Founded in 1978, Trimble Navigation, Ltd. applies technology to make field and mobile workers in businesses and government significantly more productive. The company’s solutions are focused on applications requiring position or location—including surveying, construction, agriculture, fleet and asset management, public safety, and mapping. In addition to utilizing positioning technologies, such as global positioning systems (GPS), lasers, and optics, Trimble solutions may include software content specific to the needs of the user. Trimble’s Heavy Civil Construction Division is a leading innovator of productivity solutions for the heavy and highway contractor.
As Trimble’s Heavy Civil Construction Division began expanding into new markets—including remote parts of Africa—the company looked for a configuration tool to enable it to sell faster, easier, and with greater accuracy. Additionally, in its more developed markets such as North America, Trimble was experiencing massive channel partner growth, and needed an easy-to-use tool to help partners get their sales operations up and running quickly. As a result, Trimble moved to the cloud with Oracle Configure, Price, and Quote Cloud (Oracle CPQ Cloud), which enables it to streamline and manage the entire quote-to-cash process—from inquiry to order fulfillment.
Today, Trimble has 80% of its SITECH channel partner base using the Oracle solution with ease, without needing assistance from Trimble’s account team to build quotations. Oracle CPQ Cloud guides users to optimal product options and configurations from simple to complex, as well as automatically applies discounts and relevant up-sell and cross-sell opportunities, driving 10% to 15% incremental revenue for Trimble. Further, Oracle CPQ Cloud acts as a “connected customer solution” that can handle the complexities of Trimble’s multiple pricing models, and provides dealer visibility by enabling Trimble to analyze the behavior of dealer quoting to stimulate and shape global growth. Finally, the solution enables Trimble to go directly to the consumer working with their channel partners, lowering the cost of the sale and enabling more low- or no-touch sales.
The easy-to-use, scalable Oracle cloud-based solution—integrated with Trimble’s existing customer relationship management (CRM) and enterprise resource planning systems—provides a seamless experience for its users. Trimble’s field sales team can route queries directly through channel partners, instead of having to send time-consuming e-mails back and forth. In the future, Trimble hopes to more tightly integrate Oracle CPQ Cloud with its CRM solution to reduce sales cycle times even further.