case study
Client Realizes Significant Increase in Speed, Accuracy with Salesforce CPQ
CLIENT BACKGROUND
The client provides cloud-based supply chain management software to retailers, suppliers, third-party logistics providers and partners.
Industry: Technology
Services: Supply Chain Management
BUSINESS CHALLENGE
The client's products were priced via offline Excel pricing calculators creating undefined product catalog and pricing fragmentation. Inaccurate data added unnecessary touch points with customers, lead to wasted effort by the Contracting, Legal, and Finance teams and increased overall Opportunity closeout time. They had manual generation of scope proposals and contract documents that caused confusion for Sales Reps, wasted efforts, and onboarding difficulty for new resources.
ATG SOLUTIONS & TOOLS
- Implemented users' utilization of the Salesforce CPQ Quote object and assigned Salesforce CPQ as the System of Record (SOR) for all Products and Pricing.
- Identified and configured all applicable Bundles, Offerings, and Packages. Identified and detailed all special pricing use cases including partner pricing, volume discounts, custom priced products, and more. Loaded and configured all pricing and pricing rules in Salesforce CPQ.
- Dynamic Document Templates configuration provided coverage for all currently used templates. Built roadblocks into the Quote object to prevent Contracts from being sent before Quote approval.
RESULTS & IMPACTS
- Solution implemented provided easier selection and configuration of products via the Salesforce CPQ Quoting experience leading to a 33% reduction in time spent selecting and configuring products.
- The overall better solution offering has led to a 25% increase in product and pricing accuracy leading to less Opportunities returned for product and/or pricing corrections.
- Sales Reps no longer needed to manually select, download, and edit Quote documents to send to a customer, leading to a 90% reduction in time spent preparing customer-facing Quote documents and errors.