Álvaro SánchezTechnology + Digital Transformation
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Illustrative business case · 01

Understand the business before discussing technology.

Nova Industrial S.A.S. sells technical equipment and services to companies. We analyzed its quotation process to understand how it works today, who participates, how much time it takes, and its operational impact.

Nova Industrial S.A.S.B2B sales of technical equipment and servicesB2B commercial quotations
Company
Nova Industrial S.A.S.
Process
B2B commercial quotations
Teams
Sales · Operations · Management
Challenge
Time and effort required to respond to quotation requests

AS-IS

The process today, in numbers

500quotations / month
25requests / day
60–90 mininternal work per quotation
75 minanalysis reference
8 haverage customer response time
Up to 24 hfor complex requests
≈500 h/monthdedicated to the process
≈150 h/monthspent searching, entering data, handling manual checks and rework
30%require an adjustment
Up to 4participants may be involved
3primary information sources

AS-IS

How the quotation works today

AS-IS map of the observed flow, from request to customer response.

  1. Customer
    Requests a quotation by email/WhatsApp
    Manual
  2. Sales
    Receives and interprets request
    Manual
  3. Sales
    Searches for product and information
    Search
  4. Sales
    Checks prices and terms
    Search
  5. Operations
    Validates availability
    Wait
  6. Sales
    Consolidates information
    Manual
  7. Sales
    Prepares quotation
    Manual
  8. Sales
    Reviews and corrects
    Rework
  9. Management
    Reviews special terms
    Wait
  10. Management
    Approves or rejects
    Wait
  11. Sales
    Generates, sends, and records
    Manual
  12. Sales
    Follows up
    Manual
  13. Customer
    Receives quotation
75 min8 h

Effective work is not the same as response time.

A quotation may require around 75 minutes of internal work, but the customer receives a response after an average of 8 hours.

Work + consultations + validations + waiting = total response time

Key AS-IS findings

01

Scattered information

Data is consulted across three primary sources.

02

Manual work

Several activities depend on searching, data entry, and logging.

03

Cross-team dependencies

Responses require internal consultations and validations.

04

Rework

Three out of ten quotations require an adjustment.

05

Waiting time

The flow pauses while responses or approvals arrive.

06

Limited traceability

Follow-up is distributed across different channels.

What does this process represent today?

Average team hourly cost: COP $40,000

Full process

500 h/month × COP $40,000≈ COP $20,000,000/month of operating capacity associated with the process.

Manual activities and rework

150 h/month × COP $40,000≈ COP $6,000,000/month of associated operating capacity.

These figures represent operating capacity currently dedicated to the process and do not necessarily constitute a financial loss.

Step 01

We now understand the process.

  • ✓ AS-IS documented
  • ✓ Baseline established
  • ✓ Time impact quantified
  • ✓ Operational impact quantified
  • ✓ Key frictions identified
Continue to Step 02 →