Energy
Ocean Power Technologies
The Renewable Energy Company implemented Salesforce CPQ to streamline proposal generation, ensure data accuracy, and optimize internal efficiency.
Tools Used :
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Challenges
Solutions
01
Product Bundling & Rules
- The implementation included four types of customizable product bundles – Static, Configurable, Dynamic, and Nested – catering to specific customer needs. This offered flexibility and streamlined the quoting process. Product rules ensured compatibility and compliance with regulations, preventing invalid order configurations and potential project delays.
02
CPQ Quote Management
- Dynamic content within proposals was managed using Salesforce CPQ's quote functionality. Quote terms are automatically adjusted based on included products, guaranteeing accurate and personalized content tailored to each customer. This minimized errors and ensured proposals reflected the most up-to-date pricing and product information.
03
Guided Selling
- Sales representatives leveraged Guided Selling features, receiving crucial guidance through a series of questions during order configuration. This ensured informed decisions based on specific customer needs and product details, while enhancing configuration accuracy and efficiency. The feature also reduced the risk of product incompatibility and ensured compliance with regulations.
04
DocuSign Integration
- Seamless integration with DocuSign automated the e-signature process. Proposals were electronically sent forsignatures, eliminating manual document handling and securing signed documents within a centralized repository inSalesforce. This streamlined the process, improved efficiency, and provided a secure and accessible location for allsigned proposals.
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The results
Reduction in proposal generation time
By
40%
Decrease in order error
By
25%
Reduction in order configuration time
By
30%
Increase in customer acceptance rates
By
15%
Increase in closed deals and revenue
By
12%
Reduction in proposal generation time
Automated workflows and dynamic content capabilities enabled the creation of proposals in significantly less time, freeing up sales representatives for other strategic activities like customer relationship building and lead generation.
Decrease in order error
Data accuracy in proposals and sales records improved due to Salesforce CPQ integration and product rules. The removal of compatibility issues and streamlined configuration resulted in fewer order revisions, enhanced operational efficiency, and reduced costs associated with correcting errors.
Reduction in order configuration time
Guided Selling empowered sales representatives to navigate product offerings and configure orders with increased efficiency. Standardized workflows and reduced configuration time contributed to increased sales team productivity, allowing them to handle a larger volume of quotes and proposals.
Increase in customer acceptance rates
Guided Selling empowered sales representatives to navigate product offerings and configure orders with increased efficiency. Standardized workflows and reduced configuration time contributed to increased sales team productivity, allowing them to handle a larger volume of quotes and proposals.
Increase in closed deals and revenue
The combined benefits of improved efficiency, enhanced customer experience, and increased proposal acceptance translated into a significant rise in closed deals, resulting in a corresponding boost in revenue. This improved financial performance allowed the company to invest in further growth and development.
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