ANCA is a global manufacturer of CNC grinding machines, motion controls, and sheet metal solutions. Its sales organization manages highly configurable equipment across a worldwide network of offices, representatives, currencies, and languages.
To replace a manual quoting process and improve the accuracy of orders moving into its manufacturing systems, ANCA implemented Experlogix CPQ with Microsoft Dynamics.
- Accelerate complex quote creation for a global sales organization.
- Improve order accuracy before information reaches manufacturing.
- Centralize configuration rules, formulas, and pricing.
- Support multiple currencies and languages across global territories.
- Automate bills of materials and routing information.
- Reduce manual re-keying into downstream manufacturing systems.
- Compare multiple product configurations within a single quote.
- Reduce ongoing product and pricing administration.
Challenge
ANCA needed a faster and more reliable way to move complex orders from its worldwide sales organization into its manufacturing systems.
With approximately 28 offices around the world, four primary regional offices, 20 machine models, and thousands of parts and configuration possibilities, maintaining rules, formulas, currencies, languages, and quote accuracy had become difficult to manage manually.
Sales teams relied on manual processes to assemble and verify complex equipment quotes.
Orders required extensive checking and rechecking before they could move downstream.
Quotes had to support different currencies, languages, territories, and regional requirements.
Word documents, Excel spreadsheets, and conflicting price lists made centralized management difficult.
ANCA's machine portfolio included 20 models with thousands of parts and configuration possibilities.
Configuration rules and formulas had to remain consistent as products and pricing evolved.
Sales teams needed to quote across different currencies and languages.
Accurate order information needed to move into MRP without repeated manual entry.
“With 20 different machine models and thousands of parts and configurations, trying to generate quotes and maintain rules and formulas was overwhelming to put it bluntly. We were spending an excessive amount of time checking and rechecking orders for accuracy before they could be sent out.”
Solution
A customized demonstration helped ANCA visualize how Experlogix CPQ could support its sales process and Dynamics environment. Following implementation, the solution was launched across the company's global sales force.
ANCA reported 100% CRM/CPQ adoption in most territories. Instead of maintaining configuration logic across Word documents, spreadsheets, and conflicting price lists, Experlogix CPQ became the centralized management layer for product configuration and quoting.
Product logic, rules, formulas, and quoting information can be managed through one CPQ environment.
Experlogix CPQ works with ANCA's Dynamics CRM environment to support the global sales workflow.
The same system supports complex quoting across territories, currencies, and languages.
Configuration information flows downstream without requiring sales-order details to be re-keyed into MRP.
Sales selects the machine, options, and required product configuration.
Centralized rules and pricing logic support the creation of the customer quote.
Multiple configurations can be included and compared within the same quote.
Order information moves into MRP while BOM and routing information is generated automatically.
For manufacturers looking to connect validated configurations with production, see how Experlogix CPQ supports BOM and ERP handoff.
Result
ANCA reported major improvements in the speed of creating and maintaining complex quotes. A quote that previously took about 30 minutes could be produced six times in that same period after implementing Experlogix CPQ.
The sales team also gained the ability to turn around quotes the same day and quickly create alternate configurations when customers wanted to compare multiple equipment options.
ANCA moved from approximately one quote in 30 minutes to six quotes in 30 minutes.
The sales organization reported being able to return complex quotes to prospects the same day.
Order information no longer needs to be manually entered again before moving into manufacturing.
Experlogix CPQ automatically creates the manufacturing BOM and routing information used downstream.
Multiple configurations can be created within one quote and compared in seconds.
Salespeople spend less time creating and repeatedly verifying quotes and more time working with prospects.
Jeff Hazeldine reported that introducing new parts and maintaining systems previously consumed three or more days each week. With Experlogix CPQ, he needed approximately one day per week for product and pricing maintenance, freeing time for other business improvements.
“With Experlogix, quotes can be created six times faster. Previously, one quote would take 30 minutes or more to create. Now, I can create six quotes in 30 minutes.”
See how ANCA connected complex global quoting with Microsoft Dynamics and manufacturing while giving its sales team more time to sell.
