Salesforce CPQ & Advanced Approvals Standardize Lead Management Process

case study

Salesforce CPQ & Advanced Approvals Standardize Lead Management Process

CLIENT BACKGROUND

The client is a global animal health company that discovers, develops, manufactures and commercializes a diverse portfolio of animal health medicines and vaccines designed to meet real-world needs of veterinarians and the livestock farmers and companion animal owners they support.

Industry: Healthcare & Life Sciences
Services: Animal Meds & Vaccines

BUSINESS CHALLENGE

The client had no standardization in sales process and/or proposal creation. Their quotes had complicated products and the service offerings were hard to maintain and error-prone. No standardization of pricing and discounting rules were leading to substantial revenue leakage. The manual creation of quote documents and emailing to customers had led to longer quote closing times as well.

ATG SOLUTIONS & TOOLS

  • Demonstrated proof-of-value by implementing a subset of critical features/business scenarios​
  • Installed and configured the Salesforce CPQ & Advanced Approval products within the customer instance​
  • Set up of product configurations, product rules, and price rules based on business requirements​
  • Set up of the quote pricing review and approval process​
  • Data conversion to migrate existing opportunities and opportunity products to the CPQ quote and quote lines​

IMPACTS & SOLUTIONS

  • Standardized the process of lead management and lead assignment to the sales team, so the same can be replicated for all the geographies​
  • Created faster sales cycles​
  • Reduced errors and increased accuracy of data for sales reps​
  • Added the ability to increase deal size through up-sell and cross-sell​
  • Improved overall deal profitability​
  • Proferred better visibility into pricing changes

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