Salesforce CPQ Solution Transformed Virtana’s Quoting System

The Challenge

Key challenges we addressed

Developing Better CPQ Processes

CPQ processes depended on a team of Excel experts performing manual operations prone to errors: typos, incorrect data, and quotes that did not meet business rules criteria such as excessive discounts.

Improving Response Time

Only a small group of employees had access to CPQ in Excel. Waiting time for quotes increased as customer inquiries arrived, affecting overall response time.

CPQ Automation

The company needed CPQ automation to negotiate effectively with customers. The lack of an efficient and timely response process was affecting the length and performance of the sales cycle.

The Solution

Automated Salesforce CPQ Platform

Salesforce CPQ now manages complex product quotations with ease: creating and managing product bundles, kits, and options while ensuring accurate quotes based on specific requirements. Robust pricing capabilities allow management of complex pricing rules and discounts.

Think Beyond configured the CPQ tool to be smart and agile enough to support Virtana’s sales team with the right prices for the right product at the right time, transforming a complex CPQ process into a self-service tool with little IT involvement needed.

Screen from the Salesforce solution delivered for Virtana — A screen from the delivered solution.

How we did it

Our Approach and Solution

Complex Product Configuration

Salesforce CPQ enables creating and managing product bundles, kits, and options, ensuring customers receive accurate quotes based on their specific requirements with robust pricing capabilities.

Multiple Factors on Single Platform

Virtana’s complex quote generation based on defined price books, including bundling and business rules, was simplified. Management can set pricing rules based on product type, customer segment, or geographical location, all on one shared platform.

Sprint-by-Sprint Development

Think Beyond created a plan of development stages and worked in a sprint-by-sprint mode. A deep understanding of the client’s challenges combined with effective workshop methods helped reach Virtana’s CPQ goals.

KPI Tracking & Data-Driven Decisions

Decision-makers can now track KPIs such as quote-to-close ratio, sales velocity, and product performance to gain insights into sales processes and make data-driven decisions.

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Results

What we achieved

Price Generation

The sales team now possesses more influence over price generation, surpassing the limitations of merely submitting offer requests. This fosters a dynamic sales environment with more strategic and personalised customer engagements.

Reduced Waiting Time

Significantly reduced waiting period for price propositions, streamlined the quotation procedure, and improved overall effectiveness. Prompt responses position the sales team for more agile and competitive interactions.

Unified Pricing Policy

A unified and seamlessly executed pricing policy has simplified complex pricing structures and delivered satisfactory price offers for both Virtana and its customers, enhancing operational efficiency.

Stronger Customer Relationships

The successful CPQ integration builds strong relationships with new customers, demonstrating Virtana’s responsiveness in every interaction and highlighting the positive impact on customer satisfaction and loyalty.

In their words