Mercury - CPQ Implementation Drives Efficiency and Accuracy



Mercury Systems, a leader in aerospace and defense, improves operations with Mainspring's CPQ services. Faster quoting, improved accuracy and data utilization help enhance efficiency and future scalability, reinforcing their commitment to innovation.

Business Challenge

Mercury Systems recognized the need to enhance its Configure, Price, Quote (CPQ) process and streamline operations. Their existing CPQ solution required improvements to address the following challenges:

  • Facilitating collaboration between Sales and Engineering for product configurations
  • Automating approvals for trade compliance, non-standard configurations, and discounting
  • Enabling one-click generation of engineering forms for quotes
  • Ensuring accurate pricing and maintenance of desired profit margins
  • Preparing the CPQ solution for future scalability to support additional business units and organizations

Solution Delivered

To meet Mercury Systems' business challenges, Mainspring proposed a comprehensive solution that encompassed the following key components:

  • Expanded CPQ quoting access for Sales Representatives.
  • Created new user profiles for product management to simplify bundle setup and maintenance
  • Defined a more efficient order process within the CPQ system
  • Implemented real-time validation to ensure manufacturability of product configurations
  • Analyzed and adjusted product catalog within the CPQ system, including configuration of bundles, attributes, features, options, and product rules, with the ability to add phantom (write-in) products
  • Improved product pricing within the CPQ system, incorporating pricing rules, attributes, discount schedules, price ramping, price dependencies/attribute-based pricing rules, fees, and price modifiers
  • Enhanced shopping cart view with additional custom fields for attributes and margin
  • Configured approval workflows for trade compliance, non-standard configurations, and discounting
  • Developed proposal document templates for new builds and ROM/budgetary quotes
  • Created email templates to streamline communication

Key Results

The CPQ implementation not only addressed Mercury Systems' immediate challenges but also positioned them for future growth and scalability across business units and organizations.
This transformation has empowered Mercury Systems to continue delivering innovative solutions to the aerospace and defense industry with unparalleled efficiency and accuracy.

Following the successful implementation of the CPQ solution by Mainspring, Mercury Systems reaped substantial benefits:

Increased Speed

Quotes are now delivered to customers more swiftly, enhancing the overall customer experience 

Enhanced Accuracy

Quotes contain precise information, products, and associated costs, helping minimize errors 

Data Utilization

Quote data is now a valuable resource for forecasting, contracting, and ordering

Robust Analytics

Mercury Systems gained access to comprehensive quote and price analytics, enabling data-driven decision-making