Accelerating Sales with Configure Price Quote Implementation

Before:

Rapid Business Growth Provides Opportunity, but Complex Processes Become an Obstacle

Previously, the company relied on an outdated and heavily customized solution for its sales configuration and quoting processes. The solution was complex and difficult to use. As the company experienced rapid growth, they needed a more scalable and adaptable solution to prevent quoting from slowing down the sales process. The company turned to Spaulding Ridge to improve its Configure Price Quote (CPQ) process.

Solution:

Optimizing Quoting and Sales Processes with Strategic Integrations

The company needed to standardize and consolidate its processes so sales professionals could handle the entire quoting process within Salesforce while also drawing on inventory information from SAP. We implemented a Salesforce CPQ solution that enabled connection to SAP, simplifying pricing by allowing sales professionals to filter data to obtain accurate quotes. The solution eliminated several manual steps involved in product configuration and pricing quotes based on contractual agreements, allowing the team to spend more time with customers.

Spaulding Ridge also helped with the customer-facing component of the quoting process by integrating with Docusign CLM to generate and send quote documents. This further streamlined the company’s process and helped sales professionals keep track of the quote presentation and negotiation process. It also provided them with greater flexibility, including the necessary tools to make changes to agreements over time, such as upgrades, add-ons, and amendments, as the client relationship developed.

We completed the project by providing the company with several dashboards, allowing sales professionals and leaders greater visibility into current opportunities. The dashboards are categorized based on the account type, providing visibility into customer buying trends and better sales cycle management.