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About The Client

The client is one of Japan’s leading heavy industry multinational corporations manufacturing motorcycles, Industrial Robots, engines, heavy equipment, and aerospace and defense equipment.

Business Need

The client's existing website and processes were not standardized. They relied on proprietary Enterprise Resource Planning (ERP) and PLM systems to manage quotes and orders from their B2B vendors. This approach introduced unnecessary complexities in operations and sales. Here are some specific challenges they faced in the process:

  • Fragmented experience: The client did not have a unified system to manage B2B operations. They used disparate tools to manage orders, quotes, and product configurations. The lack of integrated systems also impacted the data flow. This caused unnecessary bottlenecks in operations and delayed decision-making.
  • Lack of region-specific solutions: Since the client was operating in different countries, they had to adhere to specific tax and business processes followed in every region. This made the billing process complicated.
  • Complex transportation: The lack of data flow, non-standardized processes, and region-specific processes also had an adverse effect on the logistics and transportation of products, which led to shipment delays.

The client realized there was an urgent need to standardize processes and integrate systems to streamline operations and enhance the vendor’s experience.

They decided to have a customized B2B commerce website with all the necessary integrations to create a unified platform to sell heavy industry products and adhere to region-specific compliance.

They wanted to make it easy for B2B vendors to submit quotes and order products through the website easily and allow the sales team to manage orders and apply discounts to increase sales.

Sapours proposed the company adopt SAP B2B Commerce solution to achieve this goal.

Our previous track record and expertise as SAP consultants and integrators led the client to hand over this project to us.


After a thorough roadmap assessment, we implemented the following solutions:

  • A Customized B2B Solution: We implemented a B2B website in both, Japanese and English languages to allow vendors to log in to submit quotes and orders on the website.
  • Configurator system: We implemented the configurator system and integrated it with Quote Management to enable the sales team to configure the products based on customer needs.
  • End-to-End Order and Quote Management: We implemented end-to-end order and quote management features to enable the sales team to approve the orders. We also provided a feature that allowed the sales team to apply discounts.
  • Assisted Sales Module (ASM): We built an ASM flow for the sales team to provide vendors with real-time customer sales and service support. It also allowed the sales team to place orders on the vendor’s behalf.
  • Order Flow Customization: At times, vendors may choose to defer their order placement and make the purchase later. To save them from the hassle of repeatedly filling in the order details, we customized the order flow so that vendors can save their order information and submit it for approval later. This feature helps vendors manage their orders easily and streamlines the ordering process.
  • Website Integration with Various Systems: We helped the client integrate:
    • Hybris with PLM system to enrich product data
    • Salesforce system with the website to unify vendor information for the sales team to pursue
    • Azure Azure SSO solution to simplify user login
    • Tax and Transport Cost System with the website to streamline the process of order processing and approvals
    • Proprietary Configuration System with the website to comply with region-specific tax regulations and manage costs efficiently
  • Region-specific website configuration: As the client served vendors from different regions, they had to ensure that region-specific tax and processes were followed. We configured the B2B commerce website for specific regions and aligned it with the client’s processes to streamline order management.


Here are a few changes the client witnessed after we developed the SAP Commerce B2B website:

  • Improvement in customer experience: The new B2B website had an intuitive and simple interface that allowed the vendors to submit quotes and place orders quickly. The system integration enables customers to browse, select, and configure products from a single system. There was an overall improvement in customer experience.
  • Increase in sales and revenue: Since the sales team was able to approve the orders quickly and apply special discounts for specific regions, the client saw an overall spike in sales and revenue.
  • Personalized and real-time experience: The new website allowed the sales team to view the inventory in real-time and personalize the quotes, orders, and discounts for vendors to enhance their experience and increase the chances of making a sale.
  • Worldwide accessibility: Since the website was shifted to SAP Commerce, the vendors worldwide got access to the cloud-based solution. This helped the client increase their outreach and generate new opportunities to make more sales and generate revenue.
  • Less reliance on sales team: Since most processes like order and quote submission and management got automated, the client didn’t have to over-rely on the sales team for order management or approvals. This accelerated the sales completion process and gave the sales team more time to focus on other critical tasks.