Álvaro SánchezTechnology + Digital Transformation
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Illustrative business case · 03

Design how the process should work.

We start from the prioritized opportunity and design a simpler, traceable, and more consistent future process. Only then do we evaluate the technology capabilities needed to enable it.

Nova Industrial S.A.S.B2B sales of technical equipment and servicesB2B commercial quotations

TO-BE

Future-process principles

The design responds directly to the friction observed in the AS-IS.

01

One entry point

Centralize the minimum information required to start each quotation.

02

Available information

Provide reliable access to current products, prices, and terms.

03

Clear validations

Define rules and owners for each exception.

04

Less rework

Validate data before generating the document.

05

End-to-end traceability

Know the status, owner, and next action.

06

Measurable follow-up

Capture process times and outcomes.

TO-BE

How the quotation should work

TO-BE map of the proposed process, directly comparable with the Step 01 AS-IS. Rules handle the standard flow while people intervene where judgment adds value.

  1. Customer
    Submits a structured request
    Structured
  2. Sales
    Verifies requirements
    Control
  3. Digital process
    Validates required data
    Rule
  4. Digital process
    Consults product, price, and terms
    Centralized
  5. Operations
    Validates availability by exception
    Exception
  6. Digital process
    Consolidates and generates draft
    Automatic
  7. Management
    Approves special terms
    Exception
  8. Sales
    Reviews proposal
    Control
  9. Sales
    Sends and follows up
    Traceable
  10. Digital process
    Records status and timing
    Automatic
  11. Customer
    Receives quotation and status
    Traceable
Standard flowMoves forward using defined data and rules.
Human interventionFocuses on review, judgment, and exceptions.
TraceabilityEvery request retains status, owner, and timing.

AS-IS → TO-BE

Target time and potential capacity

TO-BE design estimate used to guide the business case. These values must be validated during the pilot and confirmed in Step 05.

Internal work per quotation

Current AS-IS75 min
Target TO-BE48 min

Estimated impact27 potential minutes per quotation

Manual activities and rework

Current AS-IS150 h/month
Target TO-BE65 h/month

Estimated impact85 h/month of potentially released capacity

Customer response time

Current AS-IS8 h
Target TO-BE3.5 h

Estimated impact4.5-hour target reduction

Potentially released capacity does not automatically equal financial savings. Value depends on how the organization reallocates that time and on results verified after implementation.

From required capabilities to solution decision

We evaluate alternatives by their ability to support the process, not by the technology itself.

InformationReliable, current lookupCentral source of commercial data
WorkflowAssignment, status, and alertsStructured process management
RulesValidations and exceptionsConfigurable business rules
DocumentConsistent generationControlled quotation template
TraceabilityHistory and metricsComplete request record

Initial scope

Included

  • ✓ Structured intake
  • ✓ Commercial information lookup
  • ✓ Availability validation
  • ✓ Rules and approvals
  • ✓ Document generation
  • ✓ Recording and follow-up

Outside the first scope

  • — Contract negotiation
  • — Billing and collections
  • — Dispatch and logistics
  • — Full replacement of corporate systems

Step 03

We now know how it should work.

  • ✓ TO-BE designed
  • ✓ Rules and responsibilities defined
  • ✓ Required capabilities identified
  • ✓ Initial scope agreed

The next step is to turn the design into an operating capability, test it, and support adoption.

← Back to Step 02Continue to Step 04 →