From bidding phases lasting several weeks to real-time bidding.
How TII Group used SAE CPQ to make its sales operations internationally scalable and lightning fast.
“It used to take us days or weeks to prepare a quote. Now we can do it in minutes—right there at the customer's premises.
It's a real game changer for our entire sales department.”
— Jonas Uhlmann - Head of Marketing & Business Development, TII Group
The initial situation
Limits of scalability in a complex market environment
As an international manufacturer of highly complex special-purpose vehicles, the TII Group faced a threefold challenge:
- Speed limit in sales
Customers were no longer willing to wait weeks for a quote. The time span from inquiry to start of production was too long. - Scaling brake
The processes were too heavily influenced by manual effort. More sales meant a linear increase in internal staffing requirements—a model that was incompatible with the growth strategy. - Dependence on expert knowledge
The enormous amount of detailed knowledge (“which screw goes where”) was stored in the minds of long-standing employees. This “silo knowledge” posed a risk for the onboarding of new colleagues and global sales partners.
The solution
A strategic partnership and go-live in less than 1 year
The decision to choose SAE CPQ was based on a combination of technical excellence—including seamless SAP/ERP, CRM, and PLM integration—and a deep understanding of TII's complex products.
SAE impressed not only as a supplier, but also as a strategic partner on equal footing.
To avoid lengthy concept phases, a pragmatic implementation approach was consistently pursued from the outset. Agility instead of a "never-ending story":
To avoid lengthy concept phases, a pragmatic implementation approach was consistently pursued from the outset. Agility instead of a "never-ending story":
- Quick wins
Focus on a pilot product instead of theoretical "110%" solutions. - Efficient collaboration
An agile remote team tackled all challenges in a solution-oriented manner. - Go-live in record time
Successful implementation in less than twelve months.
The Results
A tool that extends far beyond sales
Today, SAE CPQ is much more than just configuration software at TII. It is at the heart of digital transformation:
Minutes instead of weeksOffers and order confirmations are generated in real time at the customer's site.
Error-free as standardProduction receives error-free data directly from the system. No more manual correction loops between technology and sales.
Genuine market intelligenceBusiness development and controlling benefit from valuable data.
What is in demand? What does the market need? This even influences inventory planning.
What is in demand? What does the market need? This even influences inventory planning.
Relieving the burden on expertsThe office staff is freed from routine tasks and can concentrate on strategically important issues.
Scaling across the board & continuous development as a strategic standard
The successful go-live was just the beginning. TII Group is already planning the rollout to all product areas and the introduction of additional functionalities.
“What really sets SAE apart is the combination of the highest level of professionalism and a special human touch. The team fully embraced our specific challenges and consistently supported our pragmatic approach. This combination of a strong product and a genuine, solution-oriented partnership is exceptional in the market and was crucial to the success of our project.”
— Jonas Uhlmann - Head of Marketing & Business Development, TII Group
Lastenheftvorlage für die Auswahl einer CPQ Software
Shaping the digital transformation together
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