Salesforce CPQ Solutions
for Manufacturing Sector
Introduction
Industry
Manufacturing
Products
Salesforce CPQ
Capabilities
Build and Implement
The client is an integrated flat carbon steel manufacturer – from iron ore to ready-to-market products– with an achievable crude steel capacity of 9.0 million tonnes per annum (MTPA). Their manufacturing facilities comprise iron making, steelmaking, and downstream facilities spread across Australia. Their mission is to help create smarter, more sustainable steels for the world. They place safety, innovation, and technology at the heart of their manufacturing operations and product development.
Project Challenges
Project Challenges
Following are the challenges which they were facing:
- Setting up the CPQ: The client was using Salesforce Sales Cloud for managing new Leads, Accounts, Contacts, and Opportunities as a CRM solution, and wanted to use Salesforce CPQ for managing product price, quantity, applying the discount for the customer, and complete quote to cash solution. They were looking for someone who can configure CPQ as per the business need and customize CPQ. It enables a mindset change that can help them adapt to a system-driven Quotation process using Salesforce CPQ.
- Setting up the Pictures and Price Books: The client wanted to set up images and pricing for each product. They also wanted to set up a markup price for all products. Also, they wanted to add pictures to the product.
- Issues in Managing the Quote: The client used Excel sheets to prepare Quotes for their different products, and we’re very used to the flexibility it provided them to copy line items, put custom cell level formulas, etc. though it was error-prone and lacked standardization. Also, they wanted to set up their quote dynamically with pricing information from the quote. The approval on the discounts offered was not being tracked, thus resulting in loss of income.
Project Solutions
Project Solutions
We implemented the following solution to overcome the above challenges for our client
- Configured Salesforce CPQ: We configured products based on the client’s business needs. We implemented Salesforce CPQ, and delivery included highly customizable templates, validation testing, and prompts to successfully guide customers throughout the buying journey– including flagging products that should not be bought together. The Salesforce CPQ and Billing license was selected as the most viable solution to configure products, create bundles, and configure price books by setting up complex discounting rules for volume-based pricing.
Project Results
Witness the increase in productivity and reduction in time upon successful delivery of the project.
Errors dropped to less than
Manual efforts reduced by
The business process improved by
Standardization of the product setup and Quotation process increased by
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