Complex product enquiries as a daily challenge in sales
For sales managers in industries with complex product and quotation processes – for example in the food and ingredients industry, the chemical and pharmaceutical sector, or mechanical engineering – this is everyday business: customer inquiries for new products, formulations, or variants trigger long process chains. Numerous departments have to be involved, from product development to quality assurance and packaging through to logistics.
The result is a high level of coordination effort, long lead times, media breaks, and the constant risk of errors. While customers expect fast, tailored, and reliable quotations, sales organizations struggle with a fragmented process that ties up valuable time and resources.
At NovaTaste, a globally leading provider of flavor innovations and functional ingredients, these challenges were also the trigger for a fundamental realignment of the quotation process.
The goal: An end-to-end, integrated quotation process
NovaTaste wanted to do more than digitize individual process steps. The goal was an end-to-end process for all product inquiries, whether standard or highly individual:
- Central control of product, formulation, and assortment inquiries
- Comprehensive coverage of standard inquiries as well as ETO processes, i.e. from
product development through to the quotation - Mapping of the entire process chain, from the opportunity through internal
processing to the final quotation - Seamless collaboration across more than eight departments involved
- Automated quotation documents, CI-compliant and customer-friendly
- Transparency for all stakeholders, at any time and across departmental boundaries
This was intended to make the path from the customer idea to the quotation significantly simpler, faster,
and more consistent. The aim was not only efficiency, but also consistency,
quality, and a better customer experience – decisive for sales managers
who keep both growth and customer satisfaction in view.
The solution: an integrated process using SAP Sales Cloud and SAP CPQ
Together with SYBIT, NovaTaste has created a solution that digitally maps the entire process from opportunity to quotation – without media breaks:
- Central inquiry handling in SAP CPQ
Product, formulation, and assortment inquiries are captured centrally and enriched
with sales expertise. - Workflow-based processing across departmental boundaries
More than eight specialist areas can contribute their input in a structured way – from
formulation through to packaging. - Guided inputs and content
Step by step, a complete product is created, including suitable packaging. - Feedback and approval app
Via a seamlessly embedded SAP BTP app, additional specialist departments
can be involved and provide their feedback directly in the process. - Seamless integration with SAP Sales Cloud and ERP
The starting point is the opportunity in SAP Sales Cloud; quotation data flows
back automatically. Price, material, and customer data are integrated from SAP ERP. - Automatic quotation printout
A CI-compliant, customer-friendly quotation document with all relevant
information – from prices and conditions to Incoterms.
The result: an end-to-end process that is not only more efficient internally, but also looks professional to the customer.
Value for sales and customers
The solution delivers tangible results:
- Transparency
Everyone involved has insight at any time into the status of opportunities,
requests, and quotations. - Quality & consistency
Complete data for formulation and packaging,
fewer manual process steps, and a lower error rate. - End-to-end user journey
Processes without media breaks increase speed,
data quality, and acceptance – internally as well as externally. - Professional customer experience
Consistent quotation documents that meet the high
expectations of B2B customers.
For sales managers, that means: innovative, digital processes create clarity, speed, and customer proximity – and make sales ready for the future.
SYBIT has supported us with its extensive strategic and technological expertise in consistently implementing our vision of an end-to-end sales process. From process analysis and the subsequent implementation roadmap, through technical integration, to the user experience, we have worked together to create a solution that delights both the sales team and our customers alike.
Success Story
What do you think of NovaTaste’s experience with the digital tendering process?
Would you also like to streamline the quotation process and generate quotations seamlessly as part of a single process? We can help you set up an integrated, end-to-end quotation process using SAP CPQ, SAP Sales Cloud and SAP BTP – one that is transparent, consistent and closer to the customer.
Mail: sales@sybit.de
Phone: +44 7348948903