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Vertiv

Oracle Customer Success

Vertiv improves processes using Oracle CPQ

Summary

The IT infrastructure provider uses Oracle CX to improve the purchase experience to become one of the world's most effective tech solution providers.

Business challenges

Vertiv is a Columbus, Ohio-based provider of critical infrastructure equipment and services for data centers, communications networks, and commercial and industrial facilities. Its products support the growing mobile and cloud computing markets with a portfolio of power, thermal, and infrastructure management solutions. Vertiv has more than 18,000 employees, and more than 25 manufacturing and assembly facilities across the globe.

As a global organization, Vertiv had relied on a multitude of highly customized and disconnected CRM applications. This became a barrier to growth and a critical project for Vertiv as it aimed to provide more consistent data across its go-to-market network.

Vertiv started evaluating systems that could help the company improve processes and experiences for customers, partners, and employees.

Oracle CPQ serves as a one-stop shop for Vertiv sales representatives. The end-to-end integrated landscape from Oracle Sales to CPQ, with CPQ connecting to Oracle E-Business Suite and several on-premises custom tools, enables seamless automation of various key business processes.

Praveen Mutyam

Director CPQ, Vertiv

Why Vertiv Chose Oracle

Vertiv’s goal was to incorporate new order functionalities and tracking capabilities to make the shopping experience easier for its customers.

Vertiv chose to integrate Oracle Commerce with its existing Oracle Sales and Oracle CPQ processes. Oracle’s expansive business suite was attractive to the company, a longstanding Oracle ERP, CX, and on-premises applications customer, as it worked to expand its commerce capabilities.

Results

After implementing Oracle CPQ and Sales, Vertiv now has a single global view of all customization requests, which has led to better revenue reporting and faster response times. The end-to-end integration and automated pricing has ensured that customizations are priced correctly and prevented revenue leakage, positioning Vertiv to better compete in its market.

The implementation has also harmonized and simplified processes with an end-to-end, connected enterprise architecture that captures leads from Oracle Eloqua Marketing Automation, processes quotes in CPQ, and transfers orders to Oracle Cloud ERP.

Vertiv has a unique “engineering to order” process that addresses requested customizations to its power systems and other equipment. The end-to-end solution, built using real-time integrations from CPQ, E-Business Suite, and other on-premises applications, has greatly reduced Vertiv’s turnaround time for quoting customizations and has also improved customer experiences.

Partners

Vertiv selected Infosys to help with the migration.

Published: November 4, 2021