Priva develops climate-control solutions for commercial buildings and high-tech greenhouses, helping organizations manage highly customized environments while supporting sustainability and cost-reduction goals.
Because every installation is shaped by factors such as weather, building size, greenhouse design and customer requirements, Priva needed a more scalable way to configure products and move projects into orders. The company selected Experlogix CPQ as part of its transition to Microsoft Dynamics 365.
Priva expanded Experlogix across its global locations and its external partner and dealer network.
The second implementation phase expanded CPQ from a focused pilot to Priva's complete product portfolio.
Internal teams and partners gain a clearer view of what has been configured before an order reaches production.
Order information can automatically be transformed into key documents such as customer quotes.
- Replace fragmented product and pricing spreadsheets with a more consistent configuration process.
- Improve the clarity and accuracy of highly customized orders.
- Support internal sales teams, partners and dealers through a common configuration experience.
- Expand CPQ globally across Priva's locations and full product range.
- Transform order information into key customer documents such as quotes.
- Adjust configurations more quickly before orders move into production.
- Reduce the complexity surrounding configurable product sales.
- Create a scalable Dynamics-based foundation for future expansion into additional departments.
Challenge
Priva's climate-control solutions are highly dependent on each customer's environment. Weather conditions, building dimensions, greenhouse design and other variables can all influence the optimal configuration.
The company's existing calculation tools did not provide all the functionality it needed, and Priva lacked an efficient way to process configured projects into orders.
Priva's existing tools lacked functionality required for highly customized project configurations.
Salespeople had to navigate multiple product and pricing spreadsheets while configuring an order.
Documents such as bills of materials required significant manual effort in the previous process.
Priva's move away from custom tools built for Microsoft Dynamics AX created an opportunity to standardize quoting and ordering.
Salespeople worked through product and pricing spreadsheets to define the customer solution.
Existing calculation tools lacked functionality needed for Priva's custom products.
Key documents such as BOMs required significant manual effort.
The disconnected process consumed time, contributed to inaccuracies and negatively affected the customer experience.
“We were missing a lot of needed functionality in our calculation tools. We also didn't have the capability to process projects to orders.”
Solution
HSO, an Experlogix partner specializing in Dynamics 365 implementations, introduced Priva to Experlogix CPQ as the company evaluated how to modernize its quoting and ordering environment.
After an extensive vendor evaluation, Priva selected Experlogix CPQ for Microsoft Dynamics 365 Finance & Operations to support accurate, highly customizable orders while providing the scalability needed for a global organization.
One sales office received access to Experlogix for a limited selection of products, allowing employees to learn the platform while working alongside Experlogix engineers.
Priva expanded Experlogix across its global locations, external partners and dealers for the company's full range of products.
Priva's employees can apply their product knowledge to build and expand product models within CPQ.
Experlogix operates as part of Priva's modern Microsoft Dynamics 365 sales and ERP environment.
External partners and dealers can work from the same configuration framework used by Priva's internal organization.
Order information can automatically be transformed into key documents such as customer quotes.
Sales or a partner begins with the building, greenhouse and operating requirements that shape the solution.
Experlogix provides a common CPQ environment for Priva's highly customizable products and services.
Order information can automatically be transformed into customer-facing documents such as the quote.
Clearer configurations make it easier to adjust an order before it moves into production.
Result
Priva now has a clearer and more consistent configuration process across internal teams, global locations and its partner network.
The new process also allows order information to be transformed automatically into key documents such as quotes, reducing sales-process complexity and improving the customer experience.
Priva reports that clearer configurations help improve order accuracy across both internal and partner-led sales.
Priva says the process and documents delivered to customers are much clearer than before.
Teams can adjust configurations more quickly before an order moves into production.
Automatically transforming order information into documents such as quotes reduces complexity in the sales process.
Experlogix has been expanded across Priva locations, external partners and dealers for the company's complete product range.
Priva can continue building on its Microsoft Dynamics ecosystem as additional departments adopt CPQ.
“Whether the sale is being handled internally or through one of our partners, it's always clear what the configuration is. This not only makes our orders more accurate, it allows us to more quickly adjust them before anything moves to production.”
Following the success of the initial implementation and global rollout, Priva plans to expand Experlogix usage into additional departments and take advantage of the broader capabilities available through its Microsoft Dynamics environment.
See how Priva connects Experlogix CPQ with Microsoft Dynamics 365 to simplify highly customized climate-control configurations across internal teams, partners and dealers.
