Case Study - High Tech
High-tech company focusing on the Automotive industry. Working with various OEMs and various partners with pricing depending on the partners and products, the company wanted to modernize their quoting system and their pricing model.
At the heart of this engagement was the need to capture, analyze and implement a wide range of pricing calculations, discounts and exceptions within the CPQ process.
The company wanted to automate many parts of the selling, quoting and billing process but at the same time wanted to maintain a high degree of flexibility and being able to scale the platform as the company continues to grow.
The company had a very large product catalog with the products being duplicated across various price books. The various price books were created for each currency. As a result, if one client wanted to buy on behalf of all their other offices located in various countries, the sales team had to create all separate quotes for each location.
The client had to approve many separate quotes and invoices and it created a long sales process and massive internal effort.
There was a dispersed pricing model with various teams having various prices.
It was very hard to predict the revenue and also impossible to know the recurring revenue.
The company had different Tiers for different OEMs making it very difficult and confusing to sell and price.
By understanding their current business process we were able to see and identify gaps and also where the work was manually being duplicated by various departments.
We have engaged with this company and redesigned, simplified, and consolidated their product catalog, as well as unifying all price books into a master one supporting all their currencies.
We were able to streamline and automate the calculation of the pricing structure by creating a pricing custom object presenting various prices and bundle options depending on which EOM was selected.
Also integrated their E-Signature software with Salesforce platform.
Revenue increased due to the ease of pricing and contract amendments.
By implementing an automated pricing model, the Sales team was able to quickly generate a quote and immediately present it to the customer for review.
The product catalog became much easier to maintain as the company was scaling.
By integrating DocuSign onto the Platform, the contract signing process became streamlined and all the signed contracts were easily stored under the appropriate account in Salesforce.