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Case Study


At a glance

With an old system that was no longer meeting the capabilities of the organization, Gates required a rework of its processes to support a vast network of product and pricing configurations.
Komatsu - the challenge

The Challenge

Legacy Systems: Gates needed to replace an outdated engineering tool that was at the end of its useful life. This situation was further complicated by a lack of support and limited pricing or document output functionality. Sales Process: Gates wanted to simplify complex specification and pricing of hydraulic hoses. Additionally, they desired to bring configuration and pricing into one system, eliminate the high expense of running two separate groups, and reduce the associated handoffs between specialists. Extensibility: Gates needed a single system that could support configuration, quoting, and commerce processes across multiple product lines and regions. This would simplify the user experience for experts and nonexperts alike.
Komatsu - the challenge

About Gates

A leading manufacturer of application-specific power transmission and fluid power products and services, Gates serves customers across several industries globally while investing in R&D, building original equipment, and maintaining products in the aftermarket.
Headquarters: Denver, CO
Industry: Manufacturing
Komatsu - the challenge
Komatsu - The Outcome

The Outcome

The completion of the US Hydraulic Hose Assembly pilot project marks a successful first step in Gates’s journey towards rolling out Oracle CPQ across all of its product lines and sales regions. The project also united the specification and pricing experts by modernizing the sales process. We were able to help Gates eliminate the reliance on Excel and outdated integration of Excel data and order processing. Technical elements include the following: Use of Asset-Based Ordering (ABO) functionality to support assembly lifecycle management, revisions, and requotes Tight integration to Oracle Content and Experience Cloud to store and manage related documents for customer RFQs Integration to Gates’s product data management platforms and on-premise Oracle ERP System
Komatsu - The Outcome

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