Charged up the quoting process for
EV Charging Solutions provider

Streamlined Quote-to-Order process with Salesforce CPQ

Overview

A leading electric vehicle (EV) charging solutions provider serving fleets across the US and Canada was looking to streamline its quote-to-order process.

We leveraged Salesforce CPQ to simplify the process for the sales team. Faster quotes, fewer errors, and improved visibility allowed them to focus on helping customers and building relationships. The client witnessed a remarkable improvement in collaboration and efficiency.

Clouds: Sales Cloud, Service Cloud, Revenue Cloud(CPQ), and FSL(Field Service Lightning)

Industry: Energy, Automotive, and Transportation

Challenges

Complex product catalog

A broad range of charging equipment options with related software and service offerings made quote creation complicated. Lack of clarity led to missed opportunities to increase the deal size.

Inefficient selection process

Sales reps struggled with the tedious task of selecting the right product combinations, causing errors and delays. Back and forth in quote creation adversely affected the company's image.

Inconsistent pricing and discounts

Use of varied pricing and discounting strategies led to inconsistencies. Pricing errors were resulting in revenue leakage.

Limited visibility

Information scattered across different systems and file formats led to lost renewals, unbilled quotes, and lost revenue. It hindered easy access to what was sold and what had to be delivered.

Solution

In just three months, we maximized the value of Salesforce CPQ through strategic advisory and end-to-end solutions.

Standardized product and service offerings

For easy product selection during quote creation, we defined and classified the products into multiple categories and formed relationships across the product catalog. This made it easier to identify product pairing and configurable product bundles for products that were sold together. This contributed to faster quote creation as well as cross-sell and upsell opportunities.

Intelligent guided selling

We empowered the sales team to filter product recommendations. Automated the CPQ system to suggest the best-suited software and services for each equipment.

Standardization of pricing and discounts

We standardize pricing and configured pricing rules in Salesforce CPQ for consistent quoting. Defined discounting guidelines for confident and quick quote creation.

Transparent and swift quoting process

With predefined rules and product classifications, the sales reps could rapidly generate quotes. Automated processes, like auto-population of opportunity details, automated quote status updates, and order creation in a few clicks, ensured a hassle-free experience, with an integrated signature solution creating a seamless experience for the customer. To improve collaboration across departments, we enabled central access to the comprehensive details.

We provided comprehensive training to the sales reps. The team was comfortable using the updated CPQ system to derive the maximum benefit from it.

Voice of the customer

“Omniskope exhibited a strategic mindset when it came to product standardization within Salesforce. Their team worked closely with us to understand our diverse product offerings, streamlining and standardizing our catalog. This not only enhanced the efficiency of our operations but also provided a more cohesive and consistent experience for our customers.”

-Manager, ERP integration,
Pricing & Material Planning

Results

Swift and easy process

With all the information at their fingertips, the sales team could significantly reduce quote creation time, enhancing responsiveness and productivity. More deals closed meant more commission for sales reps.

Faster ramp-up for the reps

Intuitive user interface and automated process led to fast adoption and time-saving.

Improved accuracy and control

Error-free pricing helped the client become a trusted supplier. Structured product model and guided selling boosted control over product selection.

Consistency

Standardized product, service, and software offerings in conjunction with pricing and discounts ensured adherence to business operations.

Cross-selling

The CPQ system highlighted upsell and cross-sell opportunities, helping the team increase revenue.

Voice of the customer

“Omniskope is amazing! They were brought on to help with one small assignment, and we liked them so much we decided to keep them for a wholesaler, service, and CPQ overall! Patient, prompt, and providing scalable solutions for an enterprise business, we could not be happier. We grew over 142% in opportunities in one year, and they helped with service, asset management, and marketing. If we could give them a 12 out of 5, we would! ”

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