Implementing Salesforce CPQ for a European Healthcare Services Company
A European healthcare services company relied on manual quoting processes that led to delays, errors, and inconsistent pricing. Quotes were created outside their CRM system, requiring significant manual effort and creating silos between sales and finance teams. Managing legal requirements like MSAs and compliance agreements added further delays to the process.
Challenges of Implementing Salesforce CPQ for a European Healthcare Services Company
- Manual quoting processes causing delays and errors.
- Lack of integration between their quoting system and CRM, Billing, and ERP tools.
- Inconsistent pricing and discount application across quotes.
- Time-consuming management of legal agreements during the quoting process.
Solution of Implementing Salesforce CPQ for a European Healthcare Services Company
TechTorch implemented the following:
- Salesforce CPQ Implementation: Deployed Salesforce CPQ to automate and streamline the quoting process.
- CRM Integration: Linked Salesforce CPQ with their CRM, enabling sales teams to create quotes directly from customer records.
- Billing and ERP Integration: Automated sales order flows into Billing and ERP systems for faster invoicing and revenue recognition.
- CLM Integration: Integrated CPQ with CLM tools to simplify the inclusion of MSAs and compliance agreements in quotes.
- Workflow Automation: Enabled guided product configuration, pricing approvals, and discount workflows.
Results of Implementing Salesforce CPQ for a European Healthcare Services Company
- Faster Sales Cycles: Reduced quoting time by 33% with automated workflows.
- Improved Accuracy: Achieved 30% fewer errors in pricing and product configurations.
- Seamless Processes: Created a unified workflow between quoting, CRM, Billing, and CLM systems.
- Higher Revenue: Boosted deal values by 20% through guided cross-selling and upselling.
Conclusion
By implementing Salesforce CPQ, the European healthcare services company streamlined its quoting process, reducing delays, errors, and inefficiencies. Seamless integration with CRM, Billing, ERP, and CLM systems enabled faster sales cycles, improved pricing accuracy, and automated compliance management. With guided workflows and enhanced cross-selling, the company achieved higher revenue and a more efficient, scalable sales process.
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