Salesforce
Key Improvements
Drastically reduced sales cycle and quote generation times.
Increased scalability and competitive advantage.
Improved process oversight and approval functionality.
Enhanced data management, analysis, and reporting.
High user adoption and satisfaction with the new solution.
Helen K. Krueger
Director of Accounting
Independent Can Company
Diabsolut put us in a position where we can quickly and easily update quotes—including material price changes that used to take a long time. Our new CPQ solution has made life easier, bringing us closer to our goal of delivering fast, accurate quotes over the phone and through direct customer interaction.
The Challenge
ICC was seeking ways to enhance their customers’ experience and eliminate revenue leakage. Their digital transformation to achieve these goals began with an ERP implementation in 2018 and was followed by an implementation of the Salesforce Sales Cloud CRM.
For their next upgrade, ICC engaged with Diabsolut for a comprehensive like-for-like solution to add CPQ functionality and tools to their Salesforce platform —as the number of specialized options available for their products meant that they had outgrown their legacy quoting solution, a highly complex spreadsheet.
Pain Points
- An extended sales cycle and quote times due to reliance on manual processes and several systems.
- Human error and a lack of process oversight for quote verification and authorization added to this problem.
- A limited number of resources that could use the solution.
- An inability to fully centralize, analyze, and utilize data.
- A lack of solution agility, scalability, and user-friendliness.
Requirements
- Automation and integration: Automate quote generation and approval; integrate all systems into one platform.
- Error reduction: Implement automated verification workflows; enable real-time quote tracking.
- User accessibility: Create a user-friendly interface; provide comprehensive training.
- Data centralization: Centralize all data in one system; use advanced analytics and reporting.
- Scalability: Ensure the solution is scalable and flexible for growth and changing needs.
The Solution
ICC’s quotes needed to incorporate complex product details, and the solution itself would require input from several teams and stakeholders. Ensuring customer satisfaction and full solution ownership was key.
Products Implemented
Products Integrated
The Results
The project delivered a modernized, customer-focused solution on the Salesforce platform, replicating ICC’s previous system while improving speed, efficiency, and accuracy. The new solution streamlined quoting, strengthened oversight, and enhanced scalability—earning high user adoption and satisfaction.
Key Results
- Reduced sales cycle and quote generation times
- Increased scalability and competitive advantage
- Improved oversight, approvals, and reporting
- Enhanced data management and analysis
- High adoption and satisfaction among users
- Automated complex quoting processes for faster turnaround
- Centralized data improved decision-making and accuracy
- Streamlined modifications for pricing updates
- Salesforce CPQ lead-to-cash functionality integrated end-to-end
- 160+ product bundles configured to handle complex offerings