America’s first publicly funded technical college reseller team increases quote velocity by 87%

The Reseller Story

Before implementing Flexpricer for Salesforce, Gateway Technical College calculated and created all its quotes manually and stored them in a drive before inputting them into a Smartsheet.

People often wouldn’t remember where the quotes were stored or how they were priced, particularly given their sales motion incorporates reselling supplies.

It was an inefficient and time-consuming process.

By implementing Flexpricer for Salesforce, Gateway Technical College eliminated their manual quoting process, improved pricing accuracy and account managers are now able to complete quotes up to 87%  faster.

Michelle M. Miller, Administrative Assistant to Vice President, Business and Workforce Solutions takes us through their journey

“It used to take the account managers up to about two hours to complete a quote. Now, it takes approximately 15 minutes to complete.”

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The Challenge: Manual Quoting because of the Need to Mark-up

Gateway Technical College provides customized training for companies where most programs incorporate supplies purchased from local businesses, industry, and community leaders.

The college has a goal of buying locally and helping its local communities grow and thrive.

Before implementing Flexpricer CPQ, all its training quotes were created manually, stored as document files and then input into a spreadsheet for tracking.

People often wouldn’t remember where the quotes were stored or how prices were calculated.

It was inefficient and time-consuming.

The organization wanted to work in Salesforce but did not have an easy way of taking advantage of all the key Sales Cloud features if it could not resell by taking the purchase price of their supplies and ensuring that there was a consistent 30% mark-up added.

The Solution

  • Features Utilized

    • Easy Implementation
    • Real-time Calculations
    • Dual-sided Pricing
    • Target Total

  • Benefits

    • Utilizes Sales Cloud
    • Reselling Quotes Faster
    • Improved Accuracy
    • Automatic Tracking Profitability & Margin
“We were looking for a way to add a 30% markup when reselling our supplies in Salesforce.

Gateway Technical College found that Flexpricer for Salesforce was the only app that met their requirements and needs when it came to adding the markup on courses.

Flexpricer CPQ was the only app that met our requirements and needs.”

The implementation process was straightforward, which was surprising given the perception that it would be more complicated.

According to the college, everything went smoothly. Flexpricer answered all their support tickets promptly.

Michelle M. Miller, Administrative Assistant to Vice President, Business and Workforce Solutions, explains one particular situation where Flexpricer’s support team transformed the way they were using the software:

“At one point during a implementation help session, the Flexpricer team realized that we had misunderstood and been using the application the wrong way.  They quickly got us back on track,” explains Miller.
“The Flexpricer app is easy and helps save time.  Our team was so relieved by their help.”

The Results: Better Sales Performance

87% INCREASE IN QUOTE VELOCITY

  • Eliminate manual quote creation

  • Faster and more accurate quotes

  • Improve productivity and transparency

  • Better sales performance

Using Flexpricer has eliminated Gateway Technical College’s manual quoting process and account managers are now able to complete quotes much faster.

“Before using Flexpricer/Salesforce, it used to take the account managers (depending on how much information they needed to gather) up to about two hours to complete a quote,” explains Miller. “Now that they have all of the products in the system already priced and automatically adding the extra 30% fees, it takes them approximately 15 minutes to complete quotes. Flexpricer has improved productivity and transparency for our team.”

Gateway Technical College is now able to use Salesforce to better connect with its partners, customers, and potential customers. The college can keep track of all its customer activity and market its courses to its customers through email blasts.

Miller explains the benefits they have already seen in more detail: “Currently, we are sending out marketing email blasts to almost 900 customers and they have responded positively by attending our programs and workshops. We have all our contracts (50) in Salesforce for the year thus far.”

Flexpricer has helped booth sales performance as Miller explains: “The account managers are being very competitive as their quarterly performance is being tracked by everyone on the team.”

Next Steps: Expanding College Wide

Gateway Technical College plans to take Salesforce college-wide to include its business department. They plan to do billing through Salesforce eventually.

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