Improved sales process by choosing Salesforce
Challenge
This service provider in navigation and location-related information had no clear idea of its sales and revenue and found therefore difficulties managing the product and sales pipeline. In addition, the sales process of products with a complex product structure required many manual operations. For these reasons the organization wanted to improve its so-called Order-to-Cash process.
Solution
After consultation with the customer the Salesforce CPQ has been implemented, where PwC has taken care of the technical part. We guided the organization to further the acceptance and proper use of the system:
- We educated trainers within in the organization
- End-users have been closely involved by the development of the tool and important new processes have been secured.
Results
In close cooperation with the customer we developed a system that fully meets the new processes. By working with Salesforce CPQ the customer is able to shorten the sales cycle and thereby increase sales velocity. This will work more efficiently, and errors caused by manual work has been greatly reduced. Furthermore, the approval process of a quote is now fully automated and prepared in accordance the guidelines of the organization. Also, the quality of data for reporting and forecasting has been greatly improved.
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