tools hanging from a work bench

A Top Manufacturing Solutions Agency uses Salesforce CPQ to Provide Quick, Customized Quotes

Client Success Snapshot

Client Profile:

  • Overview: A major provider of precision machine tools and automation solutions in North America
  • Industry: Manufacturing
  • Team Size: 201-500 employees
  • Annual Revenue: $10-100 million per year
  • Headquarters: Charlotte, NC, USA
  • Markets: North America

The Challenge

A leading provider of precision machine tools and automated manufacturing solutions struggled with an inefficient pricing process that hampered its ability to serve customers efficiently. Its sales representatives had generated all of its quotes through By Design, a complex tool that was difficult to navigate and could not customize pricing to the degree the company required.


Gerent’s Approach

The manufacturer wanted to deliver a better transaction experience for its partners and customers, but lacked the infrastructure to generate multiple customized quotes on a short turnaround. 

After consulting Salesforce and Gerent advisors, the client selected a cutting-edge pricing tool with much-needed customization options: Salesforce CPQ.

Key Takeaways

Today, this leading provider of manufacturing tech solutions facilitates top-tier experiences throughout their customer journey, from consumers’ first conversations with the sales team to their final installations. The company takes its brand promise to provide high-caliber, just-in-time service seriously — and with Salesforce’s tools at hand, it’s well-positioned to deliver on it.

Client Success Story

Our client, a leading provider of precision machine tools and automated manufacturing solutions, built its reputation around one goal: to deliver best-in-class equipment, services, and support to its customers. Forging a close partnership with customers is paramount, as the company prides itself on offering the mechanical solutions consumers need, whenever and wherever they need it. 

But even as the client’s offerings grew more advanced, its pricing process began to show signs of age. 


Inefficient tools cause cascading problems for a customer service-oriented client

Before the company’s 2020 engagement with Gerent, its sales representatives had generated all of its quotes through By Design. This complex tool was difficult to navigate and could not customize pricing to the degree the company required. 

The manufacturing solutions organization wanted to deliver a better transaction experience for its partners and customers. To do so, the company would need a cutting-edge pricing tool that could automatically generate multiple customized quotes on a short turnaround. 

After a few conversations with Salesforce and Gerent advisors, the equipment provider landed on an answer: Salesforce CPQ.


CPQ provides customizable pricing options that allow quick, tailor-made quotes

Salesforce CPQ offered an intuitive solution to the organization’s pricing needs. CPQ (“Configure, Price, Quote”) is a tool that empowers companies to generate accurate pricing for any product configuration. By taking a variety of factors into consideration — including optional features, varying quantities, and available discounts —this versatile tool enables sales representatives to deliver multiple tailored quotes quickly. 

“I think their team really saw the value of being able to fine-tune sales resources through dynamic search filters, guided selling, and other CPQ tools,” Lisa French, a solution architect on the project, said. “That’s what they were looking for: a way to streamline the quotes for these machines and have them be accurate.” 

Ultimately, implementing CPQ would allow this leading manufacturing solutions provider to establish a better pricing process and design a transaction experience on par with the brand’s best-in-class service standards.


Adding advantages: packaging CPQ with other necessary tools in Salesforce’s CRM

The client initially asked Gerent for help in selecting a pricing tool. However, CPQ wouldn’t be the only resource the company would gain during the implementation process. Because CPQ comes embedded within Salesforce’s Sales Cloud, our client would also reap the benefits of having Salesforce’s CRM. 

“We couldn’t implement CPQ as a standalone product, so we had to implement Sales Cloud first,” Gerent’s lead architect for the project, Valentine Christopher, explained. “And that ended up being a great tool for them.” 

Sales Cloud delivered all of the benefits associated with a top-tier CRM — from providing a 360° customer view to compiling reports, tracking consumer interactions, and monitoring potential lead opportunities. 

To ensure that Sales Cloud would integrate seamlessly with our client’s existing Infor ERP, Gerent collaborated with another solution vendor, Endowance. The combined team implemented Duet 360, a middleware product that would empower the client’s sales team to effortlessly transfer information from Infor ERP into Sales Cloud and vice versa. 


Gerent enables a manufacturing solutions agency to provide top-tier experiences to clients

Today, our client facilitates top-tier experiences throughout their customer journey, from consumers’ first conversations with the sales team to their final installations. The company takes its brand promise to provide high-caliber, just-in-time service seriously — and with Salesforce’s tools at hand, it’s well-positioned to deliver on it. 

Want to learn more about what CPQ and Sales Cloud can do for your company? Contact Gerent today for a consultation!

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