Global Manufacturing Leader Accelerates Deal Cycles by 40%

Our client is a Fortune 500 global manufacturing leader with over $8 billion in annual revenue, operating across 50+ countries with a catalog of more than 10,000 configurable products. Their diverse product portfolio spans industrial equipment, custom machinery, and specialized components serving automotive, aerospace, and energy sectors.

With a complex distribution network including direct sales, channel partners, and global distributors, the company faced significant challenges in maintaining pricing consistency and quote accuracy across all channels while managing region-specific pricing, multi-currency transactions, and complex volume discounts.

The company's legacy quoting system was a patchwork of Excel spreadsheets, custom databases, and manual processes that couldn't scale with their growth. Sales representatives spent more time generating quotes than selling, and pricing errors were costing millions in lost revenue.

We implemented a comprehensive Salesforce CPQ solution that transformed their entire quote-to-cash process. The solution was designed to handle complex product configurations while maintaining flexibility for future growth and market changes.

Our phased implementation approach ensured minimal disruption to ongoing sales operations while delivering quick wins to build momentum and user adoption.

• Phase 1 (Weeks 1-4): Discovery and design - mapped existing processes, identified optimization opportunities, and designed future state architecture
• Phase 2 (Weeks 5-8): Core CPQ configuration - built product catalog, pricing rules, and basic approval workflows for pilot region
• Phase 3 (Weeks 9-12): Advanced features - implemented complex configuration rules, partner portal, and analytics dashboards
• Phase 4 (Weeks 13-16): Global rollout - extended solution to all regions with localization and training
• Phase 5 (Ongoing): Optimization and enhancement based on user feedback and performance metrics

The CPQ implementation delivered transformative results across multiple dimensions, exceeding initial ROI projections and fundamentally changing how the company approaches sales operations.

Additional Benefits Achieved:

• Reduced quote generation time from 10 days to 6 days average
• Eliminated 95% of pricing errors through automated validation
• Increased sales rep productivity by 35% with more time for selling
• Improved customer satisfaction scores by 28% due to faster response times
• Enhanced partner relationships with self-service capabilities
• Achieved 100% pricing compliance across all channels
• Reduced training time for new sales reps from 6 weeks to 2 weeks

The solution leveraged cutting-edge Salesforce technologies and seamless integrations with existing enterprise systems.

• Executive Sponsorship: Strong support from C-suite ensured resources and organizational alignment
• Phased Approach: Incremental rollout allowed for continuous refinement and risk mitigation
• Change Management: Comprehensive training and adoption programs drove user acceptance
• Data Quality: Investment in data cleansing and standardization before migration ensured accuracy
• Partner Collaboration: Close partnership with Salesforce and integration vendors ensured technical success
• Continuous Optimization: Regular reviews and enhancements based on user feedback and metrics