The Client

Stratex is the largest independent manufacturer of microwave systems, having pioneered wireless digital transmission technology almost 20 years ago. Over 250,000 of its radio systems have been used in cellular applications, broad band wireless access, and high-density backbone communications networks. Stratex operates in 95 countries world-wide, and emerging countries building a communications infrastructure are a core market for the company’s products. Numerous acquisitions, development of cutting-edge technology, and the broadband “bubble?fueled its exponential growth.

The Challenge

Stratex’s global organization offered a wide range of equipment and services, but its geographically dispersed operations were not efficient and used separate, nonintegrated IT systems and independent business processes. This lack of consistency made it difficult to present a unified front to customers from both a sales and service perspective. The company faced numerous challenges including:

• Increasing inventory levels
• Growing shipment costs
• Undesirable amount of returned goods
• An increase in order administration personnel
• Accuracy of revenue and product forecasts

The Solution

Our team leveraged our proven solutions and telecom industry expertise to help Stratex quickly create and implement a state-of-the-art IT infrastructure, including Siebel, and implement best-in-class customer relationship management (CRM) software to support its global operations.

The Benefits

Within four months of live launch, more than 90 percent of the sales force worldwide had adopted the system. Designed to increase sales revenue first and generate management reports second, the system had a positive impact across the global organization by:

• Reducing order errors with new robust quote engine
• Enhancing ability to respond to market conditions with automated discount request feature
• Clarifying manufacturing visibility into field activities that may impact inventory levels
• Increasing visibility into the pipeline, improving the quality of sales and revenue forecasts
• Supporting ability to respond instantly to opportunities and produce quotes

At our recommendation, Stratex is implementing Siebel’s Target Account Selling program, which will allow Stratex to better coordinate sales efforts at large multiregional and multinational telecom carriers and potential OEM (original equipment manufacturer) telecom manufacturers.

View/Download the PDF file (119 KB)