Emerson US – Digital Transformation of Quote-to-Order Processes

Background: Manual CPQ-ERP Integration Hindering Sales Efficiency

A global industrial solutions leader, Emerson US, faced critical challenges due to a fragmented Quote-to-Order (Q2O) workflow. The company’s CPQ (Configure, Price, Quote) system operated in isolation from Oracle ERP, causing operational bottlenecks, data inconsistencies, and customer dissatisfaction.

Solution Section

Problem Statement: Siloed Systems Slowed Sales Velocity

Before automation, the quote-to-order process suffered from:

Manual Data Synchronization
Manual syncing of customer, item, and price data from Oracle ERP to CPQ led to delays and stale quote data.

Lack of Real-Time Pricing
Sales reps couldn’t provide instant quotes due to performance constraints, affecting quote accuracy and agility.

Disconnected Order Processing:
Orders required manual re-entry into Oracle, introducing errors and delaying fulfillment.

Complex Discount Logic:
Managing layered discount rules manually made profitability and compliance hard to maintain.

Business Benefits Section

Impact: Delayed Orders, Inaccurate Quotes, and Lost Opportunities

The manual approach caused:

25–30% Longer Turnaround Time
Sales cycles were slowed due to inefficiencies in quote creation and order processing.

Data Discrepancies Between Systems
Inconsistent pricing, outdated product data, and misaligned customer records.

Reduced Sales Agility
Sales reps couldn't respond quickly to customer demands or pricing inquiries.

Resource Drain
Sales and operations staff were diverted to repetitive, non-strategic tasks.

Business Benefits Section

Solution: Automated CPQ-ERP Integration & Future-Ready Architecture

JBS delivered a modern CPQ-to-ERP integration framework that enables end-to-end quote-to-order automation:

Automated Data Sync via BI Warehouse
Daily sync of Item Master, Customer Master, and Price Lists between Oracle and CPQ—ensuring real-time data accuracy.

System Integration via Oracle BI Warehouse:
Secure, scalable integration bridges were created to automate bidirectional data exchange.

Data Transformation & Standardization:
ETL pipelines ensured that pricing, customer profiles, and item catalogs were standardized across platforms.

Foundation for Real-Time Pricing & Order Push:
The system was architected to support real-time net price APIs, advanced CPQ UI enhancements, and order automation.

Business Benefits Section

Business Benefits: Scalable Automation & Measurable Efficiency

✅ 80% Reduction in Manual Work
Dramatically reduced need for human intervention in Q2O workflows.

🚀 Faster Sales Cycles (25–30%):
Automated syncs and integrated order flows shortened sales cycles.

📈 99% Data Accuracy:
Pricing and order data remained synchronized across all systems, reducing rework and missed opportunities.

📉 50% Less Order Rework:
Error-prone manual entry eliminated.

🧩 Scalable Architecture for Growth:
Future-ready system architecture supports evolving CPQ needs.

😊 Improved Customer Experience:
Accurate, timely quotes and orders led to a more seamless purchasing experience.

Technology Stack

Oracle ERP

Oracle CPQ

SQL Server Integration Services (SSIS)

Business Intelligence (BI) Warehouse

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