Case Study
Upgrading and enhancing the Sales Team capability with better quoting and contracting solutions.
Leveraging CPQ and automation to drive faster, error-free quoting and meet customer SLAs.
engagement type
Estimated Project
product
Sales Cloud, CPQ
industry
High Tech
VMRay empowers security teams with advanced threat analysis and automation, helping them thrive in a complex world.
Overview
- Key Challenges: Manual quoting delayed SLA compliance.
- Key Solutions: CPQ + 360 SMS automated quoting and compliance.
- Key Results: Quoting time cut; SLAs met within 2 hours.
challenges
- Legacy Software and UI: Outdated systems and clunky interfaces created inefficiencies and hurt productivity.
- Inefficient Product & Pricebook Management: Poor bundling and pricing strategies led to record mismanagement.
- Complex Quoting Process: Excessive manual effort in quoting increased turnaround times.
- Inconsistent Templates: Non-standardized templates caused mismatched documents and required extensive manual corrections.
- SLA Compliance Challenges: Off-business hours SLA compliance was difficult, risking customer satisfaction.
Solutions
- CPQ Migration: Implemented a scalable CPQ platform with an intuitive UI for future growth.
- Product & Pricebook Streamlining: Grouped products into families and redesigned pricebooks for easier management.
- Process Automation: Automated business-as-usual activities to minimize manual effort.
- Dynamic Quote Templates: Standardized and automated quote templates based on selections.
- 360 SMS Integration: Integrated 360 SMS for holiday and off-hours management, ensuring SLA compliance.
Impact
- Centralized Data & Enhanced UI: CPQ migration centralized data, cutting manual work, reducing errors, and boosting productivity.
- Operational Efficiency: Automation streamlined processes, reducing tasks and increasing efficiency.
- Improved Customer Response: Premium customer response times improved, with deliveries within 2 hours.
- Consistent Quoting: Standardized templates minimized errors and manual corrections.
- SLA Reliability: 360 SMS integration ensured SLA compliance during off-hours.