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Oracle Customer Success—Schenck Process LLC

Schenck Process LLC

Schenck Process Accelerates Quotes and Reduces Costs with Oracle CPQ Cloud

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With Oracle Configure, Price, and Quote Cloud in place across our global operations, we have streamlined the entire quote-to-order process. The flexible and scalable cloud tool enables us to deliver a superior customer experience and supports our rapidly growing business for the long haul.

— Francis Beiring, CPQ Program Manager, Schenck Process LLC

Schenck Process Reduces Order Time and Streamlines Sales Path Thanks to Integrated Configure, Price, and Quote Cloud Tool

Headquartered in Darmstadt, Germany, Schenck Process is a world market leader in measuring and process technology. Once known for its iron foundry and scales factory, the 135 year old process manufacturing giant, is a global solution provider for a range of industries, namely; cement and gypsum, chemicals, coal and metal mining, food, agriculture, pharmaceutical, plastics, rail, transportation, utilities, and power. With an unrivalled global network of sites and competent partners, Schenck Process competes on precision and accuracy of well-engineered measuring technology for weighing, feeding, conveying, screening, automation, and air filtration systems.

Schenck AccuRate (a subsidiary of Schenck Process) was looking to standardize its quote-to-order process across its operations. The company selected Oracle Configure, Price, and Quote Cloud (Oracle CPQ Cloud) to streamline and manage the entire quote-to-cash process—from inquiry to order fulfillment—and ultimately provide a superior customer experience.

 
Business Challenge
  • Enable sales representatives to rapidly create accurate quotes for the company’s measuring and process technology to increase sales activity and boost revenue
  • Streamline approval processes and decrease quote-to-order time by eliminating paper-based processes with complex pricing lists
  • Ensure a highly scalable and reliable configuration, price, and quote system that can scale rapidly to support the growing business
     
Results
  • Reduced time required for order entry and order review process, allowing sales to sell faster by guiding them to optimal product options and configurations, from simple to complex, for its measuring technology
  • Enabled approximately 275 global sales professionals to reduce time to prepare complete, technically accurate quotes that include optional spare parts, field service estimates, and product brochures with equipment drawings—ensuring more consistent and professional quotes to its customers
  • Improved customer relations by reducing configuration time and allowing sales more time to meet with customers and close orders
  • Established a flexible CPQ system that scales on demand to easily accommodate the company’s multiple global locations
  • Leveraged automation to minimize headcount costs despite 10% year-over-year business growth, and enabled staff to focus on more strategic tasks
  • Ensured business continuity thanks to high availability of the business-critical, cloud system
  • Doubled commerce transactions and increased internal user adoption by 3x as well as external user adoption by 50% to 70% since go live in 2013

 

Following our merger in 2013, we had to decide between Oracle CPQ Cloud and the solution one of our other divisions was using. Upon evaluation, we knew within half an hour that we wanted to standardize on Oracle. It is sales-oriented, flexible, and user friendly to support us as we grow.

— Francis Beiring, CPQ Program Manager, Schenck Process LLC

Execution

In 2011, Schenck AccuRate, a leader in the manufacture and supply of dry material feeders and weighing technologies, evaluated multiple vendors in its search for a new quoting and configuration solution. Schenck AccuRate selected Oracle CPQ Cloud to meet its needs and rolled out the solution to its sales teams in 2011, followed by six months adoption training.

In 2012, Mac Process, formerly North America’s largest supplier of pneumatic conveying and air filtration systems, and Schenck AccuRate announced the official merger of the two businesses—forming Schenck Process. Integration efforts began in 2012, and the company decided to standardize globally. Schenck Process went live globally on April 1, 2013.


About Schenck Process LLC

Headquarters

 
Kansas City, MO, United States

Employees

 
2,500

Schenck Process LLC is a global market leader of solutions in measuring and process technologies in industrial weighing, feeding, screening, and automation. Schenck Process develops, manufactures, assembles, markets, and sells a full range of solutions, products, and turnkey systems on the basis of combining process engineering expertise, reliable components and field-proven technology.

Published:  Jan 11, 2017