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Salesforce CPQ Implementation in Steel Manufacturing: A Success Story of 78% Reduction in Manual Efforts

February 25, 2021 eye-glyph 78
Salesforce Sales Cloud and CPQ
Salesforce Implementation and Integration Services
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About the client

The client is a leading integrated flat carbon steel manufacturer in Australia, with a production capacity of 9.0 million tonnes per annum (MTPA). Their operations include iron ore extraction to the development of ready-to-market products. The client prioritizes safety, innovation, and technology in their manufacturing processes and product development, driven by the mission of creating smarter, more sustainable steels


The client faced several challenges in their journey to simplify their processes and improve productivity. These challenges spanned across various aspects of their business process:

  • Setting up the CPQ: The client was utilizing Salesforce Sales Cloud for managing new Leads, Accounts, Contacts, and Opportunities as a CRM solution. They wanted to use Salesforce CPQ for managing product price, and quantity, applying discounts for customers, and providing a complete quote-to-cash solution. They were seeking expertise to configure and customize CPQ to suit their business needs and facilitate a transition to a system-driven quotation process.
  • Setting up pictures and price books: The client sought to set up images and pricing for each product, including a markup price. They also wanted to add pictures to the product.
  • Issues in managing the quote: The client was familiarized with using Excel sheets for preparing quotes for their different products, appreciating the flexibility it offered in copying line items and applying custom cell-level formulas. However, this method was error-prone and lacked standardization. They sought a dynamic quote setup with pricing information from the quote. The lack of tracking for approval on discounts offered was leading to income loss.


To address the client’s challenges, we implemented the following solutions:

  • Salesforce CPQ configuration: We customize the Salesforce CPQ to the client’s needs, including customizable templates, validation testing, and prompts to guide customers. This included flagging incompatible products and setting up complex discounting rules for volume-based pricing.
  • Picture and price book configuration: We set up products with multiple price dimensions for independent pricing. A 45% markup was added to product prices, and a feature was developed to easily upload product pictures.
  • Customizable quote templates: We ensured seamless data flow and matching amounts with opportunities using the quoting engine. We also set up approval workflows for exceptions, enabling faster turnaround times. A feature was added to generate orders from quotes and opportunities, providing sales managers with insightful reports and dashboards.


““The team is very skilled in their work and has extensive knowledge about Salesforce, they know how to manage complicated projects.””


  • Improved efficiency with streamlined operations
  • Seamless tracking of quote status and approval
  • The sales team has access to insightful reports and dashboards
  • User-friendly interface made it easy to adopt new systems
  • Laid the foundation for future growth and expansion

Errors remained


Reduction in manual efforts


Improvement in the business process


Increase in standardization of the product setup and quotation process

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