Arvedi Achieves Pricing Precision and Faster Quote Turnaround with Zilliant CPQ
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Key Takeaways
Arvedi successfully modernized its sales processes by implementing Zilliant's CPQ solution, eliminating inefficiencies linked to spreadsheet-based quoting.
The seamless integration with SAP and Zilliant's expertise in the steel industry were key factors in Arvedi's selection, enabling faster deployment and better handling of complex product configurations.
The transformation led to improved sales performance and cultural shifts in pricing strategy, demonstrating that CPQ solutions are now essential infrastructure for manufacturers with complex products.
Arvedi, one of Europe’s most innovative steel producers, has successfully implemented Zilliant’s Configure, Price, Quote (CPQ) solution to modernize its sales processes and remove inefficiencies caused by spreadsheet-based quoting. The Italy-based company, which generates around €6 billion in annual revenue and employs more than 6,000 staff, faced significant challenges in pricing its highly engineered steel products before adopting the CPQ.
Before implementing Zilliant CPQ, Arvedi’s commercial teams relied heavily on spreadsheets to configure offers and generate quotes for complex steel products made at its flagship mill in Cremona. This manual approach caused ongoing operational problems, such as slow turnaround times, human mistakes, a lack of pricing discipline, inconsistent results, and limited insight into quoting performance and sales approval processes.
“Quoting before Zilliant was something we were struggling with – a lot,” said Stefano Foggetti, Project Manager at Arvedi, highlighting the scope of the challenges the company faced in its pre-CPQ environment.
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SAP Integration and Industry Expertise Drive Selection
When Arvedi started its vendor selection process to modernize quoting operations, Zilliant became the preferred choice for several strategic reasons. The solution’s ready-to-use integration with Arvedi’s existing SAP system was crucial, allowing for faster implementation and reducing operational disruption during deployment.
Equally important was Zilliant’s proven expertise in the steel and industrial manufacturing sectors. The vendor’s deep understanding of the unique requirements of the steel industry gave Arvedi confidence that the solution could handle the technical complexity of its products. According to the Arvedi team, Zilliant “spoke our language,” establishing a shared mindset that made collaboration easier throughout the implementation process.
Transforming Quote-to-Cash with Dynamic Pricing Logic
The implemented CPQ platform fundamentally changed how Arvedi’s sales and pricing teams work. The solution helps users navigate valid configurations for complex steel products, taking into account highly technical features like ultra-low thickness specifications, steel grade differences, and exact performance tolerances. This organized method guarantees accurate quotes while providing the flexibility needed for custom customer solutions.
Instead of relying on static pricing lists or manual margin calculations, Zilliant CPQ implemented structured pricing logic that automatically considers raw material costs, production complexity, and customer-specific commercial terms. This rule-based pricing engine prevented margin leakage and maintained consistent pricing across every quote, addressing one of Arvedi’s most critical business challenges.
Since implementing Zilliant CPQ, Arvedi has seen noticeable improvements in both performance and company culture. Perhaps most notably, CPQ has built a new level of confidence and clarity within Arvedi’s sales team, signifying a fundamental cultural shift in how the organization manages pricing and quotes. The company has replaced spreadsheets with a strategic engine designed to improve performance, consistency, and growth.
What This Means for SAPinsiders
CPQ becomes crucial infrastructure for manufacturers. For SAP-using manufacturers managing complex, engineered products, Configure-Price-Quote solutions have transitioned from optional tools to critical business systems. Arvedi’s experience demonstrates that spreadsheet-based quoting processes carry measurable business risks, such as pricing mistakes, margin losses, and slow customer responses. Technology leaders should evaluate whether their current quoting methods effectively support strategic pricing objectives or if they inadvertently obstruct them.
Integration architecture impacts both implementation success and return on investment speed. Arvedi specifically emphasized out-of-the-box SAP integration as a key factor in their vendor selection, and this architectural aspect directly influences time-to-value. For SAP users evaluating CPQ solutions, native integration capabilities with SAP ERP, SAP S/4HANA, and CRM systems should be non-negotiable requirements, not items for future planning. During the assessment, technology leaders should request detailed integration architecture documentation and reference implementations from similar companies.
Industry-specific functionality may be more critical than having a wide range of general features. Zilliant’s demonstrated expertise in steel and industrial manufacturing was just as valuable as the software’s technical capabilities in Arvedi’s successful deployment. Generic CPQ platforms often require extensive configuration to meet industry-specific needs. When evaluating vendors, focus on those with proven domain expertise and ready-made industry templates rather than those offering the broadest feature sets.
