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ImplementationClient: Japanese Manufacturer of Metrological Technology and Precision Measuring Instruments
Industry: Manufacturing
Geography: Japan / India / Global
The Challenge: The sales team managed a portfolio of more than 2,000 products through a fragmented sales process. Quote generation required significant manual effort, while complex configurations, recommended products, installation charges, discounts, and approvals made it difficult to produce accurate quotes quickly. The existing sales system was also disconnected from Microsoft Dynamics NAV, preventing real-time inventory checks.
What Was Needed: A unified Salesforce-based sales platform with CPQ capabilities that could handle complex product configurations, dynamic pricing, discounts, approvals, custom charges, and guided selling, while integrating with the existing ERP for real-time inventory availability.
Technology Enablement: Salesforce Sales Cloud and CPQ, 2,000+ product catalog, 50+ product rules, 25+ pricing rules, regional price books, dynamic quote templates, approval workflows, guided selling, Microsoft Dynamics NAV integration, and Salesforce managed services.
Business Outcomes: Faster quote generation, shorter sales cycles, improved sales productivity, better inventory visibility, more effective upselling and cross-selling, and stronger Salesforce adoption and performance.
Measurable Impact: The client brought 2,000+ products onto Salesforce, automated complex pricing and product rules, synchronized product and inventory data with Microsoft Dynamics NAV, and gave sales teams a single platform for quoting and inventory availability.
The Challenge
A Complex Product Catalog Was Slowing the Sales Cycle
The client had a portfolio of more than 2,000 products and operated sales and service locations across India, supported by a wider global network. Its sales teams needed to generate quotes for complex customer requirements, often involving multiple products, recommended items, installation charges, discounts, and custom configurations.
The existing quoting process made this difficult. Sales representatives spent significant time preparing quotes, proposals, and approvals instead of advancing opportunities. The business needed a faster way to move from lead to quote and ultimately to cash.
Product complexity added another layer. A quote could include a primary product, recommended products, one-off installation charges, customizations, quantities, and discounts. The sales system needed to calculate these combinations accurately while keeping the quoting experience manageable for sales users.
The existing sales application was also disconnected from Microsoft Dynamics NAV. Sales teams could not check real-time inventory availability while preparing quotes, forcing them to move between systems and further slowing the sales process.
Why change now: With 2,000+ products and increasingly complex quoting requirements, manual processes and disconnected ERP data were directly affecting quote turnaround, sales productivity, and the speed at which opportunities could move toward closure.
Business Objective
The client focused on a practical set of objectives:
- Bring sales, product, pricing, and quoting activities onto one platform
- Generate accurate quotes faster across 2,000+ products
- Support recommended products, installation charges, customizations, quantities, and discounts
- Automate product and pricing rules for complex quote scenarios
- Connect Salesforce with Microsoft Dynamics NAV for real-time inventory visibility
- Enable guided selling to support upselling and cross-selling
The Solution
A Salesforce Sales Platform Built for Complex Product Quoting
Achieva implemented Salesforce Sales Cloud and CPQ to create a unified sales platform capable of handling the client’s complex product and pricing requirements.
The full catalog of more than 2,000 products was configured in Salesforce, supported by 50+ product rules and 25+ pricing rules. The CPQ solution allowed sales representatives to create dynamic quotes by adding recommended products, installation charges, customizations, quantities, and discounts at the line-item and quote level.
Regional and country-specific price books were also configured to account for different tax and government requirements. Quote templates and approval workflows standardized documentation and approvals, while guided selling helped sales representatives identify relevant products for upselling and cross-selling.
On the ERP integration side, Salesforce was connected with Microsoft Dynamics NAV to provide inventory availability within the sales workflow. Product data updates were synchronized between the two systems, keeping information on available, reserved, and booked stock consistent.
The implementation was completed without business disruption. Ongoing Salesforce managed services provided continued support for system performance, enhancements, and complex business requirements.
Key Services Provided and What They Enabled
- Salesforce Sales Cloud implementation
Unified sales activities and product information on a single platform. - Salesforce CPQ implementation
Enabled faster and more accurate quoting across a complex product catalog. - 2,000+ product catalog configuration
Structured the client’s full product portfolio for use within Salesforce. - Product and pricing rules
Configured 50+ product rules and 25+ pricing rules to support complex quoting scenarios. - Dynamic quote generation
Allowed sales teams to include recommended products, installation charges, customizations, quantities, and discounts. - Guided selling
Helped sales representatives identify relevant products and support upselling and cross-selling opportunities. - Microsoft Dynamics NAV integration
Connected Salesforce with the ERP to provide inventory availability within the sales workflow. - Product data synchronization
Kept product and stock information consistent across Salesforce and the ERP. - Regional price books and approvals
Supported country-specific pricing, tax requirements, government regulations, and structured approvals. - Salesforce managed services
Provided ongoing technical support, enhancements, and maintenance to sustain system performance.
Business Impact
The Salesforce Sales Cloud and CPQ implementation simplified a sales process that had previously required significant manual effort and movement between disconnected systems.
Quote generation became faster and more structured. Sales representatives could configure products, apply pricing rules, add recommended products and installation charges, and generate quotes without relying on multiple manual steps.
The integration with Microsoft Dynamics NAV also brought inventory information into the sales workflow. Teams could check product availability within Salesforce instead of switching between applications, helping them respond to customers faster.
Guided selling supported more consistent product recommendations and gave sales representatives a structured way to identify upselling and cross-selling opportunities.
The combination of automated pricing, dynamic quoting, ERP integration, and streamlined approvals reduced conversion time and helped shorten the overall sales cycle.
The platform also gave the client’s IT team ongoing support through Salesforce managed services, helping maintain system performance as requirements evolved.
The Bottom Line
The client transformed a complex, manually intensive quoting process into a unified Salesforce sales workflow connected to its ERP.
The organization can now:
- Manage a 2,000+ product catalog within Salesforce
- Generate dynamic quotes for complex product configurations
- Apply product, pricing, discount, and approval rules systematically
- Add recommended products and installation charges to quotes
- Check inventory availability through Salesforce’s connection with Microsoft Dynamics NAV
- Support guided selling, upselling, and cross-selling
- Shorten the time required to move opportunities through the sales cycle
- Maintain Salesforce performance with ongoing managed services