A Case Study in Salesforce CPQ
Here is a detailed case study of how a company used Salesforce CPQ to streamline their quote-to-cash process:
Company Overview: ABC Company is a manufacturing firm that produces customized equipment for their clients. They have a team of sales reps who work with clients to create quotes for the equipment they need, and a team of engineers who design and build the equipment based on the client’s specifications.
Case Study in Salesforce CPQ
Business Challenges: EJ Lilly Company was facing several challenges in their quote-to-cash process. They were using a manual process to create quotes, which was time-consuming and error-prone. They were also facing challenges with pricing consistency and order accuracy, which was leading to delays in order processing and fulfillment.
Solution: The Company decided to implement Salesforce CPQ to streamline their quote-to-cash process. They worked with a Salesforce consulting partner to implement the solution and create custom workflows and processes.
Salesforce CPQ Implementation: The Salesforce CPQ implementation included several key components:
- Custom product catalog: The team created a custom product catalog that included all of the equipment and accessories that ABC Company offered, along with pricing rules and product configurations.
- Quote creation: The team created a custom quote creation process using Salesforce CPQ that allowed sales reps to easily create quotes for clients. The process included automated pricing calculations based on the client’s product selection and configuration.
- Approval process: The team created an approval process for quotes that included custom workflows and approval routing based on the quote amount and client account.
- Order processing: The team integrated Salesforce CPQ with their order processing system to automatically generate orders and invoices based on approved quotes.
Results: Case Study in Salesforce CPQ had several key benefits for the Company:
- Improved accuracy: With automated pricing calculations and product configurations, the company was able to ensure pricing consistency and accuracy across all quotes and orders.
- Increased efficiency: The new quote creation process was significantly faster than the previous manual process, reducing the time it took to create quotes and process orders.
- Streamlined approval process: The approval process was streamlined and automated, reducing delays in getting quotes approved and orders processed.
- Better reporting: With Salesforce CPQ, the company was able to generate detailed reports and analyze data related to their quote-to-cash process, which allowed them to identify areas for improvement and optimize their processes.
Overall, the implementation of Salesforce CPQ allowed ABC Company to streamline their quote-to-cash process, improve accuracy and efficiency, and provide a better experience for their clients.
