Order & Tender 360

Six order & tender systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to off-platform industrial / e-com / export pricing tools.

Valvoline Cummins Private Limited · FY25 (Apr'24–Mar'25, audited)

Leading MNC / private aftermarket lubricants brand in India — single-digit share, premiumising

500 employees · 1 plant + regional DCs · 6 export markets

▲ Executive read· the answer, then the moves

Bringing the 3 off-platform pricing tools onto the central ERP recovers ~₹96 Cr on orders & tenders VCPL already quotes — ₹6 Cr of discount leakage plus ₹89 Cr of win-rate uplift. The off-platform tools win less and discount more, with no central pricing governance.

4 of 4 headline metrics improving vs prior · still off target: Qualified Growth Pipeline ₹400 Cr vs ₹480 Cr, Primary Sales & Order Intake ₹2,450 Cr vs ₹2,600 Cr

Do now — ranked by urgency

1
Stop the ₹6 Cr discount leakage on legacy toolsWatch
Why it matters
Off-platform pricing tools discount at 8% vs the central ERP 5% — recovering ₹6 Cr of margin on the deals they already win, no new selling required.
What's driving it
Off-platform discount 8% vs central ERP 5%
₹515 Cr of off-platform quotes off governed pricing
FYI
Affected tools: industrial B2B (Ultramax), e-commerce & South-Asia export-desk pricing (3 systems)
Owner: Finance / Pricing
Govern pricing →
2
Lift legacy win-rate to capture ₹89 Cr of bookingsOpportunity
Why it matters
Bringing off-platform win-rate from 37% to the central-ERP 54% on ₹515 Cr of quotes adds ₹89 Cr of bookings.
What's driving it
Off-platform win 37% vs central ERP 54%
Cycle 5d slower off-platform
FYI
3 central-ERP systems already run governed approval workflow
Owner: CMO / Sales Ops
See systems →
3
Standardize everyone onto the central ERP — ₹96 Cr prizeOpportunity
Why it matters
One price book and approval workflow recovers ~₹96 Cr combined and flips these segments from estimates to SAP-grade actuals.
What's driving it
₹6 Cr discount + ₹89 Cr win-rate = ₹96 Cr
5d faster quote→order on SAP
FYI
₹3,235 Cr of open quotes federated across 6 systems
Owner: CMO / Sales Ops
Plan migration →

📈 Distribution reach & channelStep 3 of 6 · orders — retail, OEM, industrial & exports◀ Customer 360 Premium & Programs 360 ▶All journeys

🌐 Enterprise 360 modules· on Order / Tender 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation Planshareholder value · valuation 🤖 AI Agentsrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Sales & Order-Book 360funnel · forecast 🛰 Market & Industry Intelsignals · growth initiatives 🏛 Company Hierarchyorg · segments · entities 🗂 Org Roll-up 360region · segment · site 📍 Plant & Network 360Ambernath plant · DCs · network 👥 Customer 360customer accounts · cross-segment 🧩 Customer Mastergolden record · MDM 🧾 Order / Tender 360orders by channel 🔄 Order-to-Cash 360order-to-cash cycle 🔁 Premium & Programs 360premium book · OEM programs 🔧 Project / Job 360delivery · job margin 👷 Workforce 360plant workforce · utilization 🏷 Products & Brands 360brands · margin journey 🧩 Integration & Programs 360PMO · workstreams · go-live 🤝 Growth & Capex 360initiatives · capex · ROI 🚪 Shareholder Valuereturns · QoE · EV bridge 🚚 Base-oil & Supply 360base oil · spend · risk 💰 Finance 360P&L · segments 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ Where this connects — act / drill across

🔄Order-to-Cash 360· where the quote goes — to cash 📈Sales & Order-Book 360· quotes feeding the funnel 🧩Integration & Programs 360· migrate off-platform pricing onto SAP 👥Customer 360· who you're quoting

● LiveBuilt forCMO / Sales Ops· one pipeline, one win-rateFinance / Pricing· stop discount leakageSegment leaders· order / tender velocity by system

Each segment still quotes & prices in its own system — governed SAP SD primary sales, the distributor-management system (DMS) and the Cummins OEM factory-fill portal, plus off-platform industrial B2B (Ultramax), e-commerce and South-Asia export-desk pricing. Federated, they total ₹3,235 Cr of open quotes; but the off-platform pricing tools win less and discount more, with no central pricing governance. One view shows where the margin leaks.

Data backing: quote_system (per-system quotes, value, win-rate, discount, cycle) · central-ERP federation

Order / tender systems

across segments

7,360

Open quotes

₹3,235 Cr value

51%

Blended win-rate

by ₹ value

Avg discount

off list

Avg quote→order

cycle time

Federated pipeline

Every quoting system, one table

Central-ERP systems (governed pricing) vs standalone off-platform ones — note how win-rate falls and discount/cycle rise off-platform.

Quoting system	Segment	Quotes	Value	Win-rate	Discount	Cycle	Status
SAP SD (core ERP) — primary sales	Retail & Aftermarket	1400	₹1,345 Cr	52%	5%	6d	Integrated
Distributor Management System (DMS)	Retail & Aftermarket	4200	₹900 Cr	60%	6%	4d	Integrated
OEM factory-fill order portal (Premium Blue)	OEM & Genuine Oil	260	₹475 Cr	48%	3%	14d	Integrated
Industrial B2B quoting (Ultramax)	Industrial Lubricants	520	₹305 Cr	35%	9%	20d	Standalone
South-Asia export order desk	Coolants, Specialties & Exports	180	₹120 Cr	38%	7%	18d	Standalone
E-commerce marketplace pricing	Retail & Aftermarket	800	₹90 Cr	40%	8%	2d	Standalone

Central-ERP systems (3)

₹2,720 Cr of quotes · 54% win · 5% discount. Governed pricing and approval workflow.

Standalone off-platform (3)

₹515 Cr of quotes · 37% win · 8% discount · slower cycle. No central governance — industrial B2B (Ultramax), e-commerce and the South-Asia export desk.

The consolidation prize

Move everyone onto the central ERP

Bringing the off-platform pricing tools to the central-ERP discipline is worth real money on orders & tenders VCPL is already quoting.

Discount leakage recovered

+₹6 Cr

If standalone tools discounted at the integrated 5% instead of 8%, on the deals they already win.

Bookings from win-rate

+₹89 Cr

Lifting standalone win-rate from 37% to the integrated 54% on ₹515 Cr of quotes.

Faster cash

−5d

Standalone quote→order cycles run far longer; one CPQ shortens time-to-revenue and frees pursuit capacity.

The move: migrate the industrial B2B, e-commerce and South-Asia export pricing onto the central ERP with one price book and approval workflow. It recovers ~₹96 Cr combined, and — like the customer master — it's the same standardization that flips these segments from estimates to SAP-grade actuals everywhere else in the cockpit.