CUSTOMER STORY RHI MAGNESITA Teaming up to transform sales processes RHI Magnesita worked with Conga to optimise its configure, price, quote strategy and build the foundations for future success RHI Magnesita is a leading producer of refractories – specialised materials that protect industrial furnaces, kilns and reactors against extreme temperatures – with over 70 production sites worldwide and around 20,000 employees. A robust and consistent configure, price, quote (CPQ) strategy is integral to the company’s goals. When its in-house pricing engine began to reach its limits, it decided to implement a CPQ system before moving pricing to the same technology. “We operate pricing on a global level, but we were losing the power of the pricing logic during our quotation process, which was slow, scattered and not always compliant with our guidelines,” says Géraldine Michault, head of commercial excellence and CPQ at RHI Magnesita. “The slow process also caused loss of revenue in our customer relationship management (CRM), alongside margin leakage.” The team identified the need for an integrated CPQ solution that would empower its salesforce and make quoting more efficient. It worked with stakeholders across the business to define process and solution requirements. After a 10-month vendor selection process, it chose Conga Smart CPQ to automate and streamline its entire sales process. “Conga’s native integration with Microsoft Dynamics, which is our CRM system, was a huge benefit,” says Michault. “In addition, its price optimisation, management and CPQ was an excellent package for us. Even RHI Magnesita is a leading producer of refractories, which protect industrial furnaces, kilns and reactors against extreme temperatures 144
RkJQdWJsaXNoZXIy NzQ1NTk=