CUSTOMER SUCCESS STORY

Creating a Faster Quoting Process with CPQ

Industry: High Tech

Products: Salesforce CPQ

Since 1997, Devada has connected developers and tech professionals through their online communities Dzone and AnswerHub. These platforms help developers grow and collaborate across the globe. 

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 The Challenge

  • Team faced TWO unsuccessful launches with other Salesforce consultants prior to working with Cloud Giants. 

  • Users were frustrated and lost faith in the system as a result. 

  • The quoting process was inefficient w/ all approvals requiring manual review from management. 

  • Reps were unable to capture upsell and cross-sell opportunities. 

  • Delivery didn’t have the clarity it needed to execute the work at a high level despite having the knowledge and expertise needed. 

  • Finance lacked clarity on what and when to bill customers. 


The Solution

  • Reimplemented CPQ with multi-phase approach that prioritized the most immediate needs while creating quick victories. 

  • Identified power users to involve from the start to encourage user input and adoption. 

  • Implemented dynamic pricing and bundled discounts. 

  • Implemented more automated approval process for management. 

  • Implemented DocuSign integration for e-signature. 

Benefits

  • Restored faith in the system driving user adoption.

  • Improved and simplified the quoting experience by cutting SKU list from hundreds to <30.

  • 98% of quotes are now auto-approved, significantly reducing quote turnaround times. 

“[Your consultants] do a great job internally of sharing resources and knowledge. It’s great to know that our consultant isn’t an island; they have people to go back to for working through challenges.” 

–Matt Web | Chief Financial Officer