Pricing as precise as the product.
DFE Pharma, a joint venture of FrieslandCampina and CVC Capital Partners, is a global leader in pharma- and nutraceutical excipient solutions, the essential inactive ingredients that make drug formulations work. Cloud Integrate replaced its Excel-based pricing and quoting with a fully digitalised CPQ platform connected end to end with SAP, delivered at meaningfully lower cost than the alternatives quoted.
DFE Pharma · Manufacturing floor Precision products, imprecise pricing.
DFE Pharma operates a complex product portfolio across multiple markets, with pricing structures that vary by customer, volume and contract terms. Its commercial processes needed to be as precise as its products. They were not.
Three ways the margin leaked.
Every quote was handmade.
The entire pricing and quoting process was managed in Excel, prone to human error, with corrections applied after the fact rather than prevented up front.
Speed lost deals.
Quote generation was slow and inefficient, and opportunities were lost to competitors whose faster systems closed deals first. The order and contract lifecycle was disconnected, with no unified view from quote to order to renewal.
Margins left on the table.
The system could not support the value-based pricing models the business needed, so pricing stayed suboptimal by design.
Competitors with faster systems were closing deals first.
One digital line from price to SAP.
Cloud Integrate implemented Salesforce CPQ as DFE Pharma's fully digitalised pricing and quotation platform. Complex pricing logic was tailored to the business, supporting the value-based models that optimise margins, with multi-level approval processes ensuring compliance at every stage. Quotes are generated automatically from personalised templates with e-signature integration, and signed quotes upload automatically into SAP for contract and order processing, closing the loop between commercial and financial operations.
| From | To |
|---|---|
| Pricing and quoting managed in Excel | A fully digitalised CPQ platform |
| Errors corrected after the fact | Pricing logic that prevents them |
| Quotes losing races to faster competitors | Automated quotes with templates and e-signature |
| A disconnected quote-to-order lifecycle | Signed quotes flowing straight into SAP |
| The pricing the system could support | The value-based pricing the business needed |
Delivered on schedule, at meaningfully lower cost.
The implementation landed on schedule and at meaningfully lower cost than the competing solutions quoted. DFE Pharma now runs a fully digitalised commercial process from pricing to quoting to contract management. The errors of the Excel era are gone, quote generation matches the pace of the market, commercial commitments flow seamlessly into SAP order processing and financial records, and margins have improved through the optimised value-based pricing model.
Margins are no longer left on the table.
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