Our client leads in software development and offers web-based solutions for human service providers to reduce the burden of documentation and focus on more critical tasks. Over 1,000 agencies nationwide rely on their software to manage and bill for their services. The software, a complete Electronic Health Record (EHR) system, supports administrative activities such as facility maintenance, human resources, scheduling and alerts, audit reports, and automated billing.
The client needed help with manual processes in quote configuration and orders, which led to errors and delays in the sales cycle. Managing data across multiple systems or spreadsheets resulted in financial inaccuracies, inconsistencies, and difficulty accessing critical information.
Unclear documentation and manual data entry errors presented challenges in decision-making, and other operational areas. This, in turn, impacted the client’s growth and limited its product and service offerings.
PreludeSys reviewed the client’s Salesforce ecosystem with a strategic Configure, Price, Quote (CPQ) implementation. This transformative journey involved a multi-pronged approach, unlocking significant improvements in business operations.
The implementation started with a discovery phase to understand the current and future states and the gaps to achieve the future state. After the discovery phase, the team put together the architecture, design, and execution plan to quickly reach the future state. Product configuration customization was seamlessly integrated into the client’s existing workflows, which enhanced overall operational productivity.
Multidimensional quoting for long-term agreements was implemented to help create detailed and flexible quotes that considered multiple pricing dimensions, such as volume discounts, tiered pricing, bundled offers, and individual item customizations and Renewal processes, which allowed the customer to tailor quotes to customer needs and complex pricing structures, ensuring accuracy and competitiveness in their proposals. CPQ’s robust automation features were leveraged to mitigate the risk of errors by consolidating all data into a single, dependable source.
Furthermore, we conducted extensive training sessions and recorded them for future reference to empower end-users with the necessary knowledge and skills to navigate the new system confidently.
| 90% increase in sales productivity | 99% reduction in errors | 88% acceleration in deal closures | 30% boost in revenue |
The implementation of Salesforce CPQ streamlined the client’s sales process by automating product configuration, pricing, and quote generation. CPQ eliminated the tedious manual tasks that used to consume valuable sales time. As a result, the client’s sales reps were able to focus on building relationships and closing deals, which led to a remarkable 90% increase in overall sales productivity.
Multidimensional quoting and renewal helped to handle complex pricing scenarios and streamline the renewal process, ensuring accuracy.
CPQ’s automation also reduced errors by 99%, improved quote accuracy, and boosted customer confidence and trust. The automated quoting process slashed quote generation time in half, allowing the sales reps to respond to customer inquiries quickly and accelerate deal closures by a staggering 88%.
Our client experienced a 30% increase in revenue, directly attributable to the streamlined sales process and faster deal velocity. Additionally, the enhanced accuracy led to a significant boost in customer satisfaction.
Revenue Cloud, CPQ, Salesforce Platform