Case Studies
30 Days: Sales Forecasting
An Aelera Success Story
Complex Pricing Redesign in 30 Days
Results
Price Quoting and Contract Management defined in 30 days. Dispute rates slashed by 65%
Problem
A multi-billion dollar networking equipment manufacturing provider has billing and contract dispute rates of 40%. The software program couldn't handle the complexity of the quote, credit and contract structure.
Solution
Aelera built a simplified solution within the existing infrastructure that integrated all contract, pricing and credits and presented a "red light, yellow light, green light" interface to the sales team.
One of the world's largest network equipment hardware manufacturers relied on a well-known software company's promise that its application would help them operate like one of the world's 'best-run businesses'.
Instead, the company quickly learned that the software program could not handle the company's highly complex contract, pricing, credits and discounts structure.
Billing and contract disputes reached a high of 40%.
A salesperson's quote could significantly deviate from the final invoice consequently damaging the customer relationship and endangering what was thought to be a completed sale. Sales forecasting and, ultimately, revenue projections were uncertain.
Aelera got to work on building a simplified solution that integrated all contract, pricing and credits by customer, country and contract and simply presented a "green light, yellow light, red light solution" where the salesperson could view whether a contract bid was within the parameters of the contract and could be formally offered.
Within 30 days, Aelera developed a plan for Price Quoting and Contract Administration. When the systems were implemented, the dispute rate was slashed By 65%.