The client’s diverse range of equipment, including freeze dryers, chillers, centrifugal concentrators, NMR (nuclear magnetic resonance) consumables, glassware washers, thermal management systems, laboratory glassware, sample coolers, and related products help scientists and researchers around the world conduct experiments, develop new drugs, and improve patient outcomes.
Considering the indispensable role their products play in these industries, our client carries a pivotal responsibility to ensure their customers have access to the most advanced and efficient equipment available.
Our client provides custom, specialized equipment to meet the unique requirements of their customers. This requires a collaborative design process between multiple engineers to achieve the desired equipment.
Following the finalization of the design, the sales team is responsible for creating quotes encompassing the customized equipment and its associated components. Unfortunately, their quoting process was manual, time-consuming, and error prone.
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Due to the equipment’s complexity and the numerous possible combinations, generating a quote would typically take a minimum of five to seven days. Moreover, any suggested design changes would require the sales team to restart the entire process, resulting in further delays, potential errors, and revenue loss.
This manual quoting process served as a significant bottleneck for our client, causing them to lose potential customers to competitors who offered faster and more accurate quoting processes.
Solution: A Salesforce CPQ implementation to simplify quoting processes & enhance overall process efficiency
We began by conducting a comprehensive evaluation of the client’s entire quoting and ordering processes, meticulously identifying areas of inefficiency and potential improvements. This involved a thorough examination of existing workflows, pricing structures, and product configuration rules.
Following this analysis, we tailored Salesforce CPQ (Configure, Price, Quote Software) to align with the client’s specific requirements. This encompassed price configuration, discounting, product configuration rules, automated workflows, and seamless integration with other systems. Rigorous testing was conducted to validate this customized CPQ implementation, ensuring it met the client’s needs and operated as intended.
Upon deployment, we provided training sessions to key stakeholders, engineers, and sales executives to ensure a seamless learning experience and empowering them to utilize the new system effectively. Our team offered ongoing support to ensure continued optimal performance, enabling the client to leverage the full potential of Salesforce CPQ.
Business gains: A completely automated and error-free quoting process with an 82% increase in overall process efficiency
With the implementation of Salesforce CPQ, our client experienced a transformative impact in their sale processes. The automation of quote creation resulted in a significant reduction in human error, improving overall accuracy. Notably, the quote creation process decreased from requiring a week to just a single day, allowing the client to accelerate their sales cycle, close more deals, and drive revenue growth.
“Partnering with zeb and implementing CPQ has been a game changer for our business. Our equipment is highly specialized and requires a customized design process, which results in a slow, error-prone quoting process that would take days to complete. But with Salesforce CPQ, we’ve been able to automate our quoting process & reduce quote creation time by 60%. The system is incredibly accurate, and we’ve seen an 82% increase in overall process efficiency, which has helped us deliver our best and gain trust from our customers.” – Head of sales, a leading MedTech enterprise
Looking forward to implementing cutting-edge Salesforce solutions that enhance your brand perception & drive revenue?
Connect with our Trailblazers at zeb today.
+1 732 737 9188
sales@zeb.co
