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ImplementationClient: Leading Logistics Technology Provider
Industry: Logistics Technology
Geography: Global operations
The Challenge: The client’s highly customized pricing model made a quoting and ordering complex. Sales and finance processes operate independently, making it difficult to generate accurate quotes, standardize pricing, and maintain consistency across customer engagements.
What Was Needed: The organization requires a Configure, Price, Quote (CPQ) solution that could accommodate customer-specific pricing while connecting sales and finance processes within a single CRM platform.
Technology Enablement: Salesforce CPQ, Salesforce CRM, pricing rule automation, quote configuration, sales and finance process integration, solution architecture, and implementation services.
Business Outcomes: Streamlined quoting, centralized customer visibility, improved pricing accuracy, stronger collaboration between sales and finance, and increased revenue opportunities.
Measurable Impact: The organization achieved a 40% increase in topline revenue while improving quote accuracy, enabling dynamic pricing, and creating greater opportunities for cross-selling and upselling.
The Challenge
Complex Pricing Was Making Sales Operations Difficult to Scale
The client offered logistics technology solutions tailored to each customer’s operational requirements. While this flexibility created value for customers, it also introduced significant complexity into the sales process.
Every customer required a unique combination of services and pricing, making it difficult to establish standardized quoting practices. Sales teams often had to manage customized pricing manually, increasing the risk of inconsistencies and slowing deal cycles.
The disconnect between sales and finance created additional challenges. Without an integrated process, quoting, ordering, and financial workflows operated independently, making it harder to maintain pricing accuracy and operational efficiency.
The organization recognized that its growth required a more scalable approach to pricing without sacrificing the flexibility of customers expected.
Why change now: As the customer base expanded globally, the company needed a CPQ solution capable of supporting complex pricing models while improving collaboration between sales and finance.
Business Objective
The client established several priorities to modernize its quoting and pricing operations.
- Implement a CPQ solution tailored to complex customer-specific pricing.
- Connect sales and finance workflows within Salesforce.
- Standardize the quote creation process without limiting pricing flexibility.
- Improve pricing accuracy through automation.
- Increase visibility into customer accounts and sales opportunities.
- Build a scalable platform that supports future business growth.
The Solution
Building a Salesforce CPQ Platform Around a Unique Pricing Model
Achieva worked closely with the client to understand its pricing structure, sales processes, and operational requirements before recommending Salesforce CPQ as the foundation for a customized solution.
The implementation enabled sales teams to configure products, generate customer-specific quotes, and manage the entire quoting process directly within Salesforce. Customized templates, validation rules, and guided workflows simplified quote creation while ensuring pricing remained accurate and aligned with business policies.
To further streamline operations, the solution connected sales and finance processes within a unified CRM environment. This improved data consistency across departments and reduced manual effort throughout the quote-to-order lifecycle.
Dynamic pricing rules were also introduced, allowing SaaS products to be priced according to customer usage while maintaining the flexibility required by the client’s business model.
The engagement was supported by experienced Salesforce CPQ consultants and technical architects who designed and implemented a scalable solution aligned with the client’s long-term growth plans.
Key Services Provided and What They Enabled
- Salesforce CPQ implementation
Established a centralized platform for configuring products, generating quotes, and managing customer-specific pricing.
- Salesforce CPQ consulting and solution architecture
Designed a solution that aligned with the client’s unique pricing model and long-term business objectives.
- Dynamic pricing rule implementation
Automated usage-based pricing to improve pricing accuracy and reduce manual effort.
- Sales and finance process integration
Connected quoting, ordering, and financial workflows to improve operational efficiency and data consistency.
- Quote configuration and validation
Introduced guided selling, configurable templates, and validation rules to streamline quote creation and minimize pricing errors.
- Salesforce CPQ expert delivery
Provided specialized Salesforce CPQ consultants and architects to accelerate implementation and ensure successful adoption.
Business Impact
The Salesforce CPQ implementation transformed the way the organization managed pricing and customer engagements.
Sales teams gained a complete view of customer accounts, active quotes, products, and payment information within a single platform, enabling faster and more informed decision-making.
Automated pricing and guided quote creation reduced complexity while allowing the organization to continue offering highly customized solutions to its customers.
Improved visibility into customer relationships also created new opportunities for cross-selling and upselling by helping sales teams identify products aligned with customer needs.
Most importantly, the streamlined sales process contributed to measurable business growth, helping the organization achieve a 40% increase in topline revenue.
The Bottom Line
By implementing a customized Salesforce CPQ solution, the logistics technology provider modernized its pricing operations while preserving the flexibility that differentiated its services.
The organization can now:
- Generate accurate customer-specific quotes through automated workflows.
- Connect sales and finance processes within a unified Salesforce platform.
- Support dynamic, usage-based pricing with greater consistency.
- Improve customer visibility to identify cross-sell and upsell opportunities.
- Reduce manual effort throughout the quote-to-order process.
- Scale revenue growth with a flexible and intelligent CPQ solution.