Thermo Fisher Scientific provides electron and ion-beam microscopes and nanoscale tools used across industrial and academic materials research, life sciences, semiconductors, data storage, natural resources and other scientific fields.
Because each instrument can require a different combination of cameras, components, services and other options, Thermo Fisher needed a scalable configurator that could precisely control configurations while supporting global pricing and approval requirements. The company selected Experlogix CPQ integrated with Microsoft Dynamics CRM.
Thermo Fisher reports removing at least 20 separate programs and Excel sheets from its quoting environment.
Complex instrument quote times were significantly reduced after moving configuration into Experlogix.
A common configuration environment supports pricing for Thermo Fisher's global sales organization.
Experlogix supports discount approvals and requests for non-standard products.
- Precisely control complex quote and order configurations.
- Give sales immediate feedback when microscope components are incompatible.
- Provide accurate pricing across multiple currencies.
- Support discount approvals and non-standard product requests.
- Consolidate product options, services, rules and pricing into one intelligent system.
- Reduce reliance on paper catalogs, spreadsheets and disconnected software tools.
- Support product administrators operating across different global time zones.
- Create a shared corporate memory of product configurations.
Challenge
Thermo Fisher competes in a highly price- and market-conscious scientific instrumentation market. As part of an effort to streamline sales and customer-service operations, the company selected Microsoft Dynamics CRM.
To realize the full value of that CRM environment, Thermo Fisher needed an integrated product configurator capable of managing highly complex scientific instruments across a global organization.
Different microscope components could not always coexist, making precise configuration control essential.
Sales needed accurate pricing across multiple currencies.
Discount approvals and requests for non-standard products needed structured support.
Multiple product administrators operated in different time zones around the world.
The quote and order process involved approximately 20 different software tools and Excel sheets.
Sales used spreadsheets and diagram trees to identify which microscope components could work together.
The previous environment was slow, cumbersome and difficult to maintain.
Configuration processes were not connected with the new Microsoft Dynamics CRM environment.
“We needed a highly flexible, scalable configurator that would help streamline our financial management and allow us to control our configurations very precisely.”
Solution
After evaluating several product configurators, Thermo Fisher selected Experlogix for its Microsoft Dynamics CRM integration, scalable architecture and flexibility.
Experlogix consolidates product and service options, rules and pricing into a single configuration environment while supporting additional logic for installation, warranty, extended warranty, freight and duty.
Sales receives immediate feedback when a selected part is incompatible with the planned microscope configuration.
Experlogix supports a uniform global configuration process while accommodating different currencies.
Internal processes include structured requests for discount approvals and non-standard products.
Product administrators in multiple time zones can work within a common configuration environment.
Sales begins with the customer's scientific application and instrument requirements.
Experlogix guides compatible cameras, equipment, services and other product selections.
Pricing is generated within the global multi-currency configuration environment.
Discount approvals and non-standard requests can move through automated internal workflows.
Thermo Fisher specifically needed to reduce the administrative burden created by multiple product administrators working across different time zones. The customer reports that its administrative departments can now work more seamlessly around the world.
Learn more about the Experlogix CPQ Rules Engine und CPQ for Microsoft Dynamics 365 Sales.
Result
Thermo Fisher's sales representatives no longer need to consult spreadsheets and diagram trees to determine which microscope parts can coexist. Configuration information is available through Experlogix from the Microsoft Dynamics CRM environment, with immediate compatibility feedback during the sales process.
The customer reports dramatically reduced quote times for even its most complex scientific instruments and says orders can be produced in a fraction of the time previously required.
Thermo Fisher reports significant reductions in quote time for its most complex instruments.
The company eliminated at least 20 programs and Excel sheets from its previous process.
Sales can see whether individual components are compatible with the overall microscope configuration.
Thermo Fisher created a more uniform quoting environment for its worldwide sales organization.
Requests for non-standard products and discount approvals can move through controlled internal processes.
Thermo Fisher began training agents and distributors to use Experlogix for quoting.
“Experlogix enables TFS to produce orders in just a fraction of the time previously required. We no longer have to deal with complex systems involving multiple software tools and hordes of Excel spreadsheets.”
Thermo Fisher's experience demonstrates how a centralized CPQ environment can replace fragmented configuration tools while supporting highly complex product logic, global pricing and controlled sales workflows.
See how Thermo Fisher Scientific uses Experlogix CPQ and Microsoft Dynamics to simplify complex scientific instrument configuration, global pricing, approvals and quoting.
