case studies - cognateinc.com

Case Study

CPQ Implementation

Reduced average sales cycle from 3 months to 3 weeks

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A Data Security Company's Journey with Salesforce CPQ Implementation

Reduced average sales cycle from 3 months to 3 weeks

About Customer

The customer is a data security company headquartered in California, USA. Proven data resilience, scanner-driven data observability , and powerful data recovery allow organizations to keep their data safe in the face of cyberattacks .

Key Challenges Faced

Lack of 360-degree visibility for customers and employees
Absence of functional flows in legacy system
Manual sales operations to manage co-selling
Lack of a process to modify the existing contract in CPQ
Manual approval and upload of records in
spreadsheets and CRM
Absence of a dashboard to track issues and exceptions
Absence of connectivity with 3rd party service providers to get the relevant information

Key Features of the Solution

Creation of one global ID for each quote to track
the record across multiple platforms and
organizations
Functional flows built for each ticket before the
quality analysis (QA)
Automation of manual processes such as
generating quotes, renewing subscriptions,
offering discounts, up-selling and cross-selling, etc
Designing and implementation of deal desk case management system for quoting
Utilization of advanced approvals to avoid
complex business approvals by acquiring parallel
and sequential approvals
Implementation of custom chatter notifications that can be kept public or private

Implementation Highlights

Reduced sales cycle times by 20% with streamlined processes and automation
Increased sales productivity by 15% with the increase in quotes generated per month
Improved win rate by 10% through better pricing accuracy, up selling and cross-selling
5% reduction in errors and discounts in CPQ’s standardized pricing and quoting

Benefits Achieved

1️⃣ Improved Efficiency

Reduced the time sales representatives spent on manual tasks, such as configuration, pricing, and the quoting process

2️⃣ Enhanced Accuracy

Provided less room for errors in configuring products and pricing

3️⃣ Improved Flexibility

Allowed the customer to easily manage complex product catalogs, pricing structures, and discounting rules

4️⃣ Better Consistency

Ensured consistency across all quotes and proposals, while maintaining brand and pricing integrity

5️⃣ Guided Selling

Supported sales representatives with guided selling capabilities, helping them recommend the most suitable products and configurations based on customer preferences