CUSTOMER SUCCESS STUDY: APROLIS GROUP

Transcription

1 CUSTOMER SUCCESS STUDY CUSTOMER SUCCESS STUDY: APROLIS GROUP SHORTENED THEIR SALES CYCLE WITH A PROS CAMELEON CPQ SOLUTION Unlock Your Data Unleash Your Sales

2 SUMMARY Specializing in short and long-term rental and maintenance of lift trucks and equipment, Aprolis Group, a member of the Monnoyeur Group, has 1,000 employees and annual sales of approximately $187 million. The exclusive distributor in France of major brands Caterpillar, Mitsubishi and Crown, Aprolis rents and maintains a fleet of more than 22,000 lift trucks for all industries. Aprolis national network incorporates 45 branch offices and service centers supplemented by a network of dealerships. Their sales force covers the entire national market in France. 2

3 CHALLENGE Boost administrative productivity Sales teams manually produced orders from printed catalogs. Logistics follow-up was also performed using paper documents. The amount of time devoted to these tasks and the resulting errors had become very costly to Aprolis. Produce standardized and reliable commercial proposals Aprolis commercial proposals lacked consistency in how they were defined and presented. They varied considerably depending upon the sales manager or the branch location. Additionally, national customers did not receive the same information across Aprolis local contacts. Furthermore, pricing rules were not uniformly applied across all sales channels. Proposals for the rental or sale of complex products required validation by multiple departments. They needed to produce more reliable commercial proposals and reduce technical costs. Coordinating sales operations Aprolis did not have capabilities to monitor and coordinate sales operations. Improving visibility for sales forecasts and commercial activity were also critical for the development of its business. 3

4 SOLUTION Aprolis chose the PROS Cameleon CPQ solution, specifically with the product configuration integrated into their sales force automation application. The solution is deployed across Aprolis entire network in France, servicing 100 users. 75% of the staff (sales and back office support) use it daily for a variety of sales operations activities: Selling new configurable products and assist customers with optimizing their equipment fleet. Developing catalogues and information for sales staff. Implementing balanced scorecards for marketing. Improving logistics and sales dashboards. 4

5 RESULTS For customers Improved, consistent experience across sales channels. Shorter response and delivery times. For sales teams More time to focus on customer relationships and upselling. A shorter sales cycle. Quick and accurate quote creation with an automated approval process. For Aprolis Increased sales team performance. Improved operational efficiency with mobile solution. Consistent, reliable, accurate product information. Advanced coordination of sales operations. Cameleon is the core tool of our new sales process that enables us to produce more reliable and professional commercial proposals, boost administrative productivity and improve our image and customer satisfaction. Stéphane Motard Studies-Information Technology Director, Aprolis 5

6 About PROS PROS Holdings, Inc. (NYSE: PRO) is a big data software company that helps customers outperform in their markets by using big data to sell more effectively. We apply years of data science experience to unlock buying patterns and preferences within transaction data to reveal which opportunities are most likely to close, which offers are most likely to sell and which prices are most likely to win. PROS offers cloud solutions to optimize sales, pricing, quoting, rebates and revenue management across more than 40 industries. PROS has completed over 800 implementations of its solutions in more than 55 countries. The PROS team comprises approximately 1,000 professionals around the world. To learn more, visit pros.com. PROS.com Copyright 2015, PROS Inc. All rights reserved. This document is provided for information purposes only and the contents hereof are subject to change without notice. This document is not warranted to be error -free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission.