“The sales reps don’t realize that they’re in Salesforce his request is urgent, Karan has been able to get CPQ—they feel like they’re in Salesforce,” said Nilsson. support after work hours. And, Nilsson has found that “The experience is so native that you can access all Salesforce CPQ listens carefully to his suggestions the usual Salesforce functionality while you’re in about product features and addresses them in Salesforce CPQ.” product updates. Automated Discounting Controls “They go above and beyond for me as a customer,” Salesforce CPQ has given Cloudera a handle on said Singh. discounting practices across offices and regions. Now, “I can go to Salesforce CPQ and say, ‘Hey, can if salespeople try to offer a discount over a specific you guys build this feature or enhance that one?’” amount, Salesforce CPQ will automatically initiate said Nilsson. “They’ll take me seriously. Having a an approval process. While a 10% or 15% discount development partner who can understand our needs might require one or two people to sign off, a 35% and take action is so valuable.” discount now requires multiple tiers of approval, including a sign off from the CFO. Salespeople also Streamlined Workflow have to provide written justification for why they are Salesforce CPQ makes it easy for Cloudera salespeople requesting discounts, and each approver can add to configure, price and quote complicated blends comments as well. Nilsson even plans to implement a of renewals, co-terminations and add-ons within About Cloudera dashboard that will rank reps and their team members the familiarity of Salesforce. Salesforce CPQ also on average discounting behavior. For a discount that saves reps from complex calculations and potential Cloudera is revolutionizing enterprise data requires five signatures, Salesforce CPQ can automate mistakes. management by offering the first unified Platform the approval to go to all five people at once, or one at for Big Data, an enterprise data hub built on a time. Capacity for Growth Apache Hadoop™. Cloudera offers enterprises one place to store, process and analyze all their data, “Thanks to the automated discounting controls, As Cloudera expands it sales organization in the empowering them to extend the value of existing Salesforce CPQ will be easier to justify than any other coming year, Lars expects to scale its use significantly. investments while enabling fundamental new ways tech purchase I make this year,” said Nilsson. “The new to derive value from their data. Only Cloudera process encourages our salespeople to sell on value.” “I know a company that has over 500 reps using offers everything needed on a journey to an Salesforce CPQ, and that makes me feel very, very enterprise data hub, including software for business A True Partnership comfortable,” said Nilsson. critical data challenges such as storage, access, management, analysis, security and search. As the Karan Singh, Senior Sales Operations at Cloudera leading educator of Hadoop professionals, Cloudera and Nilsson’s implementation specialist, notes that has trained over 20,000 individuals worldwide. Over Salesforce CPQ customer service representatives 800 partners and a seasoned professional services have been knowledgeable and very responsive. In team help deliver greater time to value. Finally, only his experience, they frequently go outside the scope Cloudera provides proactive and predictive support of their role to address any questions he has. When to run an enterprise data hub with confidence. Leading organizations in every industry plus top public sector organizations globally run Cloudera in production. www.salesforce.com/products/quote-to-cash | 2