Salesforce Case Study

Salesforce CPQ Implementation for Revenue Lifecycle Optimization

Client

This billion-dollar client is a medical device manufacturing company that specializes in devices used for cardiac surgery and neuromodulation. Their devices and therapies are used worldwide, and they have a presence in more than 100 countries, employing 4,000+ people.

CLIENT PROFILE
EMPLOYEES: 20,000+
INDUSTRY: Medical Devices & Life Sciences
FOUNDED: 1987

Product Sales Lifecycle Challenges

The client faced challenges managing their product sales lifecycle due to an outdated system lacking modern revenue lifecycle management capabilities. It led to inefficiencies across pricing, sales and contract business processes. Some of the primary challenges included:

  • Inconsistent Quote Generation: Geographic variability led to inefficiencies and inconsistencies in generating quotes.

  • Inaccurate Pricing: Disjointed contract and sales systems led to pricing errors, impacting customer satisfaction and revenue.

  • Prolonged Sales Cycles: Manual steps in quote creation increased turnaround times.

  • Lack of Pricing Visibility: Sales teams lacked real-time access to pricing models, leading to missed opportunities.

  • Revenue Leakage: Delays in contract renewals and modifications resulted in lost revenue.

  • Missed Growth Opportunities: The absence of intelligent pricing strategies hindered revenue growth.

Salesforce Consulting Partner

Consulting Partner

Salesforce Managed Services Provider

Managed Services Provider

Salesforce CPQ Objectives

To overcome these challenges, the client aimed to achieve several key objectives with the implementation of Salesforce CPQ:

  • Modernize sales processes with Salesforce CPQ.
  • Enable a seamless and consistent quote creation experience across all business units.
  • Improve pricing and discount accuracy.
  • Enhance revenue growth by minimizing friction in the sales process.
  • Consolidate systems to minimize global platform dependencies.
  • Implement robust governance with approval workflows to ensure quotes are reviewed at different levels of management based on predefined criteria.

The Smartbridge Solution

The Smartbridge team implemented the Salesforce CPQ solution to address these challenges, integrating it in real-time with SAP to provide accurate pricing details. The solution streamlined sales workflows with advanced approvals and improved pricing visibility across the organization.

Data Entry Automation
Data Entry Automation

Key Features Implemented

The implementation included several key features designed to optimize the client’s sales processes:

  • Automated Quote Generation: Standardized and streamlined across geographies.

  • Real-Time SAP Integration: Implemented a custom API based integration with SAP to retrieve accurate and dynamic pricing.

  • Discount and Approval Workflows: Enforced pricing rules for consistency and compliance.

  • Governance-Based Quote Approvals: Implemented structured approval workflows where different levels of management review and approve quotes based on various criteria.

  • Advanced Reporting & Analytics: Provided insights into pricing trends and sales performance.

Results & Business Impact

The Salesforce CPQ implementation delivered significant business benefits, including:

0%
Reduction in quote-to-close cycle time
0%
Increase in pricing accuracy and consistency
0%
Decrease in revenue leakeage from delayed contract renewals

Enhanced Sales Efficiency

Sales teams gained real-time visibility into pricing models.

Improved Customer Experience

Consistent, error-free pricing enhanced customer satisfaction.

Stronger Compliance & Governance

Ensured that quotes were reviewed and approved by appropriate levels of management, reducing errors and improving accountability.

The Results? A Modern, Scalable & Automated Quoting System.

The Salesforce CPQ implementation successfully transformed the client’s sales processes, reducing inefficiencies and unlocking new revenue opportunities. With real-time SAP integration and structured governance approval workflows, the company now benefits from a modernized, scalable, and automated quoting system, leading to significant business growth and operational excellence.

Keep Reading: Medical Device Configuration Management Use Case

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