Salesforce CPQ Implementation Gives Manufacturer Better Visibility to Selling Channels, Performance

case study

Salesforce CPQ Implementation Gives Manufacturer Better Visibility to Selling Channels, Performance

CLIENT BACKGROUND

The client is a leading global manufacturer of flow-control solutions for industrial applications.

Industry: Manufacturing
Services: Industrial Air Compressors

BUSINESS CHALLENGE

  • Due to a 95% distribution channel model, the client was missing visibility into end-user footprint & pricing.
  • The client was missing key opportunities to guide distributors and to cross-sell/up-sell.
  • The company suffered from inconsistent and inaccurate messaging of product differentiation in the marketplace through distribution channels.
  • They also weren’t utilizing Sales Cloud.
  • The project scope would include Salesforce Lightning migration, Sales Cloud and CPQ implementation, creation of a partner community using Salesforce Communities, and an integration with SAP using Enosix.

ATG SOLUTIONS & TOOLS

Implementation Services

  • Implemented Salesforce CPQ
  • Enosix subject-matter expert to partnered with and delivered out-of-the-box and extended SAP integration services for client requirements
  • Deployed data migration services to assist in expediting Pilot Rollout Phase
  • Implemented a Partner Community to enable partner quoting

RESULTS & IMPACTS

  • The project resulted in a more intimate connection with channel partners for the client
  • The client realized 100% visibility into end-user contact information, package and system quote configurations, and pricing via distribution/direct channels
  • Established consistent brand image and message across all quotes/proposals
  • Cemented the future of demand management strategy with comprehensive, accurate, and credible leads
  • Gained accurate and comprehensive visibility into their sales funnel
  • Gleened understanding of end-user pricing for all products and services
  • Kept pace with changing pricing strategies and understanding of market margin disciplines
  • The client was now in a better position for the potential of partner separation
  • Parts cataloging accommodated the addition of part images, detailed descriptions, and where-used links (material determinations)
  • Gained understanding of distributor add-on products for portfolio expansion opportunities
  • Promoted product up-sell and cross-sell through recommended options and accessories
  • Utilized a tool created to assist with internal and external sales force management
  • Integrated with Product Application Configurators
  • Eliminated use of physical price books
  • Established a true 360-degree view of their customers

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