Sales Quote Automation: Faster & Accurate Quotes

Sales Quote Automation Salesforce CPQ

The Quoting Challenge

Ad Victoriam Solutions’ welcomed challenge involved longtime client Concurrent Technology, Inc. Concurrent is a global company that develops software solutions focused on storing, protecting, transforming, and delivering visual media assets.

Concurrent was utilizing the standard quoting system within Salesforce alongside Excel spreadsheets to manage their quoting process. Their processes were labor-intensive and decreased productivity. With multiple product lines at varying levels of functionality, Concurrent needed a more robust system to streamline their quoting process, they needed Salesforce CPQ.

Ad Victoriam Salesforce CPQ Solution

After a careful analysis, the Ad Victoriam (AdVic) team integrated a beneficial solution:

Quote to Cash Salesforce CPQ Implementation
Created guided selling processes to eliminate manual tasks and use of external spreadsheets driving faster and simpler quotation process. Provided flexible solution to allow customization and personalization.

Functionality Reduces Quotation Time
Product Favorites deployed enabling sales reps to save favorite products and configure bundles. Designed custom Conga templates to populate standard quantity levels, descriptions, and associated price levels. Functionality reduced quotation time from six minutes to just 30 seconds!

Revenue Growth with Product Grouping
Automation process added a secondary “recommended” product group in addition to the primary products requested by the customer. Second grouping drives revenue with minimal additional sales effort.

Quotation Clarity Enhances Customer Satisfaction
Quote enhancements provide well-defined pricing and discount information decreasing post-quotation questions while enhancing sales and customer service experience.

Related: Join an upcoming webinar & live demo (free) to learn more about Salesforce CPQ.
No selling. Just information. Register today. 

There’s no doubt that AdVic has seen how Salesforce CPQ integration can transform the quoting process in an extremely positive way with nearly instant systems improvements, and our clients and quite happy with the results, too.

Concurrent’s Sr. Director of Technology Operations & Program Management said, “We have enjoyed working with Ad Victoriam on numerous projects since our initial Salesforce deployment and are looking forward to continuing our partnership as we roll out new functionality and improved user experience to our sales and support teams.”

New to Salesforce CPQ?

Salesforce’s CPQ (Configure, Price, Quote) software is a sales tool for companies to provide accurate pricing with any given product configuration scenario. CPQ applications take into account optional features, customizations, quantities, and discounts, allowing sales reps to quote prices quickly and accurately. Hosted within the Sales Cloud platform, CPQ gives your team a direct link with your CRM to make the most impactful sales decisions.

 

Want to learn more?
Register for our free webinar & Salesforce CPQ live demo. 

Salesforce CPQ Webinar and Demo

Manufacturing Efficiencies Advanced with Salesforce

Manufacturing and Salesforce

Polyglass has been a leading manufacturer of roofing products in Europe since 1960. The company introduced its products and technology to the United States in 1992. Since then, they have grown to be a leading manufacturer of roofing membranes and coatings for low- and steep-slope applications and currently employ nearly 5,000 workers.

The Business Challenge

Successful as they were on the global manufacturing stage, Polyglass was struggling with managing its roofing inspection process. They needed new technology to automate their processes, thus their reason for reaching out to Ad Victoriam Solutions (AdVic).

When Polyglass came to AdVic, they were utilizing an underperforming, homegrown system, which required extensive, time consuming manual input of data. Their representatives were taking pictures with their phones and logging their information in their personally created Word templates. Afterwards, they would email their findings to the home office. Polyglass needed a solution that increased productivity and simplified the complex work order creation process. Polyglass also wanted a portal within which their office and field-based teams could seamlessly communicate.

Salesforce Implementation Results

After careful and extensive technical analysis of exactly what Polyglass needed, AdVic created a strategic roadmap outlining the optimal course of action to implement Service Cloud with Field Service Lightning, Community Cloud, Salesforce Mobile, and Salesforce’s Lightning Experience. Here's what AdVic accomplished:

  • Decreased roof inspections appointment duration by 75 percent.
  • Created functionality to capture, edit and add aerial rooftop photos to work orders.
  • Customized the platform so customers can log claims and the service team can create cases to facilitate quick resolutions.
  • Enabled Mobile to allow field-based tech reps to provide demos and input data immediately for quicker transfer of leads to sales.
  • Provided in-person user adoption trainings for their nationally based team members to transition users from the homegrown system to one single robust platform.

Related: Watch our manufacturing focused on-demand webinar (with a demo).

 

SalesforceDataManufacturingWebinar_Image_Feb19

This is just one of our manufacturing success stories. We understand that our business has its own unique challenges. Ad Victoriam digs into the details to provide a unique, scalable solution that meets the intricate needs of each user group as well as the needs of the overall company. If you would like to discuss your challenges, send us your information below.

 

How FLUX Pumps Cut Their Sales Cycle in Half

Manufacturing Sales Cycle

The FLUX name has been synonymous with pump technology for more than 60 years. It was the invention of the first electric drum pump that sparked the creation of company. Since its inception, FLUX, headquartered in the beautiful black forest region of southern Germany, has grown to employ more than 150 highly skilled men and women worldwide, established seven wholly owned subsidiaries, and maintains sales partnerships in more than 70 countries.

One of those wholly owned subsidiaries, FLUX Pumps Corporation North America, anchored in Georgia, services the United States, Canada and Mexico, and began working with Ad Victoriam Solutions (AdVic) in early 2015 and remains a top customer today; they were actually Ad Victoriams' second customer!

Cutting the Sales Cycle in Half

The original project AdVic initiated for FLUX was to implement a much-needed Salesforce Sales Cloud solution. The company’s nine team members in their North American division were responsible for servicing 3,000 distributors. They literally did not know who their customers were as their way of managing contacts consisted of scanning business cards filed away in a shoe box. They did have an accounting system, they could send an invoice, but that was it. No spreadsheets, nothing. They really were starting at zero, and worst of all, they had no real meaningful or efficient way of communicating with their customer base.

Commenting on the success of the initial AdVic solution for their company, FLUX North American President Pete Fujimoto remarked, “AdVic exceeded our expectations for sure. They got us set up to use the basic functionality to help us manage our sales process.” He shared that in the past four plus years revenues for their division have skyrocketed 20% year over year, and even more in some territories. Fujimoto added, “The previous sales cycle of 30-40 days was cut in half, down to the teens, and conversions doubled! We could not have done this without AdVic and their Salesforce solution. AdVic helped us become loud in our space, gain much-needed attention, and showed us how to nurture leads that turned into sales.”

Pardot Marketing Automation Enhancement

In addition to implementing a well-thought out and successful process automation structure for FLUX, AdVic has since helped this leader in the field of pump technology to implement Salesforce’s Pardot Marketing Automation, which is driving even more new business. Now, using marketing automation, FLUX sales team members are sending an average of two emails a month to every one of their more than 3,000 customers, creating more sales opportunities. Before this functionality, each FLUX team member was only able to communicate with a handful of their 800 clients monthly.

Fujimoto stated, “Opportunities increased for us by 50% in the first year. We used to get 10 opportunities a month, now we’re getting 20 or more.” And he admits that they are still in their infancy with their AdVic/Salesforce solution. “There is more and more that we can do to grow.”

Advice to Others when Choosing a Salesforce Partner from Fujimoto

“To this day we still meet weekly with Ad Victoriam to think and explore more solutions. We work together. This is not a project; this is a relationship. They are not a vendor; they are a true partner who took the time to know our business. That is why we have continually worked with them for more than 4 years. The Ad Victoriam team finds a way to work within our system and makes things happen; they know solutions based on their knowledge of our business and are positive, creative, and supportive in every way. We always feel valued.”

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