The customer represents the Spanish automotive equipment and spare parts throughout the world. With over 35 years of experience the company is operating in 50+ countries offering its partners a range of 4700+ spare parts and systems for automobiles. The quality spare parts are delivered all around the globe.
Salesforce Sales Cloud, Sculptor CPQ
Automated approval process
Poor deal revenue forecasting
Manual permission management
Transparent revenue strategy
Controlled financial management
Manual discount management
The CFO of the company wanted to distribute permissions accordingly between different levels of sales reps to simplify the quoting process to avoid errors and automate approval process. And to reduce communication with sales reps regarding the quantity and price issues for a range of opportunities.
The CFO wanted to a implement a Salesforce native solution that will help him manage or restrict access to the following fields for different sales reps in the quote generation process:
✦Manual Price (On Quote Line Item)
✦Manual Quantity (On Quote Line Item)
✦Discount (on Quote Total)
Sculptor CPQ integrated with the customer’s Salesforce CRM completely met all the Financial Management’s requirements.
The main pain pain point was resolved in the following way. The CFO or the Head of sales acting like a System Administrator can uncheck the checkboxes near those fields that they want to limit Edit access for sales reps:
As a result, different levels of sales reps have their individual sets of permissions while creating a quote. It helps them to sell more effectively and generate quotes more quickly and accurately.
Sculptor CPQ allows to view margins and revenues right in Quote Builder to provide better revenue forecasting and to hit more effectively sales targets by increasing a single deal quote volume:
In addition to that, they enjoy a three-window Sculptor interface with drag/drop functionality.
To sum up, three main steps were undertaken to satisfy the customer's needs:
✦Setting up individual sets of permissions for sales reps
We helped to set up permission set for all sales reps to speed up accurate quote generation. Now quoting process is error-free and standardized.
✦Configuring multi-scenario pricing rules
Our team assisted the customer's sales team to configure pricing rules aimed to apply price discounts or execute product rules automatically on a Quote Item/Line or Quote Total level.
✦Activating margins and revenues visibility
We also showed the sales reps how they can activate cost and margin visibility in quotes. This feature makes it easier to hit certain sales targets as you can see the bigger picture right in the Quote Builder.
The CFO has succeeded in building sales permissions hierarchy and price control management while the sales reps have accelerated accurate proposals generation.
With Sculptor CPQ implementation the customer succeeded to optimize sales flows powered by automation algorythms and received transparent and contolled financial management.