Technology Group Transforms Quoting And Takes Control Of Recurring Revenue

Before implementing Flexpricer, SenSys used standard Salesforce quoting functionality. SenSys found that generating quotes for their services was a time-consuming experience that was prone to pricing errors. The company also wasn’t able to capture the correct recurring revenue and billing information.

With Flexpricer in place, SenSys has been able to take control of its recurring revenue and speed up quoting by over 90%.

Paul Carass, Salesforce Technical Solutions Architect at SenSys, explains in further detail

“Prior to implementing Flexpricer, it would have taken a sales rep up to two hours to compile the products and services for one of our telephony systems in a Salesforce opportunity…with Flexpricer in place, it now takes less than 10 minutes per quote.”

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The Challenge: Time-Consuming and Inefficient Quoting Process

SenSys Technology Group offers one point of contact for all business IT, network, communications, and business systems. The company has designed, installed, and supported large intelligent network solutions, electronic security systems, and technology integrations.

Before implementing Flexpricer, SenSys used standard Salesforce quoting functionality. Paul Carass, Salesforce Technical Solutions Architect at SenSys, explains the problem with this approach. “While this “worked”, it did not allow us to capture more advanced parameters around our recurring revenue,” says Carass.

SenSys found that generating quotes for their services was a time-consuming experience that was prone to pricing errors. The company also wasn’t able to capture the correct recurring revenue and billing information.

“We knew that our quoting process was broken,” explains Carass. “We needed to be able to streamline it and get all the additional information back into Salesforce. We also wanted to take our sales team out of spreadsheets.”

The Solution

In order to overcome their quoting challenges, SenSys investigated several CPQ solutions from Salesforce AppExchange. The company ultimately decided to implement Flexpricer, as it had all the features and functionality it needed, as well as being competitively priced.

“We tried Flexpricer in a Sandbox Org, and we loved the Product Configurator and Simple Subscription features”

Flexpricer’s smooth and speedy implementation process was another key factor in choosing the solution. SenSys was able to get up and running in days due to Flexpricer’s ease of configuration.

SenSys was also impressed with Flexpricer’s customer service. “We have had amazing support from the Flexpricer team,” says Carass. “Whenever we had a question about how to best achieve a certain functionality, they were there to support us with best practices and sample use cases to guide us.”

The Result: Smoother and Speedier Quoting Process

91% INCREASE IN QUOTE VELOCITY

  • Easier and quicker quoting process

  • Better reporting and business intelligence

  • Standardised quoting for all staff

  • Control of recurring revenue

Implementing Flexpricer has enabled SenSys to eliminate its manual quoting process. It also makes the quoting process much quicker and easier.

Carass explains the benefits SenSys has experienced since implementing Flexpricer. “Prior to implementing Flexpricer, it would have taken a sales rep up to two hours to compile the products and services for one of our telephony systems in a Salesforce opportunity, copy those into a Quote Document Template, and send them to a customer, says Carass. “With Flexpricer in place, it now takes less than 10 minutes per quote.”

With Flexpricer in place, SenSys has transformed the way it quotes while also getting a higher level of information from its reports than when it was using standard Salesforce Reporting. Flexpricer’s Product Configurator has allowed SenSys to streamline the steps needed to build and quote its complex IT and telephony systems with ease and speed. It has also standardised the quoting process for all staff.

With Flexpricer’s Simple Subscriptions feature, SenSys has been able to take control of its recurring revenue.

Next Steps: Building Better Product Configurators

As SenSys grows and pivots into other specialist areas, the company plans to continue building bigger and better Product Configurators with Flexpricer. SenSys is also expanding its Contract Lifecycle Management team to ensure that no revenue is left on the table. “This is all possible now, thanks to Flexpricer,” says Carass.

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