Verification of telecom offers reduced to 30 sec thanks to software automation
Company
Country
Poland
Industry
Telecommunications
System
Configure-Price-Quote
Executive summary
01
Client
Play (part of the iliad Group), a leading telecommunications operator in Poland serving millions of individual and business customers.
02
The core challenge
Play's B2B sales division was constrained by a slow and complex process for creating custom offers for SME clients (small and medium enterprises). Sales representatives were forced to use Excel sheets and perform manual calculations, a process that took up to an hour per offer. This workflow was inefficient, prone to costly errors, and limited the company's ability to launch competitive promotions. There was also no easy way to report or archive coffers.
03
Solution delivered
Pretius designed and built a new, centralized CPQ (Configure, Price, Quote) named 'SME Tool'. This powerful web application, built with Java, Angular and Oracle DB (among other technologies), enables Play to fully automate the offer creation process. It provides sales representatives with a single tool integrated with the product catalog that they can use to create offers using existing ccomponents.
Key outcomes:
Drastic time reduction: The offer preparation time was reduced from hours to minutes, as the verification time now takes only 30 seconds. This results in a massive gain in productivity.
Reduced error rate: The system automatically verifies whether the newly created offer complies with company-defined validations, minimizing human errors.
Increased sales productivity: Sales representatives can now generate significantly more offers per day, allowing them to be more responsive and engage with more clients.
Enhanced market agility: The new system's flexibility enabled Play to quickly design and launch new, more sophisticated promotional offers, strengthening their competitive position in the B2B market.
Client background
Play, a key part of the European iliad Group, is a dominant force in the Polish telecommunications market. With millions of subscribers, Play provides a comprehensive suite of mobile, internet, and television services.
The Business-to-Business (B2B) division is a crucial pillar of their operations, serving the sophisticated and varied needs of corporate clients. In the fiercely competitive Polish B2B telecom landscape, the ability to respond to customer needs with speed, accuracy, and attractive, tailored offers is fundamental to winning and retaining high-value business accounts.
The Business challenge: A sales process hindered by operational friction
Play's B2B division, despite its success, faced a significant internal obstacle that was directly impacting sales effectiveness and market agility. The process of creating a customized offer for a business client was extraordinarily complex, creating daily operational friction that frustrated the sales team and delayed response times to customers.
The primary pain points created a cascade of negative business impacts:
Excessive and uncompetitive time-to-quote: The entire manual process, burdened by complex calculations for unique discounts and multi-product promotions, could take highly-trained specialist hours to finalize a single offer. In a fast-paced market, this delay was a critical liability. It limited the number of clients a representative could service and created a window of opportunity for competitors to present their offers first.
High risk of costly human error: Manual data entry and complex calculations performed under pressure are a recipe for error. Mistakes in offers could lead to inconsistent pricing, or creating contractual terms that were difficult to fulfill. These errors not only risked immediate revenue loss but also damaged long-term client trust.
Play's leadership recognized that this foundational sales process needed a complete overhaul. They required a centralized and automated solution to empower their team and solidify their competitive advantage.
The solution provided by Pretius
Play selected Pretiusto architect and build a new, custom CPQ system called “SME Tool”. The project was executed using an Agile methodology, which fostered a close, collaborative partnership between Pretius's development team and Play's key business and IT stakeholders, ensuring the final product was perfectly aligned with real-world needs.
Technologies That Powered the Transformation
01
Java
02
Oracle APEX
03
node.js
04
WebSocket
05
JasperReports
06
MyBatis
07
SpringBoot
08
AngularJS
The solution was built on several key pillars:
Intelligent automation:
The system automates the most complex and error-prone aspects of the offer creation process. It allows employees to build offers based on existing components (modified with parameters such as data packages, roaming packages or discounts), which makes the process considerably faster, while retaining the required flexibility.
Fast validation:
The solution verifies the final offer against rules defined by the company in the system configuration. If the offer doesn’t meet the defined limits, SME Tool informs the employee what kind of validation is exceeded. Then, the offer can be automatically accepted by the employee (if it meets the requirements) or it’s sent to the supervisor for review. In the last step, the offer is created and transferred to the sales system. Importantly, the entire validation takes only 30 seconds.
Centralization:
The system is centralized, enabling the archiving and reporting of sales offers.
A powerful and scalable technology stack:
To ensure the system would be high-performing, secure, and maintainable for years to come, it was built using a powerful and scalable technology stack, featuring a Java/Spring backend, an Oracle database, and a modern Angular frontend.
This new platform effectively replaced a high-friction, manual process with a streamlined, automated, and intelligent system designed to maximize sales effectiveness.
The implementation of the platform by Pretius delivered a transformational and multi-faceted impact on Play's B2B sales operations.
Foundational operational improvements:
Massive reduction in offer creation time:The primary success metric was the dramatic reduction in time-to-quote. The process now takes minutes instead of hours. This represents an order of magnitude productivity increase.
Minimizing calculation errors: By automating all business rules and calculations, the system achieves a much higher accuracy rate for the offers it generates. This has eliminated a significant source of potential revenue loss and improved the quality of customer interactions.
Strategic and commercial value:
Significantly accelerated sales cycle: The newfound speed in offer generation allows Play’s sales team to be far more responsive to customer inquiries. This ability to deliver accurate quotes almost instantly shortens the overall sales cycle and provides a powerful advantage in competitive situations.
Enhanced management and business intelligence: The centralized system, with reporting and archiving capabilities, provides Play's management with clearer and more accessible data and reporting on all sales activities.
M+
Clients of Play in Poland
years
Of partnership with Pretius
M+
Custom offers created using the system
Client testimonial
Przemysław Wilary
IT Project Manager at Play
We were impressed with Pretius’ experience in the telecom industry. They proposed a few unique solutions that enabled our employees to configure individual offers faster than ever before.
Conclusion
This case study is a powerful example of how a custom-built software solution can solve deep-rooted operational inefficiencies and, in doing so, unlock significant, game-changing business value.
By partnering with Pretius, Play was able to methodically dismantle a high-friction, manual process and replace it with a modern, integrated platform built for the speed of modern business.
The SME Tool solution not only delivered dramatic improvements in speed, accuracy, and efficiency but also provided Play with a powerful strategic asset that enhances their market agility and empowers their sales force to win.
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