Automated quote calculation with Salesforce CPQ for a British brickwork contracting company
Noltic’s Revenue Cloud team has created a custom quote builder with an automated calculation mechanism using Salesforce CPQ. It allows the Cheshire Pointing team to make the house measurements needed for their services, and provide a quote for their customers right on the spot.
Client & product
Cheshire Pointing is a professional contractor company based in Cheshire, UK. They are a small business specializing in brick pointing, cleaning, tinting, and repairs for traditional British houses, garden walls, etc. The company’s sales process is mostly done out in the field as they need to come to their customers’ properties to measure the walls they will later work on. Consequently, based on those measurements, the Cheshire Pointing team calculates the cost of their services and provides a quote.
Business challenge
The company has already been using Salesforce for CRM purposes for 2 years, but all the quotations were made using Excel spreadsheets. The team put in the measurements of their customers’ brick walls, received a price using simple formulas, and then needed to manually create quotes and invoices for their customers in Salesforce. It became obvious that it could be done more efficiently using Salesforce, but the team needed to extend their Sales Cloud setup capabilities and start using Salesforce CPQ for quote and invoice creation. It was also required that the setup would be easy enough to be maintained by a non-tech team. The Cheshire Pointing team reached out to their Salesforce AE, and he referred them to Noltic for CPQ expertise. As the project progressed, the client discovered more business opportunities that could be covered with our services. It included some Salesforce Service Cloud scope for communication with customers, a mobile application for field workers to generate quotes on easily portable devices, and additional consideration for potential scaling of the solution we were building.
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Results achieved
- Decreased time to close a deal with the customers by bringing Salesforce to the field with the workers;
- Visible and trackable revenue flow in a unified environment with the CRM;
- Established communication with current and potential customers through SMS.
Business impact
Our solutions
- Set up an automated calculation of the service price based on wall measurements data input;
- Arranged automatic quotes and invoices generation to deliver them to the customer immediately;
- Built customized UI and quote line editor for the CPQ setup to be used and configured declaratively without any coding skills;
- Created a mobile application for field workers to easily take a tablet with them to the client and operate all data on the spot;
- Set up SMS messaging and automated reminders based on the lead and customer journey stages.
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