Case Study
A leading healthcare company implemented Salesforce CPQ that shortens the sales cycle by 70%
Case Study
A leading healthcare company implemented Salesforce CPQ that shortens the sales cycle by 70%
Client Overview
The client is a global provider of information technology solutions, services, devices, and hardware to health care organisations in worldwide. As a pioneer in information and EHR technologies in the healthcare industry, they aid in the global connection of people to information and systems.
Challenges Solution and Benefits
An MVP (Minimum Viable Product) is crucial for testing your product concept, gaining early market feedback, and minimizing initial development costs.
The sales representatives distributed outdated quotes as a result of their reliance on manual processes.
Information maintenance for many goods is challenging, which causes mistakes and delays in proposal creation.
The main issues slowing down the quotation process were found to be several reviews and approvals.
A more advanced and adaptable CPQ platform was necessary due to the growing complexity of product offerings.
Solution
- Salesforce was used to implement the Configure, Price, and Quote solution, which included an advance approval option and faster processing by streamlining the products. The CPQ platform was designed from the ground up to provide a personalised buying experience at every stage of the sales and prospecting funnels, with simple configuration options.
- The Salesforce platform gave sales representatives real-time access to accurate pricing, approved discounts, and product bundles. The solution was designed to use automation to manage multiple revenue streams while simplifying large product catalogues and complex pricing models.
- Sales reps were able to create custom proposals and sales quotes in just a few clicks thanks to dynamic product and pricing configurations and a professionally designed dashboard.
Benefit
- Speeded up the Sales Cycle: The CPQ solution allowed the sales team to quickly generate competitive quotes and close deals.
- Faster Sales Process: Error reduction aided in a faster sales process with central data access.
- Improved Customer Experience: By streamlining products and contract terms, they were able to provide a faster turnaround and a better customer experience.
- Improved Deal Size: By bundling and defining product rules, sales reps can easily upsell products.
- Flexibility: Complex rules were automated and made available to the team quickly, ensuring a high-quality customer experience.
Project Insights
Time Duration
2 years followed by Maintenance and future upgrades
Estimate hours
5000 man-hours
Team size
Business analyst, Project manager, UI/UX designer, Front end developer, Back end developer(2), Testers and Salesforce technician, developer, and consultant
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