Streamlined lead management with Salesforce CPQ implementation
Our client is a product based company that provides a bunch of appexchange products through which people can know their own credit information while taking a loan. They offer a platform that enables seamless integration of accurate, comprehensive, and customizable credit reports into Salesforce or Salesforce Financial Services Cloud. It accelerates success by automating the credit reporting and decisioning process, offering efficiency and reliability.
The client used Salesforce to track incoming leads from appexchange and through their marketing campaigns. They stored information in lead and opportunity objects in the Salesforce. They didn’t have a proper framework to convert a lead into a customer. They were facing many challenges since no deadlines and proper documentation were there. They were looking for a technology partner to help them streamline these processes in Salesforce. They also wanted to implement a discount and incentive management system.
The successful implementation of Salesforce CPQ transformed the client’s sales processes, driving efficiency, accuracy, and profitability. By automating quoting processes, optimizing pricing strategies, and providing greater visibility into sales operations, Salesforce CPQ empowered the client to deliver exceptional customer experiences and achieve significant business growth.
Inconveniences and confusions since there were around 20 status of leads earlier like in progress, pending, working, etc. They were not able to link an opportunity with products and generate quotations.
Information related to the opportunities and leads was not categorized and structured. They were not able to do any data analysis.
Data duplicates due to creation of multiple opportunities. No system for discounts and incentives management.
Time consuming process of sending and receiving mails since they were using Outlook to send mails and receive responses from their customers.
- Configured CPQ for the client to streamline their lead and opportunity management. Implemented a display with quote line item, discount pricing and opportunity details.
- Customized a bunch of features inside the CPQ domain. These helped them to display all the products at one place. With these, they were able to link quotes with opportunities and generate a contract.
- Created a functionality where for every opportunity, a quote was automatically created based on all the discounts and prices.
- Enabled email sending functionality from Salesforce. With this, all the emails were sent and responses were received in Salesforce only.
- Cleaned up their Salesforce by minimizing the status of leads to only 3 status; new, in progress and closed. This helped in streamlining the whole process.
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Efficiency gains: Salesforce CPQ reduced the time required to generate quotes, enabling the sales team to respond to customer inquiries more quickly and efficiently.
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Increased sales: Streamlined processes and dynamic pricing capabilities contributed to an increase in sales conversion rates and revenue.
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Scalability: Salesforce CPQ's scalability and flexibility allowed the client to easily adapt to changing business requirements and scale their operations as needed.
