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A $3B privately owned global producer and distributor of a broad array of specialty food products, recipes, and services – with a culture of customer-centricity. With four major business groups, thousands of products and multiple sales channels, the company needed to replace legacy Sales and Marketing systems and integrate to SAP, while transitioning to the next generation of customer and channel engagement. Microsoft Dynamics 365 and the Modern Workplace are now integral to their business strategy.

Kingspan has a long tradition of leadership and innovation, playing a key role in the evolution of the global insulated building envelope industry.
Worldwide leader in Pumps and Systems Implements Global Commerce and CRM on Microsoft Dynamics with Configure, Price, Quote and Order Integration. eLogic partnered with PSG from Strategy though Implementation and Support. This is a comprehensive and seamless industrial machinery solution that supports sales and integrates directly to plant operations.
Worldwide Deployment of SAP ERP for Complex IEM Products and Services. Gardner Denver is a leading, global provider of high-quality industrial equipment, technologies and services to a broad and diverse customer base through a family of highly recognized brands. The company has 36 manufacturing facilities located in the Americas, EMEA, and Asia Pacific with offices in 33 different countries.

Watch the video below to see why Kennametal partnered with eLogic and Microsoft Dynamics 365 to service growing customer demand.

Company Name SPX Flow
Industry Industrial Manufacturing

Company Overview

LIGHTNIN, a unit of SPX Corporation, provides industrial fluid mixers and agitators to a wide range of companies having diverse applications. LIGHTNIN manufactures a broad range of products, from standardized portable mixers to complex, engineered-to-order heavy industrial mixers.  Aftermarket parts sales are an important component of revenue.  The primary global sales channel for LIGHTNIN is comprised of 60 to 70 sales representatives. 


Challenges

Products that require extensive design and engineering efforts are often difficult to properly select, configure, propose, and convert to sales orders.  In LIGHTNIN’s case, the sales force often had to rely on back-office experts who used manual processes to select, mechanically check, and configure the product offerings.  Mechanical checks and product configurations were done off-line because sales representatives and application engineers had to correctly apply sophisticated combinations of configurable attributes based on complex calculations and compatibility rules.  These inefficient, time-consuming procedures were extremely costly and far too often resulted in quotation errors that were not caught until order reconciliation.  Capturing, reconciling, and posting sales orders was also an extremely time consuming, serial process involving up to a dozen steps.  Orders were routed to as many as 6 different departments, with minimal automation, high error rates, and weeks of cycle time.  LIGHTNIN desired a business solution that would streamline the quote and order processes to reduce costs and cycle times and improve transaction quality. 


Solution

Before selecting eLogic and executing a highly successful eSales project, LIGHTNIN considered two other possible approaches – using standalone third-party software as a “point solution”, and using in-house resources to custom develop an application.  These alternatives were shown to be too costly and timeconsuming, and presented technical challenges that were unacceptable.  LIGHTNIN therefore engaged eLogic as the industry expert systems integrator to ensure that the process, configuration design, and systems technologies came together to yield the expected business results.  eLogic began the process by performing a thorough evaluation of LIGHTNIN’s business issues. 

Quote-to-Cash Solution
  • Enhances the customer’s experience with the sales process  
  • Streamlines the Quote-To-Cash (QTC) selling processes in order to reduce cycle times, errors, and costs while improving quality 
  • Integrates to the “sizing and selection” and mechanical design applications 
  • Integrates to CAD for dynamic generation of quote and installation drawings 
  • Integrates to ERP and other business systems 
 Then eLogic developed a series of solution alternatives detailing expected benefits, risks, and costs, working closely with LIGHTNIN to determine the most effective course of action. eLogic implemented a web-enabled eSales platform, that gave manufacturing representatives and application engineers across the globe the access and tools for quote generation, submittal of drawings, and sales orders on behalf of their customers.  Users enter their application selection criteria and/or specific equipment configurations.  Dynamic BOMs and CAD drawings are generated, and proposals are created for customer approval.  Upon acceptance, a proposal is automatically converted to an order and fed directly to the ERP system and factory floor.  Users can also search for and purchase aftermarket parts. 
"This is the highest value third-party relationship I've known. The eLogic team knows our industry, our processes, and web technology - a combination that's helping us significantly improve our entire business” - Jay Caraviello, Chief Executive Officer


Results

“Since implementing eSales as our sales process automation and channel management solution, we have significantly streamlined our quote and order processes,” said Richard Gray, VP of eBusiness and Information Systems at LIGHTNIN.   We eventually expect to reduce costs up to four percent of annual sales with eLogic’s help.”  The eSales configuration, pricing, quote and order capabilities have reduced quotation cycle times by 50 to 80 percent and improved LIGHTNIN’s responsiveness.  The eSales generation of quotes and CAD drawings has enhanced overall proposal quality and customer service.  Automated order and BOM generation processes have decreased the error rates by 90 percent.  As a result, LIGHTNIN reduces misapplications and warranty costs, while their customers receive the optimal product for their machinery requirements.  The eSales’ aftermarket parts capabilities also ensure an essential source of revenue and preserve LIGHTNIN’s competitiveness in a market where replicators can easily enter and capture market share.  


Benefits

  • Less than 12 months implementation  
  • Quotation cycle time reduced by 50-80%  
  • Proposal quality enhanced through generation of CAD drawings and customer- worthy proposal formats  
  • BOM and order errors reduced by 90%  
  • Fulfillment and warranty costs reduced  
  • Product selection optimized through alternative comparisons  
  • Aftermarket competitiveness improved 
Less Than
12 Months for Implementation
Quotation Cycle Time
Reduced by 50-80%
BOM and Order Errors
Reduced by 90%
Fulfillment and Warranty Costs
Reduced
Company Name Colfax Fluid Handling
Industry Global Fluid Handling Systems

Background + Approach

Colfax, a global fluid handling systems company with headquarters in North America engaged eLogic to perform an evaluation of the customer’s current Oracle CPQ implementation, which revealed significant customer opportunity to leverage full available functionality.  eLogic recommended to upgrade versions and in parallel develop enhancements to provide significant process improvements by leveraging the capabilities of the Oracle CPQ software. 

In addition, because of eLogic’s expertise in the mixed mode manufacturing domain and understanding of the manufacturer’s business processes, challenges and opportunities in this environment, the Customer requested the development of an eCommerce solution for direct customers to purchase parts or non-configurable products (pre-defined SKUs) with credit card payment capability.


Oracle CPQ Upgrade & Enhancement Solution Overview

The following enhancements were added as part of the Oracle CPQ Version Upgrade & Enhancement project:

  • Resources Server hosted in Azure
  • Global Script
  • Parts Search
  • Order Search Enhancements
  • Product Selection Integration with Configuration
  • Specials Processing
  • Certifications and Tests Linked to a Specific Pump on the Order
  • Lights-out Order Processing


eCommerce Solution Overview

The eCommerce solution was completed in 3 months using Adxstudio integrated with Microsoft Dynamics 365.  The CRM order function is leveraged and feeds orders directly to the IFS Order Management system. Order payment is all through credit cards.

Oracle CPQ Optimization
Upgrade + Enhancement
Parts Search
Order Search
eCommerce
Adxstudio + Dynamics 365
Azure
Resources Server hosted in Azure
Company Name Rich Products
Industry Food Manufacturing
"I've developed a high degree of confidence andtrust in eLogic as a CRM supplier and true business partner.  They met allof my expectations and delivered on time and under budget.”

Customer Needs

With a well-developed legacy system environment that had multiple custom and commercial software products, the customer faced the need to transition to a direct sales channel in a major line of business. The solution needed to support multiple business groups globally in a common platform that integrated to SAP and other industry-specific marketing, sales, and database capabilities. Time to implement was critical to meet the sales channel transition.


Microsoft Dynamics 365 Global Deployment

eLogic engaged in the full life cycle of this business initiative, from strategy development, through requirements definition, project planning, Dynamics 365 implementation and global deployment governance.  Leveraging our proprietary best practices and depth in both Microsoft and SAP, we complemented the customer team with a rapid deployment of the initial needs that led to a strong base for business and geographic extensions.


Global Reach

eLogic extended the solution to an international Business Unit with:

  • New Case Management Implementation 
  • Presentation of Global Governance Model (business process & deployment) 
  • Phased deployment by geography, solution localization, and training


Seamless Solution + Margin Improvement

Within timeline & budget targets, the customer moved from a complex legacy environment for sales and marketing toward a seamless and integrated solution. Adoption by the customer sales teams has been excellent, supporting a major upgrade in business leverage and margin improvement.

Global Reach
Multiple Worldwide Business Units
Dynamics 365
Rapid & Global Deployment
High Adoption
Excellent Adoption by Sales Teams
Margin Improvement
Seamless Solution
Company Name Evoqua
Industry Water Treatment

Equip Field Techs With Data Intelligence

Previously, Evoqua field service technicians had Android-based tablets that they used to access documentation and make notes after service calls. But those calls were for the most part reactive and transactional: something broke, Evoqua dispatched a tech, the tech drove to the customer site, made the repair, and drove away. Also, different Evoqua divisions supported the same customer and used different systems, so customer data was scattered among them, and service techs couldn’t present a unified face to the customer.

Evoqua worked with eLogic, a Microsoft Dynamics Partner of the Year, to deploy Microsoft Dynamics 365 for Sales and Dynamics 365 for Field Service as its single, central CRM and field service solution. It replaced the older Android tablets with ruggedized Panasonic Toughbooks running the Windows 10 operating system. With a full computer, rather than a tablet, at hand, techs can enter service data directly into Dynamics 365 from customer sites, walk through the service call with the customer in show-and-tell fashion, and email the report to the customer—giving the customer greater visibility into what Evoqua is doing for them during service calls.

The service tech may recommend ordering an upgraded part and even create a sales lead in Dynamics 365 for the local account representative. “We want to invest in relationships with our customers and propel our service techs into a premium space,” Szweda says. “Our service techs often know more about a customer’s water than anyone at Evoqua or even the customer themselves. We want them to have the data they need to add real value and deepen the relationship.” Evoqua spent a great deal of time training its techs for this higher-value, relationship-building work and compensates them for sales leads they generate on selling new equipment.

Encouraging techs to record customer data in Dynamics 365 also helps Evoqua capture information that used to reside on stray pieces of paper and in people’s heads. Now, when people retire or leave the company, Evoqua retains their knowledge and has it in one place where everyone can access it.

Evoqua is also reducing service costs with automated dispatching enabled by Dynamics 365. Instead of making service call assignments based on a supervisor picking the technician, the system will allow Evoqua to make assignments based on tech location, expertise, training, and other factors, because everything the tech needs to know is recorded in Dynamics 365. Of course, Dynamics 365 is smart enough to know if only five techs have the expertise needed to service a particular piece of equipment and will find the one closest to the need. “Automated dispatching will reduce service costs and allow us to respond to our customer in a more efficient manner,” Szweda says.

Evoqua is getting industry recognition for its data-driven field service innovations. Business consulting firm Frost & Sullivan recently recognized Evoqua for having the best field service organization in the water industry as judged by rapid decision-making in the field, strong customer interactions, high levels of responsiveness, and employees that are empowered to solve problems through frictionless collaboration. The company’s new data-driven approach will take that leadership position to even higher levels.


With Azure data intelligence, we can know more about our customers’ water and become their trusted water advisor, … not just an equipment supplier. David Szweda, Vice President of Service Operations


Read the full length case study, The Secret Life of Water - https://customers.microsoft.com/en-us/story/evoqua-water-technologies

Automated
Service Tech Dispatching
Improved
Product Designs
Lower
Manufacturing Costs
Running on Azure
$2.5 million in annual savings
Company Name Kingspan
Industry Manufacturing

Challenge

Very complex configuration, pricing, quoting, and manufacturing business requirements (architectural products) that pushed the envelope of SAP ERP native functionality. Kingspan had received conventional advice from another vendor and had embarked upon an oversimplified design approach that ran into insurmountable performance and usability problems one year into the project.

Specific Design Challenges:

  • Modeling and navigating through a very large array (> 4000) of product characteristics
  • Summing of cutlist features & dimensions with a means to estimate totals prior to providing cutlist details
  • Working with fractional and decimal inches
  • Variant pricing that applies to all panel configurations within a sales document
  • Delivery and invoicing of panels by bundle
  • Splitting and joining of bundles for delivery

eLogic Role

Kingspan originally asked eLogic to help resolve issues encountered with the original design which used very large single-level VC models that were very difficult to build, test, use, and maintain.  eLogic quickly determined that the original design could never reliably scale to meet the business requirements and then made the controversial recommendation to abandon that design in favor of an innovative multi-level model that extensively leveraged advanced SAP VC functionality.  eLogic took the lead to implement this new VC design as well as related functional integration designs that had been deferred until the VC implementation was back on track.

Solution

eLogic met with the Kingspan business leaders to fully understand the many nuances of their configuration process.  Distinctions were quickly made between sales configuration (which is comprised of 1-to-n cutlist specifications) and manufacturing configuration (which generally applies to all of the panels in a configuration).  eLogic then designed different configurable BOM structures for sales and manufacturing with the root level panel configurable material in common.  This was the design breakthrough that enabled tremendous simplification and modularity.  eLogic then met with the Kingspan IT team to determine what existing VC modeling (primarily the manufacturing configuration) could be salvaged.  Throughout the rest of the implementation, eLogic continually encountered additional and specialized functional requirements.  Each requirement was analyzed, a design was proposed and explained to the business, and then the solution was implemented.

Outcome & Results

eLogic's new design is scalable, high performance, and dramatically simplified.  In addition, many challenges that were not addressed in the original design (like handling of fractional inch dimensions, lump sum and order specific feature pricing, user guidance, and mass configuration data import and export) were addressed in eLogic's new design.  Users overwhelmingly liked the new solution better than their legacy system.

Specific Results:

  • Modeling is far less dependent on ABAP code for routine maintenance
  • Characteristics no longer enumerated, thus going from 4000+ to approximately 100 per configurable material
  • Dependencies were reduced, in some cases, up to 100 times smaller
  • Performance increases of at least 10-100 times
  • Powerful new capabilities beyond what the legacy solution offered

The eLogic Difference

eLogic had the expertise to quickly recognize that the original design would never work and recommended changes before further time and money were expended. All of eLogic’s deep VC experience was used to quickly develop an advanced, new design that leveraged as much of the original modeling as practical. eLogic led the implementation of the new design and delivered as planned with all business requirements addressed.

10x - 100x
Performance Increases
4,000 to 100
Reduction in characteristics per configurable material
100x
Dependency Reduction
Company Name Dover Corporation, Pump Solutions Group (PSG)
Industry Manufacturing

Dover PSG Background

Dover Corporation is a diversified global manufacturer with annual revenues of $8 billion. The company delivers a broad range of innovative equipment, specialty systems, and aftermarket parts and services for Energy, Engineered Systems, Fluids and Refrigeration & Food Equipment. Dover's Pump Solutions Group (PSG) is the global leader in positive displacement pumps and related technologies. PSG is a fully integrated company with worldwide scale, global sales and distribution and a strong growth profile.

Business Challenge

Faced with the integration of several acquisitions and plans for future growth, PSG needed a full-function global commerce platform for its direct and indirect sales channels. Key needs included the ability for all sales channels to have a single access portal for self-service product search, sizing/selection, configuration, pricing, quoting and ordering. This commerce platform needed to connect to the company's numerous ERP systems for order entry and status.

Solution

Microsoft Dynamics CRM was selected as the backbone of this new commerce platform due to its core functionality and ease of extension to PSG's specialized needs as a complex, mixed-mode manufacturer. It provided a 'one-stop shop' common environment for both direct and indirect sales channels. The solution is very advanced in its ability to seamlessly enable the sales force to search for, size, select, configure, price, quote and order PSG's broad range of highly specialized and engineered products. All of the sales transactions are integrated to PSG's enterprise resource planning (ERP) systems; and feed PSG's internal business intelligence and analytics systems. In total, this is a complete platform for PSG to conduct global commerce through a worldwide sales force creating demand for multiple production and distribution facilities worldwide.

The solution seamlessly integrates a number of specialized software components within the CRM environment - these include specialized pump selection tools, sales configuration, sales channel product information access and self-service status and information retrieval. Only with Dynamics CRM could PSG integrate this new platform across global sales channels that encompass a very broad and deep network of direct and indirect sales representatives and organizations.

Executive Management Perspective

PSG Leadership initiated this new solution in order to ensure the company's efficient growth and avoid costly enterprise systems upgrades during a critical consolidation period. PSG created the vision for a single sales platform and sponsored this innovation across the entire organization. The results have enabled PSG to perform a number of key non-value added tasks without the process inefficiencies within the order stream. The company continues to expand the CRM platform into new business ventures and added capabilities.

Critical Success Factors

Top-Management Commitment and Sponsorship

This was a major business change that was initiated and driven by top-level executive management.

Technology Platform vs. Point-Solutions

By choosing Microsoft Dynamics CRM as the foundation for this comprehensive commerce and CRM solution, PSG avoided costly and risky integration of numerous point solutions and technologies.

Partner Domain Expertise

By leveraging the industry domain and solution expertise of a proven vertical-market partner, PSG was able to implement this success without the steep learning curve, inefficiencies, and common mistakes of less experienced partners.

15
Product Lines
5000+
Channel Partners
ONE
Commercial Portal
5
Integration to 5 ERP's
Company Name Gardner Denver
Industry Manufacturing

Challenge

Enterprise wide deployment of Configure-To-Order and Engineer-To-Order functionality in SAP ERP across numerous implementations in North America and Europe.  Complex requirements have included configurator conversions from MAPICS and Siemens MLFB, global configurator design (Americas, Europe, Asia), characteristic based planning, and intercompany configuration of semi-finished products for final assembly at distribution center

Solution

Gardner Denver's solution includes assessment and strategy work, implementations of SAP Variant Configuration, Project Systems, and eCommerce with recent projects to introduce mobile quoting and configuration visualization.  Leading edge SAP VC solutions against complex requirements.  Gardner Denver leverages eLogic as a Trusted Advisor to consult on emerging technologies and applicability to Gardner Denver's marketplace. 

Outcome & Results

More than twenty projects successfully delivered.  Always on time -- six months or less on average.  Always within 5% of estimate.  Native SAP functionality optimally leveraged to a very large extent.  Best fit of solution to business needs and priorities.

20
Successful Projects Delivered
SAP VC
Variant Configuration
Configure-To-Order
CTO
Engineer-To-Order
ETO
Company Name Kennametal
Industry Manufacturing & Material Science

Building from Kennametal's Enterprise SAP + commitment to Microsoft's Productivity Platform, eLogic linked the organization with Dynamics 365 for Sales (CRM Online) - Office 365 - Skype - Yammer - SharePoint - OneDrive - OneNote - Delve - Azure. 

Kennametal "adopted Microsoft...to [their] communication portfolio as a way to provide 14,000 employees around the globe with information at their fingertips, whether in the conference room or on the factory floor".  Watch the video to hear from Kennametal why they chose Microsoft to service growing customer demand:

Kennametal "adopted Microsoft...to [their] communication portfolio as a way to provide 14,000 employees around the globe with information at their fingertips, whether in the conference room or on the factory floor".  Watch the video to hear from Kennametal why they chose Microsoft to service growing customer demand:

A few services that Kennametal utilizes include:

  • Microsoft Dynamics 365 for Sales: Automated sales process & reporting, 360 degree views of the customer, real-time collaboration
  • Microsoft SharePoint Online: Intranet share and engage in problem-solving and brainstorming sessions
  • Microsoft Exchange Online: Integrated messaging and calendar capabilities
  • OneDrive for Business: Stores engineering specifications and performance reviews
  • Microsoft Office Online: Access to documents, anywhere at anytime
  • Microsoft Lync Online/Enterprise Voice: Instant messaging, audio conferencing, video conferencing
  • Yammer: Enterprise social network for employees
  • SAP Integration: Seamless integration across SAP ERP, Microsoft, and CPQ

    "We didn't have one need...we had a hundred. One single system wasn't going to cut it. We needed a comprehensive ecosystem that worked together seamlessly. The Microsoft platform provided a complete solution, setting the stage for comprehensive customer engagement."
    - Steve Hanna, CIO | Kennametal
    "eLogic didnt simply implement our software, they created fans within Kennametal...this doesn't happen without consumption and adoption...it's about driving true adoption and bringing solutions to life."
    - Judson Althoff, President of Microsoft North America
    100%
    Adoption of Solutions
    MICROSOFT
    Productivity Platform
    CRM Online
    Microsoft Dynamics 365
    SAP
    Integration to CRM + CPQ

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