Merck was struggling with an eight week cycle time for sales to get valid quotes and drawings. They had an in-house tool that showed visuals but had no validation feature, resulting in numerous errors.
In a crowded and accelerating market, they needed a solution that could allow sales to keep pace with customer estimate requests.
Tom Roy, Sr. Project Manager at Merck Millipore said, “Our sales team would create quotes that didn’t reflect accurate pricing or engineering rules. They needed to submit them to the engineering team multiple times with multiple reworks until they were correct.” At the time, this was how every ETO product was quoted and produced.
"Our sales team previously submitted quotes to our engineering team multiple times for rework until they were correct. With KBMax [Epicor CPQ], they now create quotes that reflect our engineering rules for our customers immediately."
Tom Roy, Senior Project Manager | Merck Millipore
By using the Epicor CPQ platform, the Merck team now has a single source of truth for their product rules for six product lines so that their sales and engineering teams can work more efficiently together. Guided selling empowers them to sell the right product, design better, and reduce customer issues. They have also integrated Epicor CPQ with Oracle ERP and Salesforce so that all of their systems work together seamlessly.
The Merck team can review the drawings, assemblies and components in real-time, reducing their quote cycle time. They have also reduced their Engineering touch time from days to less than thirty minutes, freeing their engineering team up to focus on innovation.
