A prominent manufacturing company approached us with the aim of transforming their legacy order management process and streamlining their quoting procedures. The client had several pressing issues, including the need for a custom Configure, Price, Quote (CPQ) solution deployed on-premises, intricate product bundles, inconsistencies in quotations, and a lack of robust analytics capabilities. Our mission was to enhance their sales effectiveness by simplifying, standardizing, and automating their operations across the organization.
We organized the project into three distinct phases: Prepare, Quantify, and Clarify.
During this initial phase, we delved deep into understanding the client's business, technical, and cultural landscape.
We gained access to their internal systems, reviewed existing documentation, and conducted in-depth interviews with key stakeholders. This comprehensive groundwork laid the foundation for the subsequent phases.
In the Quantify phase, we scrutinized the existing Order Management (OM) process, which was predominantly manual and relied heavily on manual data entry. This manual approach resulted in data discrepancies and operational inefficiencies. Our team not only documented the current state of affairs but also identified gaps and pain points in the process. This quantitative assessment provided crucial insights for the project's direction.
The Clarify phase involved the actual implementation of solutions to address the identified issues. We introduced a standardized and automated quoting process designed to benefit the entire sales team. Key innovations included the introduction of new opportunity page layouts with dynamic components. These changes aimed to streamline operations, reduce errors, and enhance the overall user experience.
The successful implementation of our solutions resulted in a fully optimized Salesforce CPQ system. The outcomes included:
In conclusion, our collaboration with the leading manufacturing company resulted in a successful transformation of their sales operations. The new system streamlined quoting processes, increased efficiency, accuracy, and provided valuable analytics for forecasting efforts. This project not only addressed immediate pain points but also positioned the client for long-term success in a highly competitive market.
