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Case Study 13

The document discusses Fujitsu's selection of the FPX CPQ solution as its new configure, price, and quote (CPQ) system. It describes Fujitsu's previous issues with using spreadsheets for CPQ, which resulted in long quote times and errors. An RFP was issued requiring the ability to centralize quoting, ensure accurate pricing, and confirm part availability. FPX CPQ was selected because it could integrate with other systems, automate complex rules, and recognize new opportunities from configuration changes. As a cloud-based SaaS solution, it provided benefits over building an in-house system, and significantly improved Fujitsu's business processes within six months.

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2K views4 pages

Case Study 13

The document discusses Fujitsu's selection of the FPX CPQ solution as its new configure, price, and quote (CPQ) system. It describes Fujitsu's previous issues with using spreadsheets for CPQ, which resulted in long quote times and errors. An RFP was issued requiring the ability to centralize quoting, ensure accurate pricing, and confirm part availability. FPX CPQ was selected because it could integrate with other systems, automate complex rules, and recognize new opportunities from configuration changes. As a cloud-based SaaS solution, it provided benefits over building an in-house system, and significantly improved Fujitsu's business processes within six months.

Uploaded by

bui ngoc hoang
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Group 2 :

1.Bùi Ngọc Hoàng - BABAWE18500


2.Nghiêm Thị Phương Liên - BABAWE18196
3.Nguyễn Christina - BABAWE18009
4.Lê Châu Khánh Trí - BABAWE18588
5.Nguyên Phương Thảo - BABAWE18551
6.Vũ Cẩm Nhung - BABAWE18114

CASE STUDY

Fujitsu Selects a SaaS Solution to Simplify the Sales Process

Question 1 :What were Fujitsu's problems with its existing systems for the
CPQprocess? What was the business impact of these problems?

Fujitsu Network Communications is a company providing optical and wireless


networking equipment, including servers, storage products, client computing devices,
scanners, printers, and displays. There are more than 450,000 Fujitsu network
elements, including shelves and cards that house connectivity hardware, signaling and
routing setup, and management provisioning. The company's numerous products
contain thou- sands of parts and innumerable configuration scenar- ios. A single
product, for example, might be priced differently for 600 separate customers because
pric- ing is determined by a customer's unique configura- tions concerning network
sites, geographic locations, and distances between sites. Additionally, each of the
various sites in a network involves a multitude of setup configurations concerning
power supply, labeling, and rules for communication. The process of configuring,
pricing, and quoting orders for products and services might be for a 40-site network is
extremely difficult and uncommon.

For many years, Fujitsu sales teams had trouble handling all this complexity in
the sales and ordering processes. They had to use individual spreadsheets to
configure, price, and quote (CPO) solutions for their customers. The company had no
centralized repository for price quotes, records of offerings, or capability for
integrating quotes with the ordering process. Even though Fujitsu had an ERP system
to maintain its enterprise-wide master pricing and materials master data, the
CPQprocess still took days and resulted in quoting errors and countless hours of
corrections and rework.

Question 2: List and describe the most important information requirements you
would expect to see in Fujitsu's RFP?

A system solution was in order. Dave Hawkins, Fujitsu's Vice President of Sales
Engineering, Sales Operations, and Commercial Management, and his team issued a
request for proposal (RFP) for a solution that would produce quotes quickly and
reduce quoting errors and rework. The most critical requirements were the ability to
centralize and control all of the quoting that was going on, ensure accurate pricing,
and ensure that the parts being configured were all available. The RFP should provide
the most important information requirements with requisite details which can help to
estimating the right effort & solution.

1. Identify time
To determine progress, we need to know the time processing. The RFP time includes
display the manufacture, RFP delivery date, and projected date. all this time must be
explained as clearly as possible. it must be clearly structured and linked with no
repetition or overlap.

2. Communication point

Another important component of the RFP is determining the best distribution and
communication strategy. The way Fujitsu communicate with and receive proposals
from vendors should be communicated within the RFP. This contact is that usually
shown to customers and this contact is a communication access between Fujitsu and
client

3. Pricing Instructions

Major cost categories that the supplier should use when preparing proposals,
including information for one-time costs, recurring costs over the life of the product,
and discounts that may be appropriate. The RFP will require Fujitsu to submit
detailed financing details and details used for comparison that the company want to
ensure they get the lowest and most competitive bid.

4. How to respond
The customer can respond to Fujitsu's RFP to view the them as a valued resource and
addition to the project team and respect their input and needs regarding the delivery of
the solution. Fujitsu's RFP must include specific instructions on how to respond to an
RFP solicitation that contains address information for sending proposals, etc. How it
changes will be handled and how it accepted (or reject) changes, track them, and
report on the overall project status.

Question 3: Why was the FPX CPQ solution selected? Was it a good choice? Why or
why not?
For some time recently that the framework had trouble dealing with all this
complexity within the deals and arrange prepare. They utilize person spreadsheets to
design, cost, and cite. Along these lines, FPX CPQ was chosen to handle this issue.
1. Arrange all orders
2. Mechanize all the company's complex rules and estimating and coordinated
them nearly in genuine time
3. Consequently, recognize extra openings based on changes in item arrangement
in certain areas

Question 4 :Why would software as a service be an appropriate solution for Fujitsu?


Should Fujitsu have built its own CPQ system in-house?
Software as a Service (SaaS) is the right solution for Fujitsu because the services
provided are ready to use via the Internet so that Fujitsu does not have to bother to set
up a server. “A rigorous selection process identified FPX's software as a service
(SaaS) CPQ quote solution as the best choice. Only the FPX solution had the ability to
integrate with Fujitsu's front-end Salesforce lead management and forecasting
software and also with data from the company's back-end ERP system-and it ran on a
cloud computing platform” The advantage that Fujitsu will get from using a SaaS is
its low initial cost when compare with Fujitsu had to buy a particular server license. In
addition, the SaaS provided by FPX in this case the CPQ (Configure Price Quote) is
very compatible with the business run by Fujitsu and can make Fujitsu's business
processes more efficient. “FPX CPQ automatically configures all sales orders, even
when they are based on extremely complex business rules. The software validates all
selections of products and services to eliminate costly rework and helps preserve
profit margins by requiring approval for discounts that exceed preapproved levels. For
Fujitsu, FPX CPQ automates all of the company's complex pricing rules and
requirements and integrates them in nearly real time with the quoting system so that
quotes and orders are able to immediately capture any change to product and
materials master data. Pricing that used to take Fujitsu's sales teams days to calculate
now just takes seconds. FPX CPQ can also automatically recognize additional
opportunities based on changing the placement of a product in a specific location.
This feature eliminates the cumbersome manual process of crosschecking a
configuration against a promotion list and eliminates the need to make post-sale
concessions to customers who did not initially receive the lowestcost option.”.
Although using Fujitsu's SaaS does not have full control over the software, it is not a
big problem because basically the benefits of Fujitsu from this SaaS are much greater.
In our opinion it is not necessary because the CPQ provided by FPX has been able to
give Fujitsu ease and profit in its business. Within 6 months of implementing FPX
CPQ, pricing errors experienced by Fujitsu reduced 80%. In addition, the CPQ cloud-
based platform can replace multiple quotation systems (Quoting Systems) that
configure multishelf and multislot network platforms. FPX is a leading vendor of
cloud-based CPQ software and a certified SAP ISV partner. In addition, reviewers of
FPX CPQ users also commented positively on the software. Moreover, automating
the CPQ enterprise-wide made it possible to see more important information about
sales, services, and what customers were requesting. Every time a change is made,
such as a new price, new product availability, or a change in a product description, all
users can see that change as soon as they access the system and look at their quotes. If
a quote is in the process of being generated, Fujitsu can also update that quote with
such changes. End users can be out in the field with customers and show them real-
time visual representations of solutions, make changes to configurations, and instantly
obtain accurate-up-to-the-minute prices. The new CPQ system enables Fujitsu to
streamline the sales process by placing a significant portion of the product data and
configuration rules directly within the quoting application. The sales team is able to
operate more independently and to focus on selling”. Therefore, in our opinion Fujitsu
no longer needs to build its own CPQ which takes a long time and is relatively
expensive.

Question 5 : How much did FPX CPQ change the way Fujitsu ran its business?

Using FPX CPQ helped Fujitsu achieve some business benefits within six
months. First of all, it had Cloud-based platform - CPQ replace several quotation
systems to manage multishelf and multislot network platforms. Secondly, the
percentage of pricing errors also decreased 80 percent, which led to the reductions in
the value of an asset. Moreover the overall cycle time was reduced as well. Due to
automating the CPQ enterprise-wide, Fujitsu could see more important information
about sales, services, and what customers were requesting. Thirdly, FPX CPQ made it
possible for all customer to know about a new price, new product availability, or a
change in a product description through their quotes on the system. Every time a
quote in process is generated, Fujitsu will update it with the above changes.Finally,
end users can have chance to be out in the field with customers and show them real-
time visual representations of solutions, make changes to configurations, and instantly
obtain accurate-up-to-the-minute prices.

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