The client is a leading logistics technology provider with key clientele including e-commerce, retail, and third-party logistics companies. By leveraging client’s distinctive amalgamation of real-time visibility, logistics orchestration, and customer experience, businesses are reducing their logistics overheads while improving operational efficiency and end-customers’ satisfaction. The client is operating through five global offices, serving over 150 customers across 30 countries.
The client had a very tailored pricing model as per their customers’ requirements which led to issues in integrating the quoting and ordering activities. The client wanted to synergize and link their sales and financial aspects in backend through a CRM, which matches the unique pricing model of their services. This posed as a challenge since it required a completely new solution and the right resources with expertise to implement this highly customized solution.
challenges
Lack of synergy between sales and finance data flows
Individual customer-specific services and associated pricing
Lack of a standardized pricing model
Requirement for a custom CPQ solution
Damco provided strategic advisory services in which a detailed analysis of the client’s unique business requirements and challenges was carried out to identify the right fit solution. Based on the findings, Damco’s Salesforce professionals planned to implement Salesforce CPQ solution to meet the client’s unique requirements. It allowed the client’s sales team to create quotes with customized product and pricing configurations based on the buyer’s needs, and then sync all interactions with a deal’s documents, within the Salesforce CRM.
Delivery of On-demand Salesforce CPQ Experts
Damco staffed the majority of the Salesforce professionals with Salesforce CPQ expertise and technical architects for the implementation of the solution.
Implementation of Salesforce CPQ Solution
Salesforce CPQ (Steelbrick)-based solution was deployed which had highly customizable templates, validation testing, and prompts to successfully guide customers throughout their journey- including flagging products that should not be bought together.
Implementation of Dynamic Pricing Rules
Lastly, the team implemented dynamic pricing rules which helped the client price the different SaaS based products on the basis of their usage.
The Salesforce CPQ solution provided a comprehensive view of customers, leading to a significant growth in revenue generation.
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