Six order & tender systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to off-platform e-commerce & configurator tools.
Bringing the 2 off-platform tools onto the central ERP recovers ~€71 M on orders & tenders Legrand already quotes — €8 M of discount leakage plus €63 M 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 · still off target: Total Revenue €9.5 bn vs €10.4 bn, Datacenter Revenue €2.4 bn vs €3.0 bn
Off-platform tender tools discount at 9% vs the central ERP 6% — recovering €8 M of margin on the deals they already win, no new selling required.
Bringing off-platform win-rate from 39% to the central-ERP 48% on €700 M of quotes adds €63 M of bookings.
One price book and approval workflow recovers ~€71 M combined and flips these families from estimates to plant-grain actuals.
Each family still quotes in its own system — SAP SD for wiring & standard product, Salesforce CPQ for specified projects, the datacenter project quoting system, distributor EDI, plus off-platform Netatmo e-commerce and the Bticino configurator. Federated, they total €10.2 bn of open quotes; but the off-platform tools win less and discount more, with no central pricing governance. One view shows where the margin leaks.
Central-ERP systems (governed pricing) vs standalone off-platform ones — note how win-rate falls and discount/cycle rise off-platform.
| Quoting system | Segment | Quotes | Value | Win-rate | Discount | Cycle | Status |
|---|---|---|---|---|---|---|---|
| SAP SD (core ERP) — wiring & standard product | Wiring Devices & Controls | 4200 | €2.6 bn | 48% | 5% | 8d | Integrated |
| Datacenter project quoting & order system | Datacenter & Power Infrastructure | 520 | €2.4 bn | 55% | 6% | 30d | Integrated |
| Salesforce CPQ — projects & specification | Building & Connected Systems | 900 | €2.3 bn | 42% | 9% | 25d | Integrated |
| Distributor EDI / punch-out | Energy Distribution & Cable Management | 3100 | €2.2 bn | 46% | 4% | 6d | Integrated |
| Bticino configurator (design & systems) | Building & Connected Systems | 700 | €400 M | 38% | 8% | 12d | Standalone |
| Netatmo / connected e-commerce | Building & Connected Systems | 800 | €300 M | 40% | 10% | 3d | Standalone |
Bringing the off-platform tools to the central-ERP discipline is worth real money on orders & tenders Legrand is already quoting.
If standalone tools discounted at the integrated 6% instead of 9%, on the deals they already win.
Lifting standalone win-rate from 39% to the integrated 48% on €700 M of quotes.
Standalone quote→order cycles run far longer; one CPQ shortens time-to-revenue and frees pursuit capacity.
The move: migrate the Netatmo e-commerce and Bticino configurator onto the central ERP with one price book and approval workflow. It recovers ~€71 M combined, and — like the customer master — it's the same standardization that flips these families from estimates to plant-grain actuals everywhere else in the cockpit.