Automating the end-to-end CPQ Quote Process

Problem Statement

A client in North America had deployed an out-of-the-box software solution to increase regional and global sales. Over time the system failed to address the varied and growing business requirements, business testing, quote formation, and quote generation for the sales teams, which resulted in the incorrect selection of product groupings and inconsistent pricing. In addition to these issues, the system and mobile devices did not track customer approvals. From a cost and overall user experience, maintaining and tracking disparate platforms and sales systems across the organization became cumbersome.

As the business changed requirements frequently, rework became a pain point for both customers and the sales teams. In order to address the business challenges and improve the sales and user experience, the company secured the cloud and process consulting services of Cloud Consultings, Inc. (CCI).

Project requirements included:

  • Migration of all sales processes to Salesforce CPQ.
    • All existing quote templates.
    • Consolidation of all booking-to-sales processes.
  • Configuration of all pricing to enable customization per customer/segment.
    • An adaptable configuration of validation and pricing rules.
    • Reconfigure and validation of pricing rules, and models.
    • Product configuration based on business needs.
  • Upgrading the customers’ user experience.
    • Guided flow
    • Core CPQ functions enablement on mobile platforms
    • Booking error prevention
  • Supporting project and customer lifecycle activities.
    • Including requirement gathering, design, development, testing, and deployment

Our Solution

CCI’s certified technical experts recommended and implemented Salesforce CPQ to solve the business requirements and user experience. By expanding the Salesforce capabilities to include the Salesforce Sales Cloud, Service Cloud, and Salesforce chatter, CCI established a cloud platform that would help the company further expansion. The solution included highly-customizable templates, validation testing, and prompts to successfully guide customers throughout the buyer’s journey, flagging products that should not be bought together.

Solutions implemented

  • Salesforce CPQ
  • Salesforce Sales Cloud
  • Service Cloud
  • Community Cloud
  • Salesforce Chatter

Project scope:

  • Connect, expedite, automate and improve the quality of the lead-nurture process by integrating the Salesforce Sales Cloud, Service Cloud, Community Cloud, and Salesforce Chatter
  • Validations to prevent users from selecting products that shouldn’t be selected together
  • Prompts to guide the user to review products before continuing with product selection
  • Enabled approvals with mobile capabilities


  • Fully integrated quoting and ordering process for POS
  • A 360-degree view of its customers – providing detailed information about preferred products, payment terms, processes, quotes in progress, detailed account and order history, and conversations.
  • Insights from data analytics by customer type, segment, and individual account (includes suggestions for other products based on past purchases)