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A global leader in agricultural science, operating in over 125 countries, serving thousands of farmers through complex direct and indirect sales models. Brazil is one of its most strategic markets: high transaction volumes, strict compliance requirements, and strong seasonality. The company had built a strong presence there, but success created a problem: its systems could not keep pace with its ambitions.
As the business grew, so did the complexity. The company introduced new commercial models—Key Account Management (KAM), Mega Grower programs, and Rush Orders—each requiring different business logic and approval workflows. But the systems were not designed to handle this complexity automatically. Manual controls, built for a smaller operation, had become a bottleneck.
Agronomic prescriptions (RA) handled entirely manually, exposing company to regulatory fines
Business growth outpaced manual processes, slowing invoicing and order processing
Management couldn't trust reports due to manual processes and data inconsistencies
Sales teams depended on Excel files and CSR intervention, unable to scale new models
"The business environment is highly competitive and regulated, requiring speed, accuracy, and full compliance especially in credit management, returns, commissions, and legal documentation for agricultural products. We needed a solution that could handle this complexity without adding headcount."
— Business Process Owner
By embedding business rules directly into SAP S/4HANA and ECC, the business didn't just solve today's problems—they built a foundation for tomorrow's growth.
RA Automation
New Sales Models
Months Implementation
Headcount Increase
The first challenge was understanding just how complex the current processes were. Credit management alone involved multiple validation rules, exposure calculations, and manual adjustments. Lupus deployed a team that combined SAP technical expertise with agricultural domain knowledge. They conducted intensive workshops with business teams, reverse-engineered existing processes, and identified opportunities to embed business logic directly into the system.
The solution took shape across four key areas: Credit & Risk Management with automatic blocking of expired credit limits, Sales & Commercial Enablement with KAM profiles and Rush Order capability, Legal Compliance & Integration with SAP ↔ Agrotis integration for RA automation, and Operational Visibility with custom reports and improved CO09 reporting.
The implementation followed an iterative approach with frequent business validation. Rather than a big-bang cutover, the team delivered in phases aligned with business priorities. Challenges like data quality, business availability, and cross-process dependencies were addressed through joint workshops and pragmatic design decisions. The entire solution was delivered in three months.
Manual handling of legally-required documents was a compliance exposure. Now the system manages the entire RA lifecycle automatically with full audit trails.
Enabled three new sales models (KAM, Mega Grower, Rush Orders) without proportionally increasing the Credit, Sales, or CSR teams.
Credit, Sales, and CSR teams spend less time on manual controls and more time on strategic work. Decision-making is faster with reliable system information.
