization, adoption, marketing, technology upgrades, and training and support. Doyle adds, “We have a strong connection with our BigMachines engagement manager and can contact him anytime.”
“Integration between salesforce.com and BigMachines is really tight and robust. It allows our sales team access to all tools and the ability to sell more.”
“The service contract renewal functionality allowed us to decommission another application, saving us $160K of hard costs per year,” according to Doyle. “The dedicated renewal application was decommissioned in September 2008,” he added. “In addition, we can now quote renewals, product and services on the same quote creating additional cross-sell and upsell opportunities.”
“We have a strong connection with our BigMachines engagement manager and can contact him anytime.”
“We are planning on seeing additional benefits in the future, when we deploy configuration for our next generation product,” explains Doyle. “It will be important for our sales team to have a tool to help them quote the new product accurately, effectively and quickly.”
When asked about Enterasys’ ongoing relationship with BigMachines, Doyle concludes, “We are committed to BigMachines’ vision and where it is taking the product and this piece of the market. Integration between salesforce.com and BigMachines is really tight and robust. It allows our sales team access to all tools and the ability to sell more.”
“From a business standpoint, it allows our users and sales people the ability for one stop shopping.”