Japanese Manufacturer – Salesforce

Challenges

• Slow sales cycle due to time-consuming quote generation and approval process.
• Need to simplify the complexities and create a unified sales platform for quick quote-to-cash process for 2000+ products in the portfolio.
• In addition to the challenges mentioned, the client’s sales team also faced difficulties in tracking the status of quotes and proposals. It was difficult to determine which stage of the process the quote was in and who had ownership of it at any given time.
• Due to the complexity of the quote generation process, there were frequent errors and inaccuracies in the quotes provided to customers. This led to frustration and delays in closing deals, and also affected the credibility of the sales team and the company as a whole.
• Generating accurate and timely reports on sales activities, pipeline, and revenue was also a challenge. The existing system was not providing the necessary visibility and insights to help the sales team make informed decisions and optimize their performance.
• The client realized that to address these challenges, they needed a robust and integrated sales platform that would enable them to streamline the entire quote-to-cash process, improve accuracy and speed, and provide real-time visibility into sales activities and performance.

Solution

• Implemented Salesforce Sales Cloud and configure, price, quote (CPQ) solution to streamline the sales process
• Configured 50+ product rules and 25+ pricing rules to accommodate discounts, product rules, and custom documentation
• Successfully integrated Microsoft Dynamics NAV with Salesforce Sales Cloud for inventory availability check
• Provided structured roll-out for the entire product range with price books based on regions and countries
• Implemented custom discounts based on customer credit rating on quotes and line items
• Offered flexible and robust Salesforce managed services to ensure peak performance and increased ROI.