Yara Europe is part of Yara International, the world’s largest crop nutrition provider. Founded in 1905 to solve the emerging famine in Europe, today they work with stakeholders along the value chain to enable sustainable agriculture and contribute to a more resilient food system in Europe.
"Partnering with Walpole Partnership has brought multiple benefits to our organisation. They combine deep industry knowledge with a strong understanding of the CPQ & Pricing tool set, which allows them to advise not only on system configuration but also on how Yara's business processes can be aligned or adapted. Walpole's external perspective has been incredibly valuable, offering fresh insights and strategic guidance. This isn’t just a project-based collaboration, it’s a long-term partnership that continues to deliver value."
Jochem Kolthof
Senior Manager Digital Commercial Solutions CRM/CPQ, Yara Europe
Why CPQ?
Yara Europe launched a Quote-to-Order transformation programme using PROS Pricing + PROS CPQ, integrated with Salesforce CRM and SAP ERP, to move from manual quoting toward a scalable, governed quoting platform that supports both speed and control across European markets.
Expected benefits?
- Faster quoting for commercial teams, with reduced administrative effort
- Stronger checks and approvals to mitigate pricing and quoting errors
- Increased transparency into how prices are built and approved
- A scalable foundation enabling rollout across multiple European markets
Challenges?
- Sales demand can shift quickly due to external factors (e.g., weather), so quoting delays can lead to lost business
- Governance needed to be strengthened without slowing sales teams working in the field
- Limited visibility into how pricing was constructed and approved (order visible, but not the pricing/approval trail)
- Diverse routes-to-market and market structures across Europe required a solution that could scale country by country
Results?
- A scalable Pricing + CPQ foundation established across workflows, approval structures, configurator rules, quoting journeys, templates, and integration enablement
- Reduced manual effort for sales teams, while improving controls and error prevention
- Increased transparency and traceability for pricing build and approvals
- A proven phased rollout model supporting progressive deployment across Europe