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Professional expansion of the SAP CPQ solution

James Hardie

‘Together with the professionals from adesso, we have implemented a standardised and scalable solution throughout Europe to create customer-specific and project-specific offers. The adesso team not only impressed us with their vast amount of technical SAP CPQ knowledge, but also showed tremendous commitment. The cooperation in the project team was very constructive.’

Sebastian Klug, Head of Sales Operations, James Hardie Europe GmbH

Sebastian Klug

The challenge

Growing internationalisation, increased competition and advancing digitalisation required James Hardie to professionalise and expand its existing SAP CPQ solution. The driving change factors in the solution it opted for were:

  • Increased business volume and complexity in additional EU countries
  • An optimal creation process for highly complex offers and calculation sheets with tailored discounts to customers
  • The direct dovetailing of CRM, CPQ and ERP solutions to create offers
  • The envisaged solution needed to increase customer satisfaction and strengthen customer loyalty

The solution

The company’s existing SAP CPQ solution was expanded in coordination with adesso. The main points were:

  • The Sales department easily being able to create individual offers
  • The existing integration with the CRM and SAP ERP system
  • Being able to generate .pdf and .xlsx files to send to customers

The relevant areas of focus were:

  • The company’s IT department being able to maintain the solution
  • Implementing the new discount structures in the system
  • Creating a modern layout and style for the .pdf and .xlsx files
  • Implementing simple rollouts without hard-coded values in the development process to future-proof the solution

The result

Expanding its SAP CPQ solution has put James Hardie in the best position to expand its solution into additional countries. Advantages include:

  • Saving time thanks to the company’s IT department being able to maintain the solution – with significantly less effort
  • An improved user experience thanks to appealing, modern document layouts as well as the implementation of new discount structures in the SAP CPQ solution

James Hardie is an international building components manufacturer. The company focuses on the production and distribution of façade cladding made of fibre cement.


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