A quoting Center of Excellence, one business unit at a time.
PhiX helped Lonza stand up a Center of Excellence for quoting on Salesforce CPQ, rolled out one business unit at a time to drive adoption across the organization.
LONZA Group is a Swiss multinational manufacturer for the pharmaceutical, biotechnology and nutrition sectors, headquartered in Basel with over 16,000 employees.
Where revenue was slowing.
Complex quotes were slow to build in Salesforce CPQ, timeline visualisations lived in a separate tool, and quoting practice varied across a large, multi-business-unit organization, which made consistent adoption hard.
The work.
PhiX helped Lonza establish a Center of Excellence for quoting on Salesforce CPQ: one standard way to build complex quotes, with large-quote cloning and an automated timeline in-platform. Rather than a big-bang rollout, we deployed it one business unit at a time, training each and building local champions to secure adoption before moving to the next.
What changed.
Lonza now runs quoting through a Center of Excellence that spreads a single, proven model across the organization, business unit by business unit. The separate timeline tool was retired, quotes are more accurate and consistent, and each unit has its own CPQ champions.