Six order/quoting systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to off-platform legacy tools.
Migrating the 3 legacy mill / spreadsheet tools onto SAP recovers ~₹357 Cr on orders Arvind already quotes — ₹67 Cr of discount leakage plus ₹290 Cr of win-rate uplift. The off-platform tools win less and discount more, with no central pricing governance.
4 of 4 headline metrics improving vs prior · all on or above target
Legacy mill tools discount at 14% vs the SAP 6% — recovering ₹67 Cr of margin on the deals they already win, no new selling required.
Bringing legacy win-rate from 28% to the SAP 37% on ₹3,050 Cr of quotes adds ₹290 Cr of bookings.
One price book and approval workflow recovers ~₹357 Cr combined and flips these divisions from estimates to plant-grain actuals.
Each division still quotes in its own system — SAP SD, SAP CPQ, the denim-mill estimator, an export-desk tool, spreadsheets. Federated, they total ₹11,900 Cr of open quotes; but the off-platform legacy mill systems win less and discount more, with no central pricing governance. One view shows where the margin leaks.
SAP-based systems (governed pricing) vs standalone legacy mill ones — note how win-rate falls and discount/cycle rise off-platform.
| Quoting system | Division | Quotes | Value | Win-rate | Discount | Cycle | Status |
|---|---|---|---|---|---|---|---|
| SAP SD (core ERP) | Woven + Denim | 4200 | ₹5,200 Cr | 36% | 6% | 12d | Integrated |
| Garments program quoting (SAP) | Garments | 1800 | ₹1,900 Cr | 41% | 5% | 10d | Integrated |
| AMD quoting (SAP CPQ) | Advanced Materials | 1200 | ₹1,750 Cr | 38% | 7% | 14d | Integrated |
| Denim mill legacy estimator | Denim | 950 | ₹1,450 Cr | 28% | 14% | 24d | Standalone |
| Export-desk pricing tool | Exports | 700 | ₹900 Cr | 31% | 12% | 20d | Standalone |
| Knits / Envisol spreadsheets | Knits + Environmental | 600 | ₹700 Cr | 24% | 16% | 30d | Standalone |
Bringing the legacy mill tools to the SAP systems' discipline is worth real money on orders Arvind is already quoting.
If standalone tools discounted at the integrated 6% instead of 14%, on the deals they already win.
Lifting standalone win-rate from 28% to the integrated 37% on ₹3,050 Cr of quotes.
Standalone quote→order cycles run far longer; one CPQ shortens time-to-revenue and frees pursuit capacity.
The move: migrate the denim-mill estimator, export-desk pricing tool and knits/Envisol spreadsheets onto SAP with one price book and approval workflow. It recovers ~₹357 Cr combined, and — like the customer master — it's the same standardization that flips these divisions from estimates to plant-grain actuals everywhere else in the cockpit.