Spirax Sarco goes digital with Oracle Commerce and CPQ
The steam management systems manufacturer adopts an ecommerce platform in response to the pandemic, boosting internal processes and customer service.
“Within seven weeks we launched three Oracle Commerce sites for two brands in multiple languages. In a very short period, we went from a blank sheet of paper to having customers transacting. And I think that was a real success and proved to our organization that we could move quickly.”
Business challenges
Spirax Sarco is a world leader in high-quality products for the control and efficient use of steam and other industrial fluids. The company offers engineered solutions for the design, maintenance, and provision of efficient industrial and commercial steam systems, ranging from single products to complete turnkey, bespoke packages.
As a manufacturing organization operating in over 60 countries, Spirax needed to ramp up its digital transformation efforts when the pandemic exposed key opportunities in its customer service and operations strategies.
For instance, hospitals are one of the critical areas where Spirax Sarco operates. Spirax foresaw a change in customer’s needs, to adjust to the pandemic customers would be implementing new home based working practices and longer operational hours. Thus the ability for customers to access Spirax expertise and solutions 24/7 became a priority, putting the company at a competitive advantage.
I think the organization has realized that accelerating and investing in these digital programs is not only helping us right now, but it's really laying the foundation for the future. Oracle is a great partner for us in this work.
Why Spirax Sarco chose Oracle
Spirax Sarco steamed through process improvements by adopting a global ecommerce platform in response to the pandemic to improve customer satisfaction. The company realized that Oracle Commerce could offer a full range of scalable solutions that would enable it to build a premier ecommerce site and quickly generate online revenue. Meanwhile, Oracle Configure, Price, Quote (CPQ) would allow Spirax to maximize its deal profitability with optimized pricing and the ability to easily create accurate and dynamic proposals.
Results
Spirax Sarco was able to implement Oracle Commerce for two brands and localize them for three languages. The company now has Oracle Commerce sites live in 22 countries.
The integration of Oracle CPQ with MS Dynamics CRM, JDE product and order interface, and JDE advanced pricing has saved the business time and money.
Spirax Sarco focused on changing its B2B customer journey with Oracle Commerce to enable customers to search and buy parts online, which reduced the burden on sales teams and allowed them to focus on larger purchases. With Oracle Commerce, part of the Oracle Advertising and Customer Experience suite of applications, Spirax Sarco now offers customer-specific pricing, and the ability for customers to check order status and use other self-service capabilities.
In addition, the company is using Oracle CPQ for its end-to-end Opportunity to Order quoting process, which gives it advanced search capabilities, such as offering parts recommendations to customers based on search criteria. Oracle CPQ also includes stock and lead time information, as well as a standardized proposal and approval governance structure.
In terms of digital transformation, the adoption of these new technologies allowed Spirax Sarco to rethink its internal processes and organizational structures. The company was able to better understand the different parts of its business—and in doing so realized the benefits of cloud modernization.
Partners
Spirax Sarco worked with partner Pierce Washington to go live on Oracle Commerce and roll out Oracle CPQ to 22 countries. The implementation included two brands, Spirax and Gestra, plus three sites with local languages for Germany, Columbia, and the Netherlands, including customer-specific pricing and a unique product catalog for each site.