Salesforce CPQ Drives 150% Faster Sales Cycles and 10x Speedier Quotes for US Cybersecurity Firm

About the client

The client provides sophisticated, custom cybersecurity solutions. They replicate threat actor tactics to strengthen defenses and detect advanced threats for organizations. Additionally, they assist organizations with program development, training, assessments, and support to prevent breaches by countering adversary strategies.


Client challenges

The client’s reliance on manual quoting and pricing processes resulted in a sluggish invoice and payment collection process. The time-intensive quoting process hindered revenue generation, while the lack of standardization caused delays, approval errors, and potential financial setbacks.

Enforcing workflow standards for pricing approvals and quote generation was challenging, which resulted in inconsistencies in the sales process and a lack of visibility into sales performance.

Solution

PreludeSys implemented Salesforce Revenue Cloud/CPQ in the client’s system to automate the quotation and invoice processes. This automated solution enforced workflow standards, which led to consistent and precise results.

Our team of experts created a comprehensive product catalog that included pricing details and discount structures tailored to the client’s needs, accounting for dependencies between products, bundled packages, and consumption-based services.

The implementation of dynamic pricing strategies, complete with rules that automatically adjust prices when specific products are included in a quote, further optimized the pricing process. With the implementation, the client gained the ability to effortlessly manage their complex product catalog, product bundles, and diverse product configurations. By leveraging the robust document generation system of CPQ, the client is able to present and deliver these quotes as proposals with accuracy.

Our service gave the client enhanced insights into their sales performance. Now, the client has the capability to monitor quotes, proposals, and sales orders in real time, which enables them to oversee deal progress successfully.

This heightened visibility equipped the sales teams with the power to leverage data for informed decision-making, fine-tune their strategies, and identify opportunities for enhancement.

Results at a glance
10x faster quote generation 100% customer satisfaction 200% increase in operational productivity 150% surge in sales process enhancement
Benefits
  • Salesforce CPQ has transformed the client’s sales operations.
  • By streamlining the quotation and pricing process, our client achieved an impressive 10-fold increase in quote generation speed.
  • Automating internal approval processes accelerated operations and achieved a remarkable 100% customer satisfaction.
  • Standardized approval workflows further improved operational productivity by 200% and lowered the risk of business loss.
  • Real-time tracking capabilities enabled precise deal management, which provided sales teams with critical insights for decision-making.
  • Adopting smarter sales strategies allowed the client to sell faster and resulted in a 150% boost in sales process improvement.
Technology

Revenue Cloud, CPQ, Salesforce Platform, OmniStudio