UX Case Study | B2B SaaS

Streamlining Sales Success with Salesforce CPQ

Scaling with Centralized Data and Efficient Quoting

The Challenge

The client was facing several challenges in contract management. A lack of a central location for client data, products, and other critical business information was causing a strain on resources and creating inaccuracies. Integration with third party technologies was proving to be a challenge, as discrepancies between systems resulted in scalability issues and errors.

Goal #1

The primary goal was to create accurate quotes, while streamlining the process for both internal the client’s users and their customers.

The client wanted to improve overall efficiency by moving away from the need to manually edit quotes.

Goal #2

Increase data accuracy across the organization. There was minimal systems integration, so client data and critical business information was siloed, leading to discrepancies.

The inconsistent data led to issues with contracts and renewal cycles.

A lack of centralized data was causing strain and creating inaccuracies.

Focused Solution: Salesforce CPQ

To address these challenges, the CloudKettle implemented Salesforce CPQ (Configure, Price, Quote), working with the client team to make updates across their org to streamline the quoting process.

Integration of contract data within Salesforce CPQ

This upgrade ensured that all customers have accurate contract data, including start dates, end dates, and license tiers. By aligning new business with existing contracts, the client is able to streamline operations and eliminate discrepancies.

Simplified product price book

The client now has a price book which consolidates multiple product tiers and breaks them down based on duration and geographical locations. This reduced the need for manual edits and allowed end users to create accurate quotes directly within Salesforce.

Automated discounting approval process

Replacing the prior manual Excel-based system, Salesforce CPQ provided a sophisticated approval system which automates the entire discounting process.

By implementing Salesforce CPQ, the CloudKettle successfully addressed the challenges in contract management, streamlined the quoting process, and improved overall operational efficiency.

Key Success Metrics

With CloudKettle’s implementation of Salesforce CPQ, the Sales process has been streamlined, leading to significant time savings and improvement in the overall quality of quotes.

  • 10+ hours per week: time saved by key executives on manual edits to contract
  • 1 central location for all client, product, and contract data
  • A simplified product price book
  • The ability to generate multiple quotes at once

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Salesforce isn’t always a standalone platform. We understand that getting the most out of your platform relies on architecting a heavily integrated ecosystem.

At CloudKettle, we deal with people, process, and technology holistically to roadmap scalable tactics for revenue generation. We begin with an audit, identify gaps, and build customized solutions and training for your organization.

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