Gone in 60 Seconds From Salesforce to Quote
Xirrus is the leading provider of high-performance wireless network
arrays, often consisting of multiple components with a number of
configuration, mounting, software and support options.
Business Profile
Founded in 2004, Xirrus is the
leader in high-performance
wireless networking with over
175 staff worldwide
Industry
Problem
The sales process would typically involve a site survey carried out by
engineers that would produce a list of the necessary products and
their required mountings. On completion the list would be passed to a
sales rep to produce a quote using spreadsheets.
Hi-tech
Geography
Worldwide, with company offices
in the US, UK, and Australia.
Summary
• Used spreadsheets to
manage quotes
• Inflexible pricing lead to
higher discounting
• Low attach rate of additional
cross-sell and up-sell options
• No automated approval
process or integration with
CRM
Benefits
• Reduced quote turnaround
time from minutes to seconds
• Automatic application of
discount information pulled
from Salesforce
• Increased attach rate of
support to nearly 100%
• Reduction in manual approval
of quotes
The spreadsheet approach required sales to do a manual translation of
the product list produced by the engineers, which was a time consuming
process. Pricing was rigid and tied to the specific units selected which
meant that Xirrus would often need to apply manual discounts to reflect
the economies of scale associated with the larger orders to remain
competitive on price. This created the perception that Xirrus was a high
priced niche player and resulted in lost business.
Xirrus completed the implementation of Salesforce CRM in 2011 to help
formalize and support a new sales process. As part of this implementation
a salesforce.com partner solution for producing quotes was rolled out.
However, adoption was limited and the majority of sales continued to
produce quotes using their spreadsheets.
Solution
CallidusCloud’s CPQ (Configure Price Quote) was introduced to simplify
the quoting process. Product and pricing information spanning multiple
systems was fed into CPQ as well as integration with Salesforce CRM. This
provided the correct discount information and approval criteria that were
unique based on the deal registration process and partner status. CPQ
was embedded directly into Salesforce for seamless single sign-on access.
Volume-based and product-based pricing flexibility was also setup in
CPQ. With support from CallidusCloud, the solution was live within six
weeks and is maintained almost exclusively by Xirrus.
6200 Stoneridge Mall Road, Pleasanton, CA 94588 I www.calliduscloud.com I 1 866 812 5244 I © 2012 CallidusCloud – Proprietary & Confidential
Results
The CPQ system simplified the quote process allowing sales to simply
select the products detailed in the site engineer report, whilst the system
worked out the most appropriate configuration and suggested the
relevant mountings and additional options.
“
We looked at a number
of options for improving
our quoting and document
creation process and felt
CallidusCloud offered the
only solution that had the
flexibility necessary to
implement our pricing rules
without requiring coding or
customization. The solution
was live within 6 weeks and
is seamlessly embedded
into our Salesforce CRM
system, helping sales to
generate quotes in seconds
whilst automatically
keeping CRM up to date.
Rick Austinson, IT Director, Xirrus
“
Quotes can now be produced in less than 60 seconds whereas
before they could take 30 minutes or more. Cross-sell and up-sell has
increased, in particular with an increase in sales of support services
from approximately 50% to nearly 100%. Few quotes now need manual
approvals since the correct pricing and discount information is applied
automatically, helping to shorten the sales cycle. The quoting automation
also lead to increased customer satisfaction due to the automatic
discounting of the higher priced products when the lower priced units are
unavailable. The simple and fast document production capabilities of CPQ
generates professional and consistent quotes that are easy to adapt to
incorporate new terms, markets or products as necessary.
About CallidusCloud’s CPQ
CPQ is a deal maximizer and deal accelerator. It is an online and mobile
solution that simplifies your quoting and selling process making it easy
to produce quotes with the best combination of products, options and
services. No need to worry about product compatibility, pricing and
discounts as CPQ ensures the right products are selected and priced
correctly without excessive discounting. The net result:
• more quotes
• shorter sales cycles
• larger deal sizes
For more information visit:
http://www.calliduscloud.com/products/CPQ
or call 1 866 812 5244
6200 Stoneridge Mall Road, Pleasanton, CA 94588 I www.calliduscloud.com I 1 866 812 5244 I © 2012 CallidusCloud – Proprietary & Confidential