PreludeSys Facilitates Quote to Cash Process for a Leading Cloud-Based Dental Software Company

About the client

Our client is a leader in cloud-based dental software solutions, renowned for their state-of-the-art practice management software. Since their inception in 2003, they have supported numerous leading dental service organizations and individual practices in migrating to the cloud, fostering growth, and achieving success.

With an unwavering commitment to revolutionizing dental practice management, they have earned the trust of dental professionals nationwide. Their innovative solutions optimize operations and elevate patient care standards.


Client challenges

Our client encountered various hurdles in their business operations that hindered efficiency and stifled revenue growth. Here’s a brief overview of the challenges they faced:

  • Manual and Fragmented Sales Methodology: Our client initially struggled with a highly manual and fragmented sales methodology. Sales representatives quoted prices using Excel sheets, created contracts in Word, and sent them via DocuSign. This piecemeal approach led to significant delays and errors.
  • Custom Pricing for Each Customer: The client had custom pricing for each customer, which resulted in hundreds of customer-specific price books in their billing system. This lack of standard pricing across products made consistency and transparency difficult.
  • Absence of Standardized and Packaged Products: The client did not have standardized pricing or packaged products as part of their SaaS offerings. This shortcoming complicated sales operations and reduced efficiency.
  • Complex and Time-Consuming Training: Training sales representatives on the existing sales process was complex and time-consuming due to the lack of standardized methodology and tools.
  • Need for a Strategic Overhaul: To elevate their sales and revenue, the client needed a comprehensive overhaul of their sales processes and tools for a more organized, and scalable approach.
Solution

PreludeSys implemented Salesforce CPQ to address these challenges. Key steps included:

  • Centralized Sales Process: PreludeSys transformed the client’s processes by automating quoting, contract creation, and management directly within Salesforce. This implementation streamlined workflows, reduced errors, and boosted overall efficiency.
  • Standardized and Flexible Pricing: Our experts helped the client configure Salesforce CPQ to manage complex pricing rules and discounts. This implementation allowed Sales Reps to apply specific discounts, removing the requirement for multiple price books. Furthermore, we ensured consistent and accurate pricing applications.
  • Bundled Products and Services: We enabled the creation of product packages, simplified the sales process, and improved the customer experience with clear, pre-configured options.
  • Simplified Training with Guided Selling: We used Salesforce CPQ’s user-friendly interface to facilitate the training process. We configured the system to help representatives navigate the quoting process and ensure compliance with best practices and company policies.
  • Standardized and Scalable Sales Strategy: We centralized product, pricing, and contract information and integrated Salesforce CPQ with Versapay for payments and Sage Intacct for billing. We configured amendments and CPQ renewals to ensure custom fields carry over throughout the quote-to-cash lifecycle. We provided a comprehensive solution for managing customer relationships and fostering revenue growth.
  • Enhanced Data Analytics and Reporting: We enabled the client to measure Sales Velocity and provided tools to analyze sales data by representatives and predict sales figures. We also allowed for tracking key metrics, including deal size, close rates, and sales cycle length.
Results at a glance
500% rise in sales 200% increase in ROI 70% decrease in quoting time
Benefits
  • Sales Increase: Boosted the client’s sales by 500%.
  • Reduced Quoting Time: Reduced quoting time by 70% through deploying Salesforce CPQ and configuring product bundles.
  • Efficiency and ROI: Implemented enhanced security measures, automated payment processes, standardized discounts, and real-time data synchronization, which resulted in a 200% increase in ROI.
  • Streamlined Operations: Automated product bundling, contract creation, amendments, and renewal processes.
  • Improved Efficiency: Connected Sage Intacct and Salesforce for secure data transfer and efficient transactions.
  • Enhanced Performance: Standardized pricing and optimized operations, saved time, and boosted productivity.
  • Better Data Insights: Enhanced ability to analyze sales performance and forecast future sales, improving strategic decision-making.

Outcome: PreludeSys transformed the client’s sales operations by harnessing integrated technologies and innovative strategies, driving growth, and showcasing our specialized Salesforce CPQ skills. The client experienced significant operational improvements, greater customer satisfaction, and overall sales performance, which led to substantial business growth.

Technology
Sales Cloud, CPQ, Experience Cloud, Sage Intacct, VersaPay