Lead to Cash acceleration for a global mapping and location data player
Client challenge
The client emphasized a need to improve its sales process as there is no clear view on solutions sold and revenue streams, prohibiting granular reporting. Additionally the Sales organization needed to be standardized and reorganized due to the complex product structure and manual sales processes.
How PwC Helped
By implementing Salesforce CPQ the Agile method has been adopted to Sales quote quicker, better and in a more standardized way.The organization was trained through a Train-the-Trainer approach, including improved policies, processes and procedures to facilitate adoption and correct use of Salesforce CPQ. By defining the governance this enabled the tool to enable the organization.
Impact on client’s business
The impact on our client has been multidimensional and impacted the whole organization:
Increased ease of doing business by standardizing the customer solutions, formats and processes
Improved sales velocity by decreasing the time to complete the sales cycle by e.g. a full and advanced approval workflow
Reduced friction between sales and downstream processes by eliminating manual work and automation
- Significantly improved data quality allowing for reporting on a more granular level.
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