Custom CPQ for a flower company

The custom CPQ solution streamlined the quoting process, ensuring efficiency and accuracy in handling deals. Additionally, fully fledged contract lifecycle management and order management were introduced, allowing managers to track contract changes, renewals, and modifications in one place. With automated workflows and personalized marketing campaigns, the company now operates a more efficient, data-driven sales ecosystem, enhancing productivity and driving revenue growth.

The company utilized the classic version of Salesforce. There was a lack of flexibility in the configuration, new features, and no capability or restrictions to dynamically hide or include data.

The company utilized only a portion of Salesforce's functionality, namely, the Lead-to-Account process. As a result, the automation of order placement and potential deals was extremely limited, negatively impacting productivity and staff satisfaction.

The process of obtaining manager approval for the price and conditions for a specific client occurred in multiple locations and lacked standardization. As a result, some of the data was lost, and extra time was required to retrieve it during reconciliation.

Lack of a single source of truth: The absence of a centralized system hindered visibility into the complete customer lifecycle, leading to missed opportunities and errors. There was a necessity for a single system.

There was a lack of contract lifecycle management and order management, leading to delays in order and contract processing, pricing errors, billing issues, order inaccuracies, and limited scalability.

To send proper reminders and newsletters in a timely manner to the relevant audience (potential or existing clients) considering their purchase history and top-sold products by color and variety, a marketing cloud was implemented by Andersen’s marketing team. It utilizes information that is in Salesforce on leads, accounts, sales, and other related data, helping to build tailored notifications, newsletters, and reminders.

Andersen’s team implemented a custom CPQ, considering all specifics of the company and making the configuration of quotes much more convenient for users. They no longer need to worry about certain configurations that are now automated.

Andersen’s specialists made significant changes to the current internal processes – now, they are simpler and more convenient. Managers approve, see Customer 360 information, and collaborate on a single platform – Salesforce – where all prior approvals and modifications are visible.

Also, Andersen’s team implemented opportunity and quote management with a precisely defined lifecycle towards the closing of a deal, including back-and-forth communication about the client's proposal and obtaining their approval.

Finally, we implemented the full contract lifecycle management and order management, specifically in terms of creating, modifying, and renewing contracts. Now, top managers can track all changes to their orders throughout the contract lifecycle, including cancellations, upsells, renewals, and terminations, and can view the final total amount in one place as a 360-degree customer overview.