Case Studies / Manufacturing

How MAS Built a Global Sales Solution That Saves Time And Increases Revenue.

About Johnson Controls (JCI):

Since 1885, Johnson Controls (JCI) has provided building automation and smart security, fire, and HVAC solutions to make buildings smarter. With $23B in revenue, 105,000 employees, and 2,000 locations, Johnson Controls offers the world’s largest portfolio showcasing how they’ve built products, technologies, software, and services, and transformed the environments where people live, work, learn and play.

Client Industry

Manufacturing

Service Provided

Software development

# of Team Members

200+ currently

Locations

US and South America

Languages

English & Spanish

Duration

6 years

KPIs/Metrics Of Success

Sales quotes volume
increase by 200%

The Business Challenge

Johnson Controls deals heavily with custom-built solutions for their clients. It is extremely rare for any two HVAC system installations to be exactly alike. JCI uses a Configure to Order (CTO) system that allows clients to customize nearly every aspect of their order to meet their specific requirements. 

The sheer number of variables for each order created a massively complex supply chain and ordering system that relied on dozens of different applications.  In fact, each order would be so complex that it typically took two weeks for a sales representative to put together a quote for an HVAC installation. These delays cost JCI sales opportunities because clients would be frustrated with long wait times or choose a competitor’s solution for faster service—even if the other solution wasn’t properly optimized for their needs.

JCI’s leadership team was introduced to MAS Global and became intrigued by our combination of U.S.-based and nearshore software development teams in Colombia, Mexico, and Argentina.

Excited by the prospect of both low-cost nearshored labor and high-availability local teams to ensure strong collaboration, JCI decided to hire MAS’ team of tech experts.

 

How MAS Global Optimized JCI’s Processes

MAS Global quickly got to work on developing the software JCI needed to improve efficiency. We also restructured how the project team worked by implementing the Scaled Agile Framework, so we could deliver results more quickly and consistently.

Shortly after joining the project, MAS Global introduced the Scaled Agile Framework (SAFe) to help the project team measure progress and provide deliverables on a more consistent schedule. MAS’ Agile expertise helped to make the transition quick and easy, so disruptions were minimal. Soon after, productivity really ramped up.

Another thing that MAS did differently from other outsourced development services was that when software engineers on the team learned new skills, they weren’t pulled off the project to work on something else. Instead, JCI was able to enjoy long-lasting relationships with their MAS Global software developers. This had the benefit of preventing skill loss and attrition, which helped keep the project moving more smoothly than before.

At the start of the relationship, we had two teams working for JCI to assist with the Selection Navigator project. With each passing year, the number of MAS software developers and engineers working with JCI grew to accommodate new applications and make seamless improvements to their sales configuration software.

 

Technical Aspects

As JCI used to rely on dozens of unrelated individual systems to perform the whole “configure to order” process, the big challenges were the application modernization of all these different tools, and converting them into a single web-based program that could serve thousands of users —, in any region, without compromising availability.

MAS Global heavily contributed to the modernization of these applications, transforming them from mostly desktop stand-alone applications to cloud-based, scalable, and highly available solutions that involved managed Platform as a Service offering for computation and data storage. These serverless resources also brought together the benefits of the cloud, plus the use of modern technology stacks.

As a true partner, MAS Global embraced and enriched the platform through a wide range of back-end and front-end technologies, such as .NET Core, .NET Framework, Angular, React, Jquery, Javascript ThreeJS, among many others. This allows the platform to grow organically and make use of the latest cloud offerings from different vendors through a stable plan of scalability and global expansion.

The successful DevOps adoption at JCI was boosted due to the expertise of MAS Global on CI/CD Process design and technology selection. This resulted in a predictable, continuous, stable, and adaptable development/deployment system that permanently and reliably releases business value to users in smaller cycles, ensuring high-quality standards in every step of the process.

Within a few months of joining the project, MAS Global’s teams made more progress on creating a unified solution for configuring bids, ordering parts, and assembling estimates than every other contractor had in several years of work.
Now, with the Selection Navigator tool built by MAS Global, JCI’s sales representatives can complete quotes in one or two hours instead of one or two weeks. This is an enormous time saving that has allowed JCI to massively improve their sales efforts

Slide
Before MAS Global, JCI
After MAS Global, JCI
7,000

Completed roughly 7,000quotes each
month.

21,000

Averages roughly 21,000quotes
each month.

Took an average of two weeks to
assemble a quote.

Can assemble estimates for custom
work in a couple of hours.

Sales reps had to keep track of
dozens of applications for even the
simplest orders.

Streamlined their applications so
sales reps only need a single log-in
instead of dozens.

Slide
Before MAS Global, JCI
7,000

Completed roughly 7,000quotes each
month.

Took an average of two weeks to
assemble a quote.

Sales reps had to reps keep track of
dozens of applications for even the
simplest orders.

After MAS Global, JCI
21,000

Averages roughly 21,000quotes
each month.

Can assemble estimates for custom
work in a couple of hours.

Streamlined their applications so
sales reps only need a single log-in
instead of dozens.

  Our Clients Say

“MAS Global collaborated with my team to develop a critical software development project. We replaced a legacy desktop application withcutting Cloud processing in an agile software development program. We chose a near-shore model to allow our U.S.-based development team to have a total overlap of the working day with a remote team. The strong English language skills of the MAS developers, and the use of collaboration technologies like Microsoft Teams, allowed easy communications and this enables the remote teams to enjoy a cohesive team environment.

This has been one of the best experiences of my 35 years of working with consulting companies. They have been true partners in our success.”

To this day, MAS Global’s expert software developers continue to work alongside JCI to continuously improve the Selection Navigator and to provide support. JCI’s leadership loves the results MAS delivers, how MAS builds long-term teams that don’t keep getting shuffled around, and how they can access both U.S.-based and nearshore software development teams to get the best of both worlds.

Nicholas Hull

Senior IT Manager at Johnson Controls

Are You Ready for MAS?

Are You Ready for MAS?

Do you have a major software development project that is stagnating? Are you tired of constantly having to onboard new software developers as your outsourced developer constantly cycles people out? Do you need proven, reliable, and professional services from a software developer who generates real results?

If your answer to any of the above is “YES!” then reach out to MAS Global today! We offer a unique approach to software development services that combines U.S.-based developers and nearshored developers that provides:

  • Cost savings
  • Significant flexibility
  • Long-lasting relationships with your developers
  • Consistent results using Agile frameworks and methods
  • Strong reporting so you’re never in the dark

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