The Role of CPQ in Supporting Mixed Commercial Offers: A Case Study at SCM Group

This thesis examines the development of the Mixed CPQ project carried out during an internship at SCM Group, a leading company in the manufacturing of machinery for wood and other material processing. The project was conceived with the objective of extending the traditional CPQ (Configure, Price & Quote ) model, previously focused exclusively on machine sales, into an integrated commercial platform capable of managing machines, spare parts and services within a unified quotation environment. The work outlines the organizational and strategic context in which the initiative emerged, highlighting the need to support a more lifecycle-oriented commercial approach. Particular attention is dedicated to the analysis of the main platforms involved in the project, including CRM, CPQ and ERP. The core of the thesis focuses on the definition and description of the TO-BE scenario, developed in comparison with the existing AS-IS configuration. The logical and functional solutions designed to enable mixed offers are presented with emphasis on process alignment. The thesis explores how the transition from a product-centered configuration logic into a more integrated model required not only technical adjustments, but also coordination across departments and revisions of existing operational flows. The final part of the thesis presents the testing phase and the initial validation of the implemented solution. Overall, the work offers a concrete example of how digital integration initiatives can contribute to the evolution of commercial strategies in industrial environments.