Optimizing sales efficiency with Salesforce CPQ for a leading stainless steel tubes and pipes manufacturer
How we helped Centravis automate complex pricing and quoting, reducing processing time from hours to minutes.
Quotes for different products are generated within minutes.
Client & product
Centravis is a leading global supplier of seamless stainless steel tubes and pipes. Their products are used in various industries, including machine building, petrochemical and natural gas, shipbuilding, space, nuclear, and heat power engineering. With over 70 years of history, Centravis ranks among the top 10 manufacturers worldwide and offers over 1,000 standard tube sizes.
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Business challenge
Centravis’ sales department in Germany faced a highly manual and time-consuming process for handling sales opportunities. The process involved identifying product specifications, calculating prices in Excel, and sending requests to the factory.
Given the complexity of their product catalog of 17,000 different products with multiple parameters such as material, diameter, blanks, and manufacturer, calculating a single quote required significant effort. Price calculation algorithms varied, and determining availability, production load, and raw material stock took considerable time. Additionally, managing credit limits and generating quotes manually slowed down the sales process, reducing overall efficiency.
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Results achieved
- Quote generation time was reduced from hours to minutes.
- Pricing and availability calculations are now automated, minimizing errors.
- Sales representatives can focus on closing deals rather than manual calculations.
- Real-time reporting and dashboards provide insights into sales performance and inventory planning.
- The company plans to expand the solution to other offices, further increasing operational efficiency.
Quotes for different products are generated within minutes.
Business impact
With the implementation of Sales Cloud and CPQ, Centravis has transformed the sales process, reducing manual work and enhancing operational efficiency. Automating price calculations and quote generation has significantly improved response times, leading to faster deal closures and improved customer satisfaction. Additionally, real-time insights and data analytics enable better decision-making, ensuring long-term growth and scalability. The company now has a robust foundation for expanding digital transformation initiatives across its global operations.
Our solutions
To optimize and automate the sales process, we implemented Salesforce Sales Cloud and CPQ, automating every stage of sales opportunity management. Key enhancements included:
- Automated CPQ system calculates prices automatically, considering product availability, production capacity, raw material stock, and expected delivery times;
- The system evaluates client credit limits in real time and notifies sales representatives;
- Requests are processed instantly, so the quotes for 50-100 positions are generated within minutes;
- CPQ Document Generator creates professional PDF quotes and sends them directly to customers;
- A custom reporting system tracks sales performance, product demand, and order fulfillment, enabling better planning for raw material procurement;
- The system integrates sales and manufacturing data, ensuring accurate and efficient quoting.
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