Salesforce CPQ helps Cloudera Streamline Sales Processes Challenge: Simplify quoting and accuracy and manages discounting practices, helping “The implementation of manage discounting practices sales reps reduce errors and improve productivity. Salesforce CPQ is vastly After discovering Salesforce CPQ, he implemented it As an enterprise data management company, at five different organizations. Based on his extensive less complicated, faster Cloudera manages a high volume of renewals, add- experience with CPQ vendors, Nilsson presented ons, co-terminations and pro-rating, and salespeople multiple CPQ solutions in an internal bake-off to and less expensive often have to consolidate multiple renewals into Cloudera’s finance team, and Salesforce CPQ was one. This can quickly become very complicated. the clear choice. After he sent his requirements than other CPQ Cloudera was using the standard Salesforce price to Salesforce CPQ and received their proposal, software” books with some customizations, but this approach implementation took only two weeks. had limitations. In addition, Cloudera was using “Previously, I had implemented CPQ solutions from a an email-based approval process for discounting; number of vendors,” said Nilsson. “While some vendors conversations about discounting were handled in offer a thousand points of functionality, I needed to back-and-forth emails. When the opportunity came to focus on the features that really matter to Cloudera. help streamline Cloudera’s sales processes to prepare It was also clear to me that the implementation of for rapid growth, Lars Nilsson, VP of Field Operations Salesforce CPQ is vastly less complicated, faster and for Cloudera, knew where to start. less expensive than other CPQ software.” Nilsson had helped dozens of organizations implement Benefits: Sales 2.0 technologies while working as a consultant before joining Cloudera. He had seen the benefits of Salesforce CPQ provided many benefits to Cloudera, implementing a Configure Price Quote (CPQ) solution including the ones described below: and understood that CPQ could be an essential part of their sales process re-engineering. Easy Adoption for Salespeople Solution: Implement a proven CPQ Cloudera’s sales team found Salesforce CPQ to solution be very intuitive, just like Salesforce. Built on the Salesforce Platform, Salesforce CPQ provided a truly Before joining Cloudera, Nilsson founded and ran native experience that allowed salespeople to take Lars Nilsson Sales Source, a sales operations consultancy that advantage of important Salesforce functionality like VP of Field Operations helped dozens of organizations implement Sales 2.0 multicurrency support. Salesforce CPQ introduced Cloudera technologies. In this role, he had implemented CPQ a user-friendly CPQ interface into Salesforce without solutions from a number of vendors. For increasing imposing another external system that salespeople the speed and accuracy of the quoting process, Lars’s would need to do their job. Cloudera salespeople tool of choice was Salesforce CPQ. Salesforce CPQ simply go into an opportunity and select the SKUs that simplifies configuration, ensures pricing and quoting Nilsson and his management team have pre-loaded into Salesforce CPQ. 1 |