Bizerba Relies on SAP CPQ to Create Quotes

Hardware and software products, installations, service contracts, and consumables: Quotes at Bizerba SE & Co. KG can be quite complex. How practical would it be to have a tool that combines all items in a single interface? That's exactly what Bizerba thought. The idea of Solution Quotes - a solution implemented with SAP CPQ that creates a single, clear, and individual quote document at the touch of a button - arose in cooperation with valantic.

CX SAP CPQ

Highlights of the project at a glance

  • Solution quote: Not only hardware and software products, but also consumables and one-off and recurring services are brought together in one quote.
  • Significant cost savings: Quotes are created more efficiently in sales.
  • Compelling for customers: The attractive and quick presentation of the quote ensures that customers can easily find the solution that fits their needs.
  • Continuous availability: Access to the quote preparation in SAP CPQ is guaranteed anywhere and at any time.
  • Global implementation: The international project was rolled out at 10 sales companies and in 5 languages.
  • IT system environment: Two productive ERP back ends and two CPQ tenants – each including integration (CPI) and variant configuration and pricing service (VCP) – were connected to a central CRM system (Microsoft D365).
  • Pleasing numbers of users: Shortly after the go-live, 800 CPQ users worldwide are already using the tool.
Photo of the Bizerba headquarters

About the company

Bizerba was founded in 1866 and is still family-owned in the fifth generation. The global group of companies with headquarters in Balingen (Baden-Württemberg) employs a total of approximately 4,300 people in more than 120 countries.

With its unique portfolio of solutions relating to “weighing,” Bizerba meets the diverse needs of customers in industry, retail, logistics, and handicrafts and sets international standards for weighing, cutting, and marking. In addition to individual products in the POS segment, hardware, software, and service solutions, as well as leasing and financing models, are also offered via the main sales retail and industry sales channels. And this along the entire food chain, from production to end consumers.

More

People tend to think of Bizerba in connection with classic scales, for example at the butcher or in the produce department at the supermarket. However, the label that is printed after weighing and data entry and the software on the display are also Bizerba products.

The challenge

Bizerba is a solution provider in a wide range of fields – always with the aim of offering customers the best possible solution. So that the customer can benefit from its unique solution as soon as possible after the purchase, the quote tool must be integrated seamlessly into the market-to-contract end-to-end process.

Photo of a man working on gears with a magnifying glass.
Maren Kreutle

Business Analyst, Bizerba SE & Co.

“Our company strategy determines our processes: That’s why we use a 'Solution - Sales - Process.' In other words: The systems we develop must adapt to the relevant processes, not the other way around."

The solution: Solution Quotes

MyBizerba – as unique as your fingerprint! According to this motto, the idea of Solution Quotes at Bizerba was brought to life. Company size, budgets, resources, processes, or infrastructure: The solution takes into account each customer’s individual needs. From S to XXL and from stand-alone solutions to fully integrated models, MyBizerba's portfolio covers all eventualities.

Screenshot with a fingerprint on a PC desktop with Bizerba's offers.

Quote preparation with CRM, CPQ, and ERP

After full integration of CRM, CPQ, and ERP, the quote creation process is as follows:

  1. Capture and qualify the lead.
  2. Capture the sales opportunity with the aim of developing a suitable solution with the customer.
  3. Configuration and pricing of the solution in the CPQ.
  4. Conclusion of contract with the customer.
  5. Transfer of the quote to SAP ERP.
  6. Production, delivery, and installation of the individual solution with subsequent payment.
Illustration of the solution steps Customer Journey

Technical topics Integration into the end-to-end process

On the technical side, the solution brought the following challenges in particular:

Connection to Microsoft Dynamics 365 (D365)

Customer and quote data are exchanged bi-directionally between the systems. In addition, there is additional information, such as price lists, which are imported into the CPQ from D365. When a quote is created, we transfer all of this data from D365 to the SAP CPQ system.

Picture of two women working at standing desks.
Photo of a man working on several screens.

Communication between CPQ and ERP

  • CPQ → ERP: From Solution Quote, all the necessary documents – a quote for new devices, a service contract quote, etc. – are automatically created in the ERP.
  • ERP → CPQ: Data and information about materials and prices are used from the ERP for the SAP CPQ quote.
Photo of 3 Bizerba employees discussing a presentation on a laptop.

Pricing documents in SAP ERP

A quote is accompanied by three different pricing documents in SAP ERP. It takes a lot of header data to find the right conditions and to calculate the correct prices. That’s why we have mapped three different technical price documents in the background, one apiece for the areas of sales, service, and labels & consumables. The individual items are allocated to the three areas accordingly and the prices are therefore calculated correctly.

 

In principle, this is not provided for in SAP CPQ, as in the standard case exactly one pricing document in the ERP belongs to a quote. This greatly increases the complexity since the individual user must be able to create a solution quote completely independently of the technical implementation.

Project objective

Provide sales staff with an integrated tool that can be used to offer customers optimal solutions that are perfectly suited to their needs.

Customer benefits

Integrated tool: Customers receive quotes tailored to their individual needs. In addition, all internal steps go hand-in-hand.

Time gain: Thanks to an efficient and fully integrated quotation process.

Increased customer satisfaction: On the one hand, the time gain in sales enables more intensive support. In addition, customers can quickly and easily find tailored solutions for creating quotes

Project procedure

The focus is on users and the individual challenges of their areas of use. User groups were defined and then proto-personas were developed. The user story creation was followed by the user story mapping.

Illustration of the valantic CX project approach

This – new for many users – approach has been very well-received by all project participants, for it leads away from the requirement specification to the definition of the requirements. Even if you cannot (yet) completely dispense with the specifications: The user-centered approach documents the area-related claims of the various user groups. This creates the certainty that you have not forgotten anything. The project was implemented using an agile methodology together with the developers at Bizerba.

Gerald Schimanski

Software Engineer, Bizerba SE & Co.

"We don't do a project for ourselves or ‘IT’; instead, we do it for our users, who ultimately sit in front of the tool and work with it. If that's the case, you've actually won."

User-centered approach – benefits for Bizerba

Planning security in the project

Users receive an optimal tool, which often leads to time savings

Common understanding of processes and solutions: Shared perception of the “big picture"

The personas developed can also be used in other projects and project phases

  • End-to-end process (CRM D365  SAP CPQ  SAP ERP)
  • SAP CPQ
  • SAP ERP

Ready to try SAP CPQ?

Just give us a call!

“Guten Tag” from Munich

+49 2173 849 889 12

Dr. Matthias Blauth

“Grüezi” from St. Gallen

+41 71 313 55 70

Reto Rutz

Dietmar Rietsch

"Servus" from Salzburg

+43 662 876 606 199

Dietmar Rietsch