Challenges

The company’s unique sales model involved multi-company deals (e.g., parent organizations with multiple subsidiaries or franchises). This complexity created several issues:

• Cumbersome quoting process: Sales reps needed more than 500 clicks to generate quotes for multi-entity customers. • Legacy CPQ technical debt: An in-house Aura-based CPQ solution was developer-dependent, making even minor updates time-consuming. • Complex workflows: Multi-entity deals required numerous quotes, orders, and contracts, slowing the sales cycle. • Scalability concerns: The sales process lacked agility and could not efficiently support business growth.

Solution

After detailed discovery and multiple proof of concepts, we recommended a Salesforce CPQ implementation designed for flexibility, automation, and scalability.

• Automated multi-entity quoting: Generated a master quote and multiple child quotes with just a few clicks. • Custom enhancements with Lightning Web Components (LWC) to replace legacy Aura components. • Opportunity-level visibility into all quotes, orders, and contracts for full transparency. • Simplified contract management with seamless amendments at the contract level. • Integration with leading tools including Conga Composer, Zuora, DocuSign, FieldTrip, and Agile Accelerator. • Self-sufficient platform empowering sales reps with less reliance on developers.

Business Impact

• 500+ clicks reduced to just a few, dramatically improving sales rep efficiency.
• 30–40% faster deal closures through optimized workflows and automation.
• 100% user adoption, driven by a simplified, intuitive platform.
• Seamless revenue cycle integration, covering quoting, invoicing, payments, and recognition.

Conclusion

By leveraging a Salesforce CPQ solution, the client transformed its complex, multi-entity sales process into a streamlined and scalable operation. The result: shorter sales cycles, increased productivity, and improved revenue opportunities.

This Salesforce CPQ case study highlights how enterprises can reduce sales friction, overcome technical debt, and empower teams through automation-driven efficiency.