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Understanding the business
The Situation
DFE Pharma is a FrieslandCampina company and a global leader in pharmaceutical excipients, the essential inactive ingredients that make drug formulations work. With a complex product portfolio, multi-market operations, and pricing structures that vary by customer, volume, and contract terms, their commercial processes needed to be as precise as their products.
Business challenges
DFE Pharma's entire pricing and quoting process was managed in Excel. The tool was prone to human errors, with corrections required after the fact. Quote generation was slow and inefficient, leading to lost opportunities where competitors with faster systems closed deals first. The order and contract lifecycle was disconnected, no unified view from quote to order to renewal. Pricing was suboptimal because the system could not support the value-based pricing models the business needed. Margins were being left on the table.
The Results
Cloud Integrate implemented Salesforce CPQ as DFE Pharma's fully digitalised pricing and quotation platform. Complex pricing logic was tailored to DFE Pharma's specific needs, supporting value-based pricing models that optimise margins. Multi-level approval processes ensure compliance at every stage. Quotes are generated automatically with personalised templates and e-signature integration. Signed quotes are automatically uploaded into SAP for contract and order processing, closing the loop between commercial and financial operations. Solution Chips: Sales Cloud | Revenue Cloud
Outcomes
The implementation was delivered on schedule and at approximately 40% less cost than competing solutions that were quoted. DFE Pharma now operates with a fully digitalised commercial process, from pricing to quoting to contract management. Human errors from the Excel-based process have been eliminated. Quote generation is fast enough to match the pace of the market. The integration with SAP ensures that commercial commitments flow seamlessly into order processing and financial records. Margins have improved through the optimised value-based pricing model.