What benefits the online science library and literature distributor has gained with the implementation of CPQ

Story

A research company is a renowned online scientific library and literature distributor providing access to more than 2900 journals and 300 000 books.
The widespread community of publishers and scholars, who collaborate with this B2B provider, creates quality content for governmental institutions, universities, and corporate clients.
Throughout the SAP system operation period, the firm’s audience and the overall literature and resources selection demanded more complex price books to run and utilize.
Moreover, the network of authors involved in content making expanded by more than 300% requiring flexible pricing in each given situation.
All the mentioned above prompted the Company to switch to Salesforce and implement the CPQ system.

We love what we do, and this attitude has a strong positive effect on this project.
The company asked Redtag to run migration from an old system to Salesforce and configure tier assessments to assign different levels to customers.
The scientific journal needs more flexible subscription management and renewal to grow revenue and conversion rate.
Our goal was to make sales smooth and fast.

The main reasons to choose Salesforce

The publisher wanted us to define business processes and create an effective Salesforce environment to generate quotes faster with prompt approval.
Clients often asked for subscription amendments, so our job was to make it easier to modify or prolong any given subscription plan.
Redtag conducted a site migration to Salesforce and configure all customization the company needed.

Challange

The process of CPQ implementation

Our team conducted process migration and kept all existing data with more added automation, which improved customers’ experience while purchasing and helped the research company sell faster.
We collaborate in compliance with SCRUM with daily meetings and product owner’s approvals

We took the following steps:

our team enabled the quote generation based on the currency of purchase and client categories or tiers;
the Salesforce CPQ Quote Line Editor (QLE) calculator was configured;
our team optimized the product categories; hence the clients will not see irrelevant products in recommended categories;
without breaking the standard flow, product number restriction in quote lineups was overcome by a skillful combination of custom development and OOTB automation.This critical step aims to boost sales tremendously;
when customers make amendments to existing subscriptions, there is no longer a need to cancel the first one. Our team made it possible to create a new subscription and preserve the old one with already bought products;
CPQ Admin can create its approval chain to expedite the approval process, while the decision maker can approve them all one go or one by one.

Diligent work and tight collaboration allow the research company to sell quickly and avoid mistakes and data losses.
Salesforce implementation significantly reduced the system deployment time as well.

Solution

The key changes in user experience

The research company has quick access to price books with various products, and each deal takes much less time to close with CPQ implemented.
All valuable data is secure, and sales representatives are happy to do their work efficiently.
As an experienced PDO, we are excited to help companies to assimilate knowledge in Salesforce technology and ready to configure and customize all compatible apps and tools.

Solution

In partnership with Nextview Consulting

Clouds & Technologies