Case Study

Case Study

Overview
Al Mazroui simplifies business process while attaining Future-proof integration with Oracle CPQ Cloud
"Al Mazroui – ICAS has been building Automation latest technology as well as Cables and Low Current Systems. With ever-expanding business operations of Al Mazroui and the growing customer base, they were facing challenges with the ageing system. KPIT helped them drive process improvement and operational excellence by recommending Oracle CPQ Cloud and also advised Integration of batch inventory transactions from legacy ERP using Oracle Sales Cloud (OSC) CRM solutions. KPIT has optimized complex selling processes for faster sales cycles, enriched pricing discipline, improved margins that has resulted in enhanced customer satisfaction."
"Watch the video or keep reading:"
KPIT optimizes Al Mazroui's
          sales process with Oracle CPQ Cloud
Customer Overview
Al Mazroui - ICAS, founded in 1995, has been growing steadily in building Automation latest technology as well as Cables and Low Current Systems. They supply state of the art equipment and low current systems. Al Mazroui offices are located in the U.A.E (Abu Dhabi, Al Ain, Dubai & Jabal Ali) and around the Gulf region (Qatar, Oman & Kuwait). The company is supported by a large stock inventory that helps in supporting most of the project's requirements in the GCC. Expeditious delivery and speedy responses helped them gain client's satisfaction.
Highlights


 
Industry
Cable Distributor
Project Footprint
  • Upgrade to Oracle CPQ Cloud
  • Integrations using Oracle Sales Cloud
 

Business Challenges


With ever-expanding business operations of Al Mazroui and its growing customer base, they were facing challenges with the ageing system. The current manual quoting process used manual spreadsheets for 6 business units which was proving as a hindrance for their future growth. Some of the other challenges were:
A Single Quotation took 20-30 Minutes to complete
 
No methodical Control of Pricing and Management Approvals
On-Hand inventory availability calculations were not real-time and complex manual calculations
Reporting Challenges related to quote dashboards and success visibility
KPIT's Solution


To drive process improvement and operational excellence, Al Mazroui needed process upgrade that would streamline the processes operations while bringing efficiency.
KPIT also advised Integration of batch inventory transactions from legacy ERP using Oracle Sales Cloud (OSC) CRM solutions for standardization and optimization of customer service activities, streamlining email processes and achieving measurable efficiencies. KPIT has provided scalable solution for growth opportunities for Al Mazroui divisions in the future and a single business process catering to all 6 businesses spread across the globe.
Benefits


KPIT has optimized complex selling processes for faster sales cycles, enriched pricing discipline, improved margins that has resulted in enhanced customer satisfaction. The key benefits that Al Mazroui gained are:
Simplified Business process: The existing old environment inhibited the growth of the company. Oracle CPQ Cloud ensured single user experience, reduced training for a scalable solution Oracle Sales Cloud facilitated in establishing well defined and uniform business process
Future-proof integration: The improved architecture provides future-proof integration to Oracle Sales Cloud while bringing the required agility

 
Time Savings: The enhanced architecture led to significant time savings for the customer. In the legacy system the quoting process was manual which was time consuming whereas in the present system, quoting was completed in less than 5 min. for entire sales team
Structured management approval: The upgraded system has methodical control of pricing and approval hierarchy for management to approve quotes outside of company sales parameters
 
" KPIT's technology expertise and their commintment to their customers has helped Al Mazroui ICAS to enhance our sales cycle process,hence improving our customer satisfaction."

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Habib A. Ghaddar
Division Manager, Al Mazroui - ICAS

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