SAP Configure, Price, and Quote on hybris – Multi-Channel CPQ and E-Commerce across Customers, Partners, and Internal Sales

SAP Configure, Price, and Quote (SAP CPQ) on hybris offers a significantly improved sales configuration solution that enables sales teams, customers, and channel partners to configure, price, quote, and order products and solutions accurately and efficiently.

The solution has been released to customers with hybris 5.3 in Q3/2014, integrating the SAP CPQ Configuration Runtime (SSC), the most advanced version of the SAP IPC technology, to hybris. A modern HTML5 configuration user experience is provided, based on the hybris web content management system (WCMS), so that customers are very flexible to adapt the user experience and business process, leveraging the hybris platform. The solution uses existing configurable products set up for SAP Variant Configuration (VC), Internet Pricing and Configuration (IPC) and Solution Sales Configuration (SSC), and integrates the CPQ configuration user experience and process in hybris to the SAP backend.

Benefits of SAP CPQ on hybris:

• Sell more configurable products and solutions by offering user-friendly self-service in customer and channel partner portals based on hybris
• Increase sales efficiency by enabling sales to enter configurations easily to fit customer needs, as well as generate accurate quotes and proposal documents
• Reduce quote to order cycle times by integrating E-Commerce and configure, price, and quote processes across customers, channel partners, and internal sales
• Improved margins through shift in the product mix from lower margin standard products to higher margin configurable products
• Boost profits through business transformation from product vendor to solution provider with high margin solution bundles including products, software, services, service contracts, and pay-per use models

SAP CPQ on hybris – Pre-integrated Multi-Channel CPQ and E-Commerce – Model Once, Configure Anywhere

Compared to 3rd party CPQ products, SAP CPQ on hybris is a pre-integrated solution, running directly on the hybris E-Commerce platform, which can be integrated to sales force automation, order management and analytics. With that, a customer implementing CPQ on hybris can use one toolset, approach and technology to enrich and tailor both the E-Commerce catalog, process and user experience, and the CPQ data, process and user experience.

With SAP CPQ on hybris, customers can leverage the investment they have done in product models in ERP Variant Configuration (VC), and quickly enable end-customers, channel partners and internal sales reps to enter complex configurations easily in the hybris front office solution. Due to the integrated approach “model once, configure anywhere”, a consistent model across manufacturing configuration, sales configuration, guided selling and solution configuration can be set up and used in hybris CPQ, without worrying that the sales order configurations submitted by hybris to SAP ERP for fulfillment and manufacturing can’t be manufactured.

Sales and marketing users gain flexibility by enriching the options and values replicated from the ERP VC model to the hybris platform, without breaking the model integrity, thus avoiding problems at order entry.

End-to-End Process Flow – Multi-Channel CPQ and E-Commerce

Leveraging the power and flexibility of hybris, the leading multi-channel E-Commerce platform, customers can realize end-to-end processes for E-Commerce and CPQ across end customers, channel partners and internal sales. The end-to-end process illustrated below showcases which processes can be realized by customers, based on their requirements:

• End-customer e-commerce portals with access from desktop and mobile devices – hybris E-Commerce
• Powerful catalog management and search tools – hybris E-Commerce
• Dynamic cross & up-selling recommendations, leveraging big data and predictive technologies – hybris Marketing
• Guided selling and solution configuration – easily find the right products and compose complete solutions bottom-up, meeting the customer’s needs – SAP CPQ on hybris
• Easily enter configurations, visual selling support, transparent pricing information for products and options – SAP CPQ on hybris, SAP 3D Visual Enterprise
• Out-of-the box integration between hybris and SAP ERP – products, prices, customers, inventory, orders including configuration
• Internal sales or channel partner receives request for quote from end customer, or could start the CPQ process from an opportunity, originating in SAP Cloud for Customer, SAP CRM, or a 3rd party sales force automation system
• Fuzzy search for configured inventory and production orders at the OEM or at channel partners – SAP HANA
• Manage quotes, pricing, costs and margins – SAP CPQ on hybris, leveraging ERP pricing and costing
• Generate professional-looing quote proposal documents – SAP Document Presentment by OpenText
• Quote and pricing approval workflows – hybris Workflow & Collaboration
• Fast and flexible sales and configuration analytics – SAP HANA Live

Key Differentiators of SAP CPQ on hybris:

• Easy-to-use, easy-to-adapt CPQ solution for sales, customers, and channel partners
• Pre-integrated end-to-end processes across sales force automation, E-Commerce, CPQ, order management, analytics
• Modern user experience for CPQ and E-Commerce, easy-to-use and easy-to enhance on one integrated platform
• State-of-the-art configurator – product configuration, guided selling, system & solution configuration
• Model once, configure anywhere – one consistent modeling approach for manufacturing, sales, guided selling and solution models
• Full support for assemble-to-order, configure-to-order, engineer-to-order with easy transition
• Fast configurator designed for high volume, from simple product models to very complex solution models
• Protect previous investment – re-use existing models for SAP VC, SAP IPC, SAP SSC
• One pricing logic used in the backend and in the frontend
• Flexibility for sales and marketing – enrich options and values directly on the hybris platform
• Flexible deployment – on premise, hosted/cloud, mobile
• Largest CPQ customer base and ecosystem

Lean more about SAP CPQ on hybris and see compelling demos at SAPPHIRE and ASUG

If you are interested to learn more about SAP CPQ on hybris, please join us at SAPPHIRE and ASUG, May 5-7, 2015, in Orlando, Florida:

Wednesday, May 6, 2015:

CW701: CPQ Best Practices: How To Configure, Price and Quote in E-Commerce and for Internal Sales – 12:30-1:30pm – S331D – Link to Presentation
IN20743: Demo Theatre: Streamline Configure, Price, and Quote in E-Commerce and Internal Sales – 4:00-4:20pm – IN101

CW1200: Lessons learned from Solution Sales Configuration implementations – EMC, IBM, Lexmark and Ericsson – 04:15-05:15pm – S331D

Thursday, May 7, 2015:

IN20748: Microforum: Sell More Complex Products & Service Parts Through E-Commerce & CPQ – 2:00-2:45pm – IN106

IN20743: Demo Theatre: Streamline Configure, Price, and Quote in E-Commerce and Internal Sales – 4:00-4:20pm – IN101

Additionally, please sure to stop by the Industrial Machinery and Components Expert Table, located at IN114 on the Industries Campus in the Discrete Manufacturing Area, to experience SAP CPQ on hybris and meet with SAP experts to learn how we can help you design, sell, build, deliver, & maintain complex solutions.

Sign up for the SAP CPQ Info Session, June 23rd, 2015 in Lombard near Chicago

This year, we will have a half-day SAP CPQ Info Session, taking place June 23rd, 2015, in Lombard near Chicago, as part of the Pre-Conference for the SAP Manufacturing Industries Forum. The CPQ Info Day in Chicago havs been very popular in the last years, and this year we will have limited seats available, so please register now for the CPQ Info Session, as part of the SAP Manufacturing Industries Forum.

See a demo with your ERP Variant Configuration Product Models in hybris CPQ

In the SAP CPQ on hybris demo environment we can upload one of your ERP VC configuration models, so that you can experience SAP CPQ on hybris with one of your configurable products. Please contact your SAP account executive to set up a demo for SAP CPQ on hybris.

See you in Orlando at SAPPHIRE next week!

Harald Reitz is a business solution architect within the SAP Industry Business Unit for Industrial Machinery & Components (IM&C), and he is the solution owner of SAP Configure, Price, and Quote (SAP CPQ). He is responsible for the sales and manufacturing solutions for companies in the industrial machinery & components industry with more than 6500 customers. His main focus areas are product configuration and make-to-order / engineer-to-order manufacturing. Since 2005 he is in the board of directors of the Configuration Workgroup, the international SAP user group for product configuration.

Harald started his career at SAP in 1996. Before joining the IM&C solution management team in 2001, he was working as an integration consultant and he has comprehensive knowledge in implementing SAP solutions for industrial manufacturing companies. He has a degree in industrial engineering from the Technical University of Karlsruhe, Germany.