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Enterprise

Salesforce CPQ Quote-to-Cash: Cutting Quote Turnaround from Days to Minutes

The Challenge

A growing B2B enterprise relied on spreadsheets and email approvals to build customer quotes. Sales reps spent days assembling complex, multi-product quotes, pricing was applied inconsistently across regions, and uncontrolled discounting eroded margins. Finance had no reliable view of the pipeline because quote data lived outside the CRM, making forecasting unreliable and deal desk reviews slow.

Solutions

Solutions

  • Implemented Salesforce CPQ with a structured product catalog, bundles, and guided selling for reps
  • Built rule-based pricing and automated discount-approval workflows with deal-desk thresholds
  • Generated branded, accurate quote documents automatically from the CRM
  • Integrated CPQ with the existing ERP for clean order handoff and invoicing
  • Standardized quoting across all regions on a single source of truth
Results

Results

  • 90% reduction in quote turnaround time, from days to minutes
  • Improved margin protection through enforced, auditable discount approvals
  • Real-time pipeline and quote visibility for finance and leadership
  • Higher sales productivity with fewer pricing errors and rework