Case Study: Material Handling Equipment Manufacturing Company achieves 58% faster quotes and $6M profit gain with PROS Smart CPQ

Price Quoting Solution Boosts Efficiency, Drives Sales Increase

A top global manufacturer of material‑handling equipment faced fragmented, largely manual quoting and order processes across local sales and marketing units. The ad hoc workflows—heavy email/phone communication, repeated data entry, multi‑level approvals—consumed significant salesperson and support time (650 reps spent ~30% of time on quotes; 200 support staff spent ~60%), slowing responses at a time when faster quotes strongly correlated with higher win rates.

The company piloted PROS Smart CPQ on Oracle CRM to create a single, automated quoting process that supports a complex portfolio (11 product families, 249 models, numerous options) and a harmonized price structure. The solution cut time‑to‑quote by 58% (from >7 to <3 minutes), lifted sales efficiency 17%, and is expected to deliver about USD 6 million in additional profit, prompting a planned global rollout.