Company story
Complex configurations and customized quotes streamlined
Summary
Due to the high level of customizable options for these workstations, there are numerous configurations. These options must be properly configured to support the technology that the customer plans to integrate such as a mini PC, monitor, barcode scanner, and various other devices and accessories.
Enovate's previous quoting system was very time-consuming for the sales team and their customer. Additionally, specific partners require their quotes in individualized and customized templates.
In Enovate’s previous system, quoting these workstations required the sales team members to communicate back and forth, dragging out the process not only for the customer but also for the Enovate team. Additionally, specific partners require their quotes in individualized and customized templates.
Before SPAR
- Multiple layers of complexity
- Quotes required multiple team members to complete
- Need for individualized and specialized templates
After SPAR
- Reduced labor for sales and operations by up to 50%
- Reduced quoting times to 5 minutes
- Single team member can create quote from start to finish
The approach
SPAR customized Salesforce CPQ to align with the complex matrix of configurations with a guided process to capture the information needed to create a quote.
CPQ Salesforce, or Configure, Price, Quote Software by Salesforce is a sales tool for companies to provide accurate pricing with any given product configuration scenario. CPQ applications take into account optional features, customizations, quantities, and discounts, allowing sales reps to quote prices quickly and accurately.
This gave the Enovate sales team the ability to complete a quote themselves in a shorter time frame and within a single system. Additionally, customized quote templates were added so that partner quotes maintained the proper look and feel required.
Conclusion
Enovate sales team members can now improve their productivity, with decreased deal cycle times leading to more time to engage in other areas of the sales cycle. The impact of configurable CPQ solutions reaches beyond the sales team and directly impacts the customer experience.