Client Overview
A global technology company sought to improve its sales efficiency by implementing Salesforce CPQ (Configure, Price, Quote). The company wanted to streamline its pricing models, offer customized product bundles, automate discount scheduling, and enhance quote accuracy.
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Challenges
The company faced issues in managing complex product bundles, discount structures, and approval workflows. Sales reps needed a system to configure customizable bundles with dependent products, handle discount alerts, and seamlessly manage quote approvals. They also required automated reporting on top-selling products, expiring quotes, and discount management.
advansappz’s Approach
advansappz implemented Salesforce CPQ (Configure, Price, Quote) to address these challenges and optimize the client’s sales operations. Our team provided comprehensive Salesforce CPQ solutions tailored to the client’s specific needs, allowing the company to streamline the quote-to-cash process efficiently.
Key elements of the implementation included:
- Product Bundles and Pricing:
We configured product bundles to include essential items like laptops and printers. Sales reps were able to customize these bundles, selecting necessary products that impacted the bundle price without being sold as standalone items. Block prices were established for select products, ensuring consistent pricing across quotes. - Discount Management and Scheduling:
Discounts were critical to the client’s pricing strategy. We implemented a discount scheduler to handle tiered discounts and added discount alerts when discounts exceeded 20%. This ensured error handling when discount limits were breached, maintaining pricing control. - Reusable Terms and Conditions:
To streamline the quoting process, we embedded reusable terms and conditions directly into the quote documents, saving time for the sales team and ensuring consistency in all communications. - Quote-to-Cash Automation:
advansappz enabled full Quote-to-Cash functionality using Salesforce CPQ. This included automating quote creation, approvals, invoicing, and order processing. We integrated DocuSign to facilitate seamless e-signature capabilities for contracts and quotes. - Advanced Reporting and Dashboards:
We designed custom dashboards that provided real-time insights into key metrics such as net amount closed, top sellers, and expiring quotes. This allowed the sales team to track milestones and receive notifications on critical actions.
Results
With advansappz’s implementation of Salesforce CPQ, the client achieved:
- Streamlined Quoting Process: Faster quote generation with dynamic pricing and customizable product bundles.
- Automated Approvals and Notifications: Approval workflows and notifications for expiring quotes helped maintain sales efficiency.
- Detailed Reporting and Analytics: Custom dashboards provided insights into top sellers, monthly sales quotas, and overall sales performance.
This successful Salesforce CPQ implementation resulted in improved operational efficiency, better pricing management, and enhanced sales performance for the client, driving strategic growth across their product portfolio.
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