NetMotion Wireless Created a More Profitable and Efficient Sales Team by Replacing Their CPQ “Our accuracy has leapfrogged... Challenge: Create a more profitable IT Director Morgan Van Wely was responsible for and efficient sales machine finding and implementing the right solutions, and the Salesforce CPQ first thing he did was to replace their CPQ software. NetMotion Wireless was growing fast—their software He faced an upcoming product release that involved a is much better filled a critical need for the market and they had a complicated licensing and maintenance fee structure, sound sales strategy in place. But they knew they and he knew the current software could not handle integrated with our could grow faster. Their challenge was execution. the complexity. He needed to find a new CPQ app that could handle their complex needs, and was built licensing system.” They focused on creating a more profitable and on the Salesforce Platfom. This would ensure that efficient sales machine by streamlining all existing the data would always be up-to-date and reliable. He sales and marketing applications, which had been chose to implement Salesforce CPQ. selected on an ad hoc basis. The new solution suite needed to integrate with Salesforce CRM, and it Benefits: also had to meet the varying needs of a team of 30 Salesforce CPQ provided many benefits to NetMotion salespeople with multiple roles—plus a network of Wireless, including: channel resellers. One important component of the new solution Rapid implementation that fits their exact would be an automated configuration-price-quote needs (CPQ) solution. They implemented CPQ software, Although NetMotion Wireless spent nearly three years however, three years later, the team still struggled to trying to build their complicated business rules into their make the CPQ app work for them. For example, the old quoting solution, they got up to speed on Salesforce tool couldn’t handle the company’s complex pricing CPQ in just nine weeks! Advanced pricing and volume structure and licensing rules. The sales team was still discounts? Check. Subscription and renewal prices? Got creating quotes manually, switching back and forth it. Complex product bundles? No problem. between their licensing database, Excel and Word to configure a full quote. The software also failed to A user-friendly interface that reps actually Morgan Van Wely provide clean and accurate data, even though the use IT Director provider said the solution integrated with Salesforce. NetMotion Wireless Solution: Replace their old CPQ Unlike NetMotion Wireless’ previous tool, which had a challenging user interface, Salesforce CPQ is simple with one that can handle their and easy to use. Because Salesforce CPQ is built complex requirements directly on the Salesforce Platform, the sales team never has to leave Salesforce to create accurate quotes. 3 |