CPQ Insights: Uhlmann-Pac-Systeme
Guided Selling: bridging technical precision and sales agility
In the world of pharmaceutical packaging, where every product must be tailored to strict and specific requirements, Uhlmann Pac-Systeme is a leading example of how complex product portfolios can be mastered through digital innovation. As a globally leading supplier of complete systems for packaging pharmaceutical products in blisters, bottles, and cartons, Uhlmann Pac-Systeme GmbH & Co. KG delivers flexible, end-to-end solutions to international pharmaceutical companies, generics manufacturers, and contract packers.
With its innovative packaging lines, comprehensive services, and digital solutions, Uhlmann sets new norms for quality, efficiency, and reliability. Acting as a full-service partner, the company provides consulting, project management, implementation, and ongoing support, all from a single source.
Their journey with CAS Merlin CPQ showcases how the right tools, combined with expertise, can transform sales and configuration processes globally. This article dives into the transformation of CAS Merlin CPQ at Uhlmann Pac-Systeme and how their processes have evolved.
How the connection between CPQ and SAP improves pricing, quotation and sales processes
At the center of Uhlmann Pac’s operations lies SAP, which serves as the company’s technical backbone and pricing engine. For years, SAP has been the platform for technical calculations and variant configurations. Yet, with increasingly complex product portfolios and diverse customer requirements, it became clear that a solution was needed that connects technical configuration depth with sales-driven flexibility. That bridge is CAS Merlin CPQ.
By combining SAP LO-VC with CAS Merlin CPQ’s intuitive interface and guided processes, Uhlmann Pac created a unified environment that brings together technical accuracy and customer-focused configuration.
Through a Preliminary Design Review (PDR) import interface, technical characteristics from SAP are transferred to the CPQ system, enhanced with sales-relevant attributes, and merged into a single, comprehensive rule set. This connection ensures consistent data and minimizes errors across departments. In this setup, CAS Merlin CPQ handles the complete configuration, while SAP remains the final authority for pricing and offer generation.
With CPQ, Uhlmann Pac is now able to distribute knowledge to sales representatives in the field, enabling them to act independently and make informed decisions in real time. This shift allowed sales teams to become more agile and responsive all while ensuring that the configurations remain accurate and compliant.
The power of Guided Selling
The introduction of Guided Selling within CPQ marked a turning point in how Uhlmann engages with customers. By asking targeted questions, the system intelligently identifies customer needs, automatically assembles matching solutions from the Uhlmann portfolio, and builds a digital cart in real time.
What previously required extensive excel-based calculations and weeks of coordination can now be achieved in seconds. Complex pricing and configuration logic have been centralized in CPQ, enabling instant results, consistent data, and a structured knowledge base that even supports error resolution.
CAS Merlin CPQ also automatically validates configurations, blocking combinations that are not possible and ensuring that only valid machine setups reach the offer stage. This not only enhances efficiency but also increases confidence in the output. For both customers as well and internal teams.
One of the standout advantages of CPQ is the document generation capabilities. While SAP provides robust data management, CAS Merlin CPQ offers far greater flexibility and visual appeal in offer creation. Uhlmann’s teams can now generate personalized, high-quality proposal documents with ease, integrating images, technical data, and customer-specific content in a fraction of the time.
Celebrating milestones
The implementation of CAS Merlin CPQ at Uhlmann Pac-Systeme has already delivered impressive results. Key milestones have been achieved and visible successes underline the value of digital configuration. The transformation is a compelling example of how digital tools can enable efficiency, scalability, and autonomy in highly complex product environments. Uhlmann Pac’s journey proves that even in highly specialized markets, CPQ can become a central standard of digital success.
Do you have any questions?
We will be happy to advise you.
If you prefer to speak to someone our CPQ experts are available by telephone and would love to hear from you. You can also send us your questions, requests and suggestions using the contact form.
Sales Team
Phone: : +49 721 9638-901