The challenge
This internet solutions and hosting provider supplies technology services to businesses. Its sales team wanted to get relevant estimates, proposals and contracts to prospective customers sooner.
The aim was to align Salesforce with the way the business sold its services. Product selection, quoting and contracting needed to work together so the team could provide relevant information promptly and reduce administration.
Relevant proposals
Make the information needed for quotes and proposals easier to prepare and provide.
Product selection and quoting
Structure the catalogue around the sales process.
Contract administration
Automate appropriate parts of the contracting workflow.
What we did
8Squad aligned Salesforce with the business’s sales approach, redesigned the product catalogue and automated parts of the contract process.
Start with the sales journey
Discovery connected Salesforce capabilities to the business’s commercial goals.
Improve quoting and proposals
The team streamlined access to the information prospects needed.
Automate contracting
Product catalogue design and contract automation reduced administrative effort.
What changed
The project reported a five-day reduction in time to sell following changes to quoting, product selection and contracting. The team had a more consistent process from product selection through to agreement.
Reported reduction in time to sell
5 days
Sales-stage definition, baseline and measurement period awaiting confirmation
| Focus | Goal | Delivered capability |
|---|---|---|
| Quoting | Provide relevant estimates and proposals sooner | A streamlined information and quoting process |
| Contracts | Reduce routine contract administration | Automated elements of the contract process |
