Nimble Storage Increases Speed and Accuracy of Sales Quotes and Orders with Salesforce CPQ “Configuration errors are now almost Challenge: Old quoting systems experience with sub-par quoting solutions, so we were couldn’t keep up with the growth in discriminating in our research. Not only was Salesforce nonexistent due CPQ the best solution, we were surprised to find out products that their startup costs were much lower than some of to the rules put in Nimble Storage has grown since its beginnings in the other solutions on the market.” place by Salesforce’s 2008, and with that growth has come an increase Benefits: in products, now totaling more than 600 line items. product configuration Prolific output can be a good thing for a company, Salesforce CPQ provided many benefits to Nimble but the existing quoting solution at Nimble Storage Storage, including: engine.” couldn’t keep up with the need for quick releases. Easy Installation and Admin Ruchika Chopra, Manager Sales Operations at Most of Nimble Storage’s data was already in Nimble Storage, is responsible for the overall Salesforce, so installing and getting up to speed on effectiveness and productivity of the company’s Salesforce CPQ was quick and easy. This allowed the sales teams. He administers and optimizes all sales company to avoid hiring expensive outside resources, processes, tools, and training. With a large sales such as consultants and implementation experts. team spread throughout North America, Europe, Asia, and Australia, Nimble Storage was relying on a Training was extremely easy, too. Because of native complex and difficult-to-manage spreadsheet-based integration with Salesforce, and the intuitive and quoting and sales order system that quickly became straightforward user interface in Salesforce CPQ, unwieldy for reps. The quoting process was in need Nimble Storage was able to train their entire team of an overhaul. “It’s all about scale. We needed to be using a two-hour WebEx session, supplemented prepared,” said Chopra. by optional one-hour coaching sessions twice a Solution: CPQ that is easy to use, week for a month. First-time user Ruchika Chopra, Sales Operations Manager, was really impressed install and administer and learned to manage the program for Nimble Ruchika Chopra Nimble Storage needed an affordable quoting tool Storage’s Quote-to-Cash and New Product Introduction Manager Sales Operations that was seamless with its Salesforce CRM platform processes in just days. Now, all new hires are briefed Nimble Storage to streamline the quoting process and also provide quickly and easily as part of their onboarding process. flawless data reporting. They found the perfect tool in “Creating quotes is now a breeze compared to the Salesforce CPQ. tedious spreadsheet mechanics reps struggled with According to Chopra, “Our leaders had some before Salesforce CPQ, said Chopra. “Other quoting tools I’ve used require technical expertise around 5 |