Case Study · Enterprise
A multi-division enterprise software company
Three business units each quoted deals differently, using a mix of spreadsheets and an outdated CPQ instance that sales reps routinely bypassed. Deal desk approvals dragged, and finance had no consistent view of what had actually been quoted versus booked.
- Industry
- Enterprise
- Platforms
- Salesforce CPQ · CPQ Implementation
- Delivery
- Phased, fixed scope
- Quoting
- One system, three divisions
What Changed
What the system does differently
What the engagement actually left in place, stated as capability rather than as a figure we cannot put a client's name behind.
- Delivered
- One system, three divisions
- Delivered
- Automated routing
- Delivered
- Held by sales ops
Quoting
Deal desk approvals
Configuration ownership
The Approach
How we ran it
The sequence we followed, from discovery through to a system the finance team trusts.
- Mapped each business unit's real quoting process, including the informal workarounds reps used to close deals faster
- Designed a single Salesforce CPQ configuration with guided selling paths and approval matrices tailored per division
- Built automated approval routing to replace manual deal desk hand-offs
- Trained sales operations leads in each division to own configuration going forward
“For the first time, all three divisions are quoting on one system, and deal desk can actually trust what they're approving.”
Head of Sales Operations
Services Used
What this engagement drew on
The practice areas behind the outcome above.
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- Engagements
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