Client Goal
JDE Peet's, USA
Create a Lead-to-Cash process template for global sales.
Use automation to maintain consistent sales processes across countries.
Package products and associated services with easily applicable discounts.
Support contracted product purchases and bucketed discounts.
JDE Peet's, USA
- Create a Lead-to-Cash process template for global sales.
- Use automation to maintain consistent sales processes across countries.
- Package products and associated services with easily applicable discounts.
- Support contracted product purchases and bucketed discounts.
BACKGROUND
In the pursuit of modernizing their Lead-to-Cash process, JDE Peet's, the world's largest pure-play coffee and tea company, faced a significant hurdle. The company embarked on a transformative journey to shift their business processes from traditional Excel sheets and SAP CRM to an advanced cloud-based solution leveraging Salesforce and Conga. While the Salesforce implementation proceeded smoothly, integrating Conga CPQ and CLM presented a unique challenge: the specific functionalities JDE Peet's required were not yet available in Conga and were anticipated to be developed over the next twelve months—a timeline that starkly contrasted with JDE's project goal of 6 – 8 months.
JDE Peet's enlisted the expertise of systems integrator Accenture to facilitate the Salesforce transition, which was executed with notable success. However, the complexities involved in the Conga implementation proved to be a stumbling block, even for Accenture. The essence of JDE Peet's business, selling through diverse channels and accommodating an array of sales conditions—from distributing tea boxes to Costco, managing café espresso machines, to providing coffee beans to multinational corporations—demanded a versatile and comprehensive Quote-to-Cash system. This system needed not only to unify the functionalities of Conga CPQ, CLM, and Billing but also to tailor them to the intricate pricing and selling strategies of JDE Peet's.
THE SOLUTION
Facing the integration challenges with Conga CPQ and CLM, CommerceCX intervened with a tailored approach, deploying ScaleFluidly's PriceCX and OrderCX to address JDE Peet's specific needs. By introducing these solutions, we were able to provide the missing functionalities within the Conga ecosystem on an accelerated timeline. PriceCX offered the advanced pricing capabilities required to manage JDE's diverse and complex pricing strategies, while OrderCX ensured streamlined order management across JDE's extensive sales channels. This strategic integration of ScaleFluidly's modules with Conga's platform bridged the functionality gap and equipped JDE Peet's with the comprehensive system necessary to execute their Lead-to-Cash process efficiently, within the original project time-frame.
