ExxonMobil are a world class polymers producer with production facilities and markets around the world. We worked with them to develop a global pricing system to enable their sales teams gain competitive advantage.
ExxonMobil are a world class polymers producer with production facilities and markets around the world. Their sales force needs to be agile with respect to the relationships they have with their clients and the deals they do with them. Product pricing information is held in the company’s global SAP instance but this is hard to access, hard to use and not well suited to mobile ‘out on the road’ operations. ExxonMobil needed a solution to empower their sales force whilst still adhering to pricing guidelines and the approval process involving senior management.
Rex consultants worked with our client to develop a global process for managing the pricing data needed by the sales force. Sales reps, managers and supervisors would need the information held in SAP but also be able to update prices for specific deals and customers on an ‘as needed’ basis. There was also a requirement to honour the business process such that should a negotiated price be outside of guidelines then senior management would need to review and approve the new price.
A system was designed and developed to extract pricing data from SAP, via DataServices, segmented by region, sales rep, product family, etc. Price guideline rules were also to be downloaded to ensure that negotiated prices were within agreed limits. Rex designed the underlying database and implemented business and data transform logic using SQL Server and associated tools. A web based portal was developed for use by administrator and price co-ordinators. For both technical and pragmatic reasons Excel was chosen as the medium for sales reps to view and, where necessary change price data relating to deals. These spreadsheets were regularly re-synced with the Pricing Tool and SAP to ensure concurrency of data.
An agile method was employed for development and delivery and Rex were also instrumental in ensuring that rigorous source control was exercised using TFS.
Our client chose us because we have the technical credentials and a track record of working with them to us Information Technology to solve complex problems. They knew that they could trust us to develop a credible and supportable design and ensure that they would robust and high quality deliverables. The pricing project has been a huge success and our client is now embarked on the next phase to incorporate other product lines and make greater use of mobile technology to further empower their sales force.