Process-first CPQ configuration
Understood current manual sales-rep activities first, then configured CPQ with customisable templates, validation and prompts — customising only where required.
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Accreditations
Case Study · Global machines & spare parts manufacturer
A Salesforce CPQ (Configure, Price, Quote) implementation for a global Machines & Spare Parts Manufacturing company already on Salesforce Sales Cloud — standardising pricing, discounting, quoting, approvals, ordering and the full quote-to-cash process. Replacing error-prone Excel quoting and untracked discount approvals with configured CPQ templates, product-compatibility rules, exception approval workflows, a 45% markup price rule, order creation from both Quote and Opportunity, and quote-PDF generation. Quote creation and approval time dropped to one tenth, errors to under 2%, and the client's internal team became able to generate quotes themselves.
Industry
Manufacturing
Salesforce / CPQ / Manufacturing
A global player in Machines & Spare Parts Manufacturing was already using Salesforce Sales Cloud as its CRM (leads, accounts, contacts, opportunities) and wanted Salesforce CPQ to manage product pricing, quantity, customer discounts and the complete quote-to-cash process. Xpertnest first understood the client's current processes and all the manual activities performed by sales reps, then configured and customised CPQ where required.
Business requirements & challenges
A new CPQ platform had to replace flexible-but-error-prone Excel quoting and fix untracked discount approvals that were leaking revenue.
Major challenges
Solution
Understand current manual processes, configure Salesforce CPQ, and customise only where needed — templates, rules, approval workflows and custom order/pricing logic.
Stack
How it works
What's new
Understood current manual sales-rep activities first, then configured CPQ with customisable templates, validation and prompts — customising only where required.
Flags products that should not be bought together, catching invalid combinations during configuration.
Approval workflows for exception scenarios track discount approvals, with easy approvals by email — fixing the revenue leakage.
A CPQ price rule adds a consistent 45% markup to product prices instead of manual calculation.
Combines Opportunity Products with Quote Products and adds separate order-creation buttons on both objects.
Quote-PDF generation, accurate multicurrency quotes for a global business, and easier product-picture upload via Notes & Attachments.
Business benefits
Standardised, controlled quote-to-cash with dramatically faster, more accurate quoting.
1/10
quote creation + approval time
<2%
error rate
45%
markup applied via price rule
At a glance
| Industry | Machines & Spare Parts Manufacturing (global) |
|---|---|
| CRM | Salesforce Sales Cloud |
| Core System | Salesforce CPQ (quote-to-cash) |
| Replaced | Error-prone, non-standard Excel quoting |
| Discounts | Exception approval workflows + email approvals |
| Pricing Rule | 45% markup via CPQ price rule |
| Quotes | Customisable templates, multicurrency, status tracking, quote PDFs |
| Product Rules | Flag incompatible product combinations |
| Orders | Create from Quote and from Opportunity (combined products) |
| Product Images | Upload via Notes & Attachments |
| Quote + Approval Time | Reduced to 1/10 |
| Error Rate | Under 2% |
| Adoption | Internal team generates quotes themselves |
| Outcome | Increased sales, reduced documentation |
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