Challenges/Business Drivers:

1. Lack of smooth transition from the Sales team to Sales Ops team for quote generation.
2. Utilization of multiple systems for product configurations.
3. Inefficiencies and delays in providing the best prices to the Sales team.
4. Multiple revisions of quotes leading to longer cycle times.

Solution:

The company implemented Salesforce CPQ (Configure, Price, Quote) to address these challenges and provide a seamless experience for the Sales team. The solution involved the following steps:

1. Implementation of Salesforce CPQ: Salesforce CPQ was integrated into the existing Salesforce Sales Cloud platform.
2. Quote Initiation: Sales team members could now initiate quotes directly from the Opportunity in a single interface.
3. Streamlined Quote Process: Sales Operations and commercial teams gained access to a unified platform to create, review, and approve quotes efficiently.
4. Extended Sales Cloud Functionality: The Sales cloud was extended to accommodate the project management team’s review, sales order creation, and order fulfillment tracking.

The implemented solution resulted in the following business impact:

Business Impact:

1. 25% Increase in Quote Accuracy and Velocity: The streamlined quote process and utilization of Salesforce CPQ led to improved accuracy and faster quote generation, reducing errors and delays.
2. 52% Increase in Sales & Sales Operations Team Productivity: With a unified platform and streamlined processes, both the Sales and Sales Operations teams experienced a significant increase in productivity.
3. 98% Accurate, Consistent & Competitive Pricing: The implementation of Salesforce CPQ ensured accurate and consistent pricing, eliminating discrepancies and enabling the Sales team to provide competitive prices to customers.