A renowned global engineering and technology company, operates through multiple business units, each with distinct methods for handling complex data and calculations, particularly for pricing and quoting.
Despite each business unit using Salesforce as their quoting solution, the diversity in their processes led to inefficiencies and there was a desire for a centralized solution that would help each business unit accelerate quoting and improve conversion.
3 Major Quoting Challenges for the Engineering and Technology Company
The business faced these three challenges:
- Complex Data Structures: the business units’ unique methods for calculating pricing and managing data prevented the deployment of a standardized solution within Salesforce.
- Limited Custom-Built Solutions: existing browser-based solutions, including those built with Visualforce and JavaScript within Salesforce, were hard to update and lacked transparency in calculations, leading to inefficiencies as well as security concerns.
- Change Management: Transitioning to a new system required significant change management, especially with teams’ reliance on existing tools like Excel.
Complex data structures and disparate pricing methods made it nearly impossible to implement a unified solution within Salesforce. Existing solutions were difficult to maintain and update. Quoting errors were prevalent. And, reliance on familiar tools like Excel created resistance to change.
The Solution: Valorx Fusion
Fusion offered a compelling solution by integrating Excel for the brand’s business units, directly with live Salesforce data. This integration allowed the company to leverage their existing Excel spreadsheets and convert them into highly functional applications.
Here’s how Fusion addressed each of company’s challenges:
- Unified Tool for Multiple Business Units: Fusion provided a standardized platform across all business units, enabling consistent pricing and quoting processes while allowing each unit to retain its specific calculation methods.
- Enhanced Data Management and Security: With Fusion, the manufacturer could maintain high levels of data security and transparency. Users could see and control how calculations were made, reducing security risks.
- Rapid Implementation and Customization: Fusion's compatibility with Excel allowed for quick conversion of existing spreadsheets into Salesforce-connected applications. This rapid implementation helped the business achieve its goals without extensive downtime or resource investment.
- User-Friendly Interface: Fusion’s Excel-based interface minimized the learning curve, facilitating smoother adoption across multiple teams. The familiar environment enabled users to perform complex tasks like bulk updates and formula-based calculations efficiently.
The Implementation of Fusion
At Valorx, we streamline the implementation of Fusion to minimize disruption and boost productivity as quickly as possible. Here's what that looks like:
The Benefits of a Flexible, Unified Quoting Experience
Increased Efficiency: The ability to perform bulk edits and use Excel formulas streamlined the quoting process, significantly reducing the time required for complex calculations.
- This led to faster quote-to-cash cycles, allowing the business to stay more competitive and respond to customer demands more swiftly, which in turn improved customer satisfaction.
Improved Data Accuracy and Security: By keeping data within Salesforce while using Excel for editing, they improved data hygiene and security.
- This resulted in more reliable data, which enhanced visibility into business performance. Leaders could make more informed decisions based on accurate and secure data, ultimately driving better strategic outcomes.
Increased User Adoption and Enhanced User Satisfaction: The user-friendly and familiar Excel interface facilitated better user adoption and satisfaction.
- Higher user adoption meant processes remained within Salesforce where they belong. This led to improved business efficiency, better forecasting, and a more cohesive operational environment, further boosting overall customer satisfaction.
Fusion enabled a global engineering and technology giant to overcome the challenges posed by its complex quoting needs and the limitations of existing Salesforce solutions. By leveraging the power and familiarity of Excel to work within Salesforce, its many business units were all able to work within a consistent, unified quoting system that saved them hours of time and effort each week.
To learn more, book a free fusion demo today.