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 2000 locations, Johnson Controls offers the world’s largest portfolio of building products, technologies, software, and services, transforming “the environments where people live, work, learn and play.”

Client Industry

Manufacturing

Service Provided

Software development

# Of Team Members

200+ currently

Location

US & South America

Languages

English & Spanish

Duration

6 years

KPIs/Metrics Of Success

Sales Quotes volume
increase by 200%

The Problem

Johnson Controls deals heavily in 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. This  delay 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 that JCI needed to improve efficiency. We also began restructuring how the project team worked so results could be delivered 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 from the change were minimal. Soon after, productivity really ramped up.

Another thing that MAS did differently from other outsourced development services was that, when a software engineer 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 challenge was the application modernization of all these different tools, converting them into a single web-based program that could serve thousands of users, in any region without compromising availability.

MAS Global heavily contributed on the modernization of these applications coming from mostly desktop stand-alone applications to a cloud-based scalable and highly available solution that involved managed Platform as a Service offerings for compute and data storage as well as serverless resources that brough together the benefits of the cloud plus the use of modern technology stacks.

As a true partner, MAS Global was able to embrace and enrich the platform through a wide range of backend and frontend technologies like .NET Core, .NET Framework, Angular, React, Jquery, Javascript, ThreeJS among many others allowing 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 boosted due to the expertise of MAS Global on CI/CD Process design and technology selection that ended up with a predictable, continuous, stable, and adaptable development/deployment system that permanently and reliably release 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 had 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 savings 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

Nicholas Hull, the Senior IT Manager at Johnson Controls, had this to say about his experience with MAS Global:

“MAS Global is collaborating with my team in developing a critical software development project. We are replacing a legacy desktop application with leading edge Cloud processing in an agile software development program. We chose a near-shore model to allow our U.S. based development team to have 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, allow easy communications and this enables the remote teams to enjoy a cohesive team environment.

This has been one of 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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