Case Study

Ziehm Imaging

Simplus simplified the bundle configuration process at Ziehm Imaging.

At a Glance

Simplus simplified the bundle configuration process at Ziehm Imaging, Inc. to significantly enhance its go-to-market time as well as centralized management of the compatibility rules.

Services Provided

Implementation Services | Salesforce CPQ

The Challenge

Ziehm Imaging, Inc. faced a challenge from a prolonged go-to-market time frame. Using a complicated process for defining new products or modifying bundles, it took up to a week using the existing CPQ. A Microsoft Excel-based process further complicated the process for managing market-specific annual pricing updates. A manual price override was required to apply segment-specific pricing which was prone to human error and led to margin erosion and lengthy adjustment communications with customers.

Ziehm Imaging Case Study Challenge
Ziehm Imaging Case Study Challenge

Ziehm Imaging, Inc. faced a challenge from a prolonged go-to-market time frame. Using a complicated process for defining new products or modifying bundles, it took up to a week using the existing CPQ. A Microsoft Excel-based process further complicated the process for managing market-specific annual pricing updates. A manual price override was required to apply segment-specific pricing which was prone to human error and led to margin erosion and lengthy adjustment communications with customers.

About Ziehm Imaging

Founded in 1972, Ziehm Imaging GmbH has specialized in the development, production, and global marketing of mobile x-ray based imaging solutions. With over 500 employees worldwide and more than 11,000 systems installed in 70 countries, Ziehm Imaging is the recognized leader in the mobile C-arm industry. From launching the first fully digital, mobile C-arm on the market in 2006 to the use of CMOS flat-panel detectors for over ten years, Ziehm Imaging has specialized in innovation and research for more than 45 years.

Headquarters: Nuremberg, Germany
Industry: Health and Life Sciences
Website: http://www.ziehm.com

The Outcome

Ziehm imaging solution

Simplus simplified the bundle configuration process at Ziehm Imaging, Inc. to significantly enhance its go-to-market time as well as centralized management of the compatibility rules. Simplus also created a dynamic lookup-based product rules setup to enforce business policies in real time as sales reps interact with CPQ. These improvements streamlined the bundle configuration and administration process. Additional key features implemented by Simplus:

  • Dynamic pricing to automatically apply market segment-based pricing on quotes
  • Contracted pricing setup for key accounts to automatically apply annually negotiated pricing on all quotes
  • Service products catalog installed to support end-to-end automation for sales, amendments, and renewals of subscription-based products
  • Simplified the approval process at Ziehm Imaging, Inc., providing visibility into key approval metrics on all approval layers throughout the cycle

The Results:

93% Decrease in quote creation time
87% Decrease in troubleshooting time
87% Approx. decrease in time to add products