How we helped

Riveron CRM experts implemented an end-to-end Salesforce Configure-Price-Quote (CPQ) solution to streamline the company’s subscription-based product configurations within Sales Cloud. The solution featured a user-friendly interface for quote line-editing, discounting, and pricing updates, which offered flexibility and accuracy in pricing strategies. Additionally, advanced approval processes, automated order and contract generation integrated with DocuSign in the subscription workflow, ensured minimized manual errors, smooth and timely approvals. While Oracle NetSuite integration ensured seamless invoicing, creating a complete end-to-end solution for managing subscription-based products.

The team designed a solution that addressed the company’s sales process from opportunities to invoices, using an integrated architecture with Salesforce, DocuSign, and Oracle NetSuite. The solution included:

• Account and Opportunity Management ensured responsiveness to customer needs
• Quote Generation, allowed accurate pricing and customization, with product details like attributes, features, options, price, and cost
• Contract Creation with DocuSign Integration: ensured secure and efficient contract signing.
• Asset and Opportunity Product Management for contract assets sold to each customer and linking sales opportunities with actual deliverables.
• Contracted Pricing is defined based on agreed terms, ensuring consistency in pricing for future transactions with the customer.
• Invoice Generation with Oracle NetSuite Integration: seamlessly transfers data from Salesforce to NetSuite, automating invoice creation based on attributes like pricing, features, and options.
• Product Hierarchy and Cost Management: a detailed product hierarchy (Attributes, Features, Options) provided flexibility in configuring deals and ensured accurate cost and pricing calculations.

In addition, the business rolled out a workflow that calculated and enabled discount approvals. The solution allowed the company to enact an approval process based on pricing buckets, using a discount approval workflow within a Salesforce CPQ (Configure, Price, Quote) process. Each quote could consist of multiple quote lines with various associated discounts, and the aggregate discount percentage calculations. For decision-making, the aggregate discount is evaluated against predefined thresholds. The Salesforce CPQ workflow ensured proper oversight at each discount level, balancing customer satisfaction with organizational profitability and adhering to approval policies. For example, discounts up to 5% could be approved by individual sales representatives, while discounts at higher thresholds had to be approved by managers, vice presidents, or C-suite executives, depending on the level of discount and the projected effect on profitability.

Results

The implementation of Salesforce CPQ for managing supply chain product billing and subscription plans, automated approval workflows, driven by aggregated discount percentages, expedited quote approvals. The DocuSign integration improved contract management, enabling secure, real-time electronic signing of contracts, accelerating deal closures, and centralizing contract storage. Seamless invoice automation through Oracle NetSuite integration ensured accurate data transfer, unified financial records, and automated invoice generation. This end-to-end solution ensures better collaboration, faster deal closures, and consistent customer management with reduced manual tasks, minimized errors, and shortened sales cycle, significantly improved efficiency leading to a better customer experience. This comprehensive product and price-book configuration supported 13 currencies, enabling adaptability for global markets.