About BP Oil & Gas

BP is one of the world's leading integrated energy companies, with a commercial organization that manages complex trading relationships across multiple business lines including fuels, lubricants, chemicals, and transportation services. The company's downstream commercial operations generate over $50 billion in annual revenue through a sophisticated network of B2B relationships requiring highly customized pricing and contract terms.

The Challenge - Actual quoting outside Salesforce

BP's commercial organization manages over 15,000 quotes annually, each averaging 150–300-line items with 50+ product attributes. In 2019, they implemented Salesforce CPQ to centralize quote management and enforce pricing governance across a global sales team of 200+ account managers. By 2021, a critical pattern emerged: 40% of actual quoting work happened outside Salesforce—in disconnected Excel spreadsheets.

Why the workaround existed

CPQ's interface was built for sequential, page-by-page editing. For simple quotes with 10-20 lines, this worked fine. But BP's typical quote required managing:

• Real-time commodity pricing feeds
• Volume-based discount tiers
• Regional delivery surcharges
• Customer-specific contract adjustments
• Multi-currency conversions

Sales and pricing teams needed to see all 200+ lines simultaneously, make bulk updates to margins and pricing, and verify calculations instantly. CPQ forced them to navigate 250+ individual line-item pages. So they exported to Excel, did the real work there, then manually re-entered everything back into Salesforce.

Pain points

• Lengthy quote cycles
• Time consuming reconciliation of spreadsheets
• Version control conflicts
• Review, re-entry and rectification of errors – all manual
• Inaccurate forecasts

The Solution - Excel-like grid interface without leaving Salesforce

BP evaluated multiple approaches: custom Lightning components, third-party builders, process redesigns. Each addressed symptoms but not the root issue—teams needed spreadsheet-style bulk editing without leaving Salesforce. And the team zeroed down on Valorx Fusion. Why? During the Fusion proof-of-concept, a BP pricing analyst opened a 250-line quote, updated margin calculations across 40 products simultaneously, applied conditional pricing logic using familiar spreadsheet formulas, and saved everything directly to CPQ—all in under 3 minutes. The same task in standard CPQ required navigating 250 individual line-item pages over 45+ minutes.

Valorx Fusion is a native Salesforce application that transforms CPQ quote objects into an Excel-like grid interface directly within Salesforce. No data replication. No external systems. No custom development.

Technical Architecture:

• Runs entirely within Salesforce (no external databases)
• Respects all CPQ validation rules, field dependencies, and approval processes
• Supports real-time formula calculation on quote line items
• Enables bulk operations: add, edit, delete, copy-paste across hundreds of records
• Maintains complete audit trail of all changes
• Works with standard CPQ pricing rules, product bundles, and discount schedules

With Valorx Fusion, BP Oil & Gas introduced a tremendous level of efficiency, ease of use, and versatility to its quoting process for its team. These 4 key features elevated their quoting process:

1. Excel functionality and versatility

Users have access to Excel’s functionality to edit and organize their quotes. They can add drop-down options, use copy and paste, and even apply formulas. Multiple lines in a quote can be edited at once without being restricted by the Salesforce interface. Columns within the Excel application can also be protected and made “read-only” depending on the user-based security and governance controls set originally by the Salesforce Administrator.

2. Easy bulk editing

As new quotes are created, lines can be edited in Valorx Fusion with its Excel-based interface. Users can launch a Valorx-powered Excel experience from any quote record in Salesforce QLE in order to edit multiple fields and enormous amounts of data at once. Grids in the quotes from within Salesforce become completely editable columns in the Excel interface.

3. Adding quote lines, simplified

A sales manager can use the Valorx ribbon tab from an Excel spreadsheet to add new products that are relevant to a specific quote with our easy-to-use product picker. Products are inserted into the Excel sheet with a summary notification alerting the user of the recent quote lines that were added.

4. High level of data hygiene

When the Excel file is updated, users can switch back to the Salesforce interface with a click and submit the quote for approval. The data from the spreadsheet is mapped to the appropriate fields within the quote records and will be updated in minutes. Once submitted for approval, statuses are quickly and appropriately updated within Salesforce. Data never leaves the Salesforce environment, and the syncing feature ensures that records are always updated in Salesforce to reflect the latest iteration of a quote. This eliminates human error in maintaining clean data records.

Curious to know how advanced forecasting in Valorx Fusion works? Here you go!

Integration of Valorx Fusion with BP's existing systems

Fusion integrated seamlessly with BP's existing technology stack:

• Salesforce CPQ: All quote, product, and pricing logic preserved
• Pricing Engine: Real-time commodity pricing feeds continued to populate CPQ fields
• ERP Systems: Downstream order processing remained unchanged
• Analytics Platforms: Forecasting tools now accessed clean, real-time CPQ data

No additional integration work was required—Fusion simply made existing CPQ data more accessible.

Why BP Oil & Gas chose Valorx Fusion

Valorx was able to produce a seamless quote delivery process for BP Oil & Gas, after struggling to deploy timely quotes with Salesforce Revenue Cloud, largely due to the complexities of their business and industry.

With Valorx, all the data remains in Salesforce, while a versatile Excel interface allows the team to update and manage large quotes quickly and easily. By adopting Valorx, the team saved countless hours each week on building and processing quotes.

What changed

• Pricing team: "The spreadsheet version problem is gone. Everything's in one place. Changes show up immediately for sales—no more emailing files back and forth wondering which version is right."
• Account managers: "Quotes with 300+ lines used to be death by a thousand clicks. Now I bulk-edit directly in Salesforce instead of export-edit-reimport. That's hours saved per quote."
• Sales operations: "Quotes are in the system as they're being built, not stuck in spreadsheets. We can actually see which deals are real and which are still being worked on."

This worked well because BP had provided extensive CPQ training. Teams didn't reject the system because they were undertrained. They worked around it because the interface didn't match how professionals actually think about complex, multi-line configurations. Fusion changed the workflow—adoption followed immediately without retraining. By making Salesforce the actual workspace, Fusion made it genuinely the single source of truth.