Project Peak: Scaling Sales Summit for LeanData with Salesforce CPQ Excellence!

Client Overview: Leandata, a market leader in account-based marketing solutions, recognized the need to optimize their sales processes to stay ahead in the competitive landscape. With a diverse product portfolio and complex pricing structures, Leandata sought to streamline their operations and enhance revenue generation capabilities. To achieve this, they partnered with Cushyly to implement Salesforce CPQ as part of Project Peak, aiming to transform their quote-to-cash process and drive business growth.

Challenges:

1. Quote to Cash Process: Leandata’s manual quote-to-cash process was inefficient, leading to delays in deal closure and revenue recognition. The lack of automation resulted in errors and inconsistencies in pricing and invoicing.
2. Generation of Proposals and Quotes: The process of generating proposals and quotes was time-consuming and prone to errors due to manual input and disconnected systems. Leandata needed a solution to streamline this process and improve accuracy.
3. Configuration of Price Books and Product Catalogue: Managing price books and product catalogues across multiple systems was challenging for Leandata. They struggled with keeping pricing information up-to-date and consistent across different channels.
4. Generation and Processing of Bills: Manual generation and processing of bills from Salesforce to downstream/upstream processes were cumbersome and prone to errors. Leandata sought automation to improve billing efficiency and accuracy.

Reaching New Heights: Project Peak Elevates Sales Efficiency with Salesforce CPQ Mastery for LeanData!

Solution:

Cushyly devised a comprehensive solution to address Leandata’s challenges and unlock their full sales potential:

1. Quote to Cash Process Optimization:

• Streamlined the entire quote-to-cash process within Salesforce CPQ, from opportunity creation to invoicing and revenue recognition.
• Automated workflows and approvals to expedite deal closure while ensuring compliance with company policies and regulatory requirements.

2. Generation of Proposals and Quotes:

• Configured Salesforce CPQ to generate dynamic proposals and quotes tailored to each customer’s needs and preferences.
• Implemented guided selling processes to assist sales representatives in selecting the most suitable products and pricing options for customers.

3. Configuration of Price Books and Product Catalogue:

• Centralized price book and product catalogue management within Salesforce CPQ, providing a single source of truth for pricing and product information.
• Integrated with external systems to synchronize data and ensure consistency across all sales channels and touchpoints.

4. Generation and Processing of Bills:

• Automated billing processes within Salesforce CPQ, including bill generation, distribution, and payment processing.
• Integrated with accounting systems to seamlessly transfer billing data and ensure accurate financial reporting and reconciliation.

Implementation Process:

1. Discovery and Requirements Gathering: Engaged with Leandata stakeholders to understand their current processes, pain points, and objectives for the project.
2. Solution Design and Architecture: Designed a scalable and customizable solution architecture based on Salesforce CPQ best practices and industry standards.
3. Development and Configuration: Customized Salesforce CPQ to meet Leandata’s specific business requirements, including pricing rules, product configurations, and workflow automation.
4. Testing and Quality Assurance: Conducted thorough testing to validate the functionality, performance, and usability of the implemented solution across different use cases and scenarios.
5. Training and Adoption: Provided comprehensive training and support to Leandata’s sales, finance, and operations teams to ensure successful adoption and utilization of Salesforce CPQ.

Results:

The implementation of Project Peak brought about transformative outcomes for Leandata:

1. Streamlined Sales Operations:

• Reduced quote-to-cash cycle time by 50%, enabling faster deal closure and improved sales efficiency.
• Increased sales team productivity by 40%, allowing representatives to focus on strategic activities and customer engagement.

2. Enhanced Proposal and Quote Generation:

• Accelerated the generation of proposals and quotes by 60%, resulting in quicker response times and higher customer satisfaction.

3. Improved Pricing and Product Management:

• Centralized price book and product catalogue management led to a 30% reduction in pricing errors and discrepancies.
• Enabled sales teams to access real-time pricing and product information, facilitating more informed decision-making and negotiations.

4. Efficient Billing Processes:

• Automated billing processes reduced errors by 60% and improved billing accuracy, resulting in faster invoice processing and improved cash flow management.

Sales and Conversion Numbers:

• Average deal size increased by 25%.
• Quote conversion rate improved by 35%.
• Billing cycle time reduced by 40%.

Conclusion:

Project Peak showcases Cushyly’s expertise in delivering transformative Salesforce CPQ solutions that drive business growth and efficiency. By implementing Salesforce CPQ for Leandata, Cushyly helped streamline sales operations, enhance customer experiences, and accelerate revenue generation. Through collaborative partnership and strategic execution, Cushyly and Leandata have laid the foundation for continued success and innovation in the dynamic landscape of account-based marketing solutions.