The obvious CPQ choice for world-leading hand tracking and haptics company

World-leading hand tracking and haptics company Ultraleap is a technology organisation that licences software and sells hardware.

Ultraleap employs around 200 people and is dealing with the growing pains of going from being a small company to a midsize company. The company is also dealing with a lot of change because the technology market is fast-moving and tumultuous. This means Ultraleap has to constantly react to the market in which it operates.

“It was the obvious choice for us. The other solutions out there are massive and hugely complex to implement or not as good but still cost the same price.”

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The Challenge: Implementing Volume Pricing

Before implementing Flexpricer, Ultraleap was using Salesforce Price Books to manage its pricing. Ultraleap had a price sheet in an Excel document that salespeople had to refer to before sending out quotes. The company was also using a PDF generator that offered a kind of quoting solution, but it was too basic for their needs.

Ultraleap has different pricing structures for different software licensing models that sometimes use the same product. Their licences are all stored under one product in Salesforce, but the price changes significantly depending on the business model. The company didn’t know how to manage pricing for this scenario.

Ultraleap wanted to introduce volume deployments with customers, which meant that the company needed a way to define volume pricing. It wanted to simplify the pricing process for salespeople to ensure they didn’t have to know the details by heart. The company also wanted to enforce control around pricing and implement discount approvals.

The Solution

In order to implement volume pricing and make things easier for the sales team, Ultraleap chose Flexpricer CPQ. However, the way Ultraleap uses Flexpricer today is different from how they initially thought they would use it. “Some of the things that we get a lot of value from were not part of our initial reasoning for exploring Flexpricer,”
Dev Purdon, Senior Manager, Revenue Operations & Distribution at Ultraleap.

Ultraleap has had a great experience working with Flexpricer, according to Purdon. “Flexpricer put together custom builds for us to implement as features,” he explains,” Purdon. “They’ve been responsive and flexible. We also appreciate that they built into the core offering for us.”

According to Purdon, most of Flexpricer’s concepts are easy to get your head around once you’ve read the documentation. “Flexpricer has good documentation to support all its features, which is an important factor,” he says.

“While we didn’t have a complex pricing structure at the time, we were up and running within a week.”

The ability to easily move solutions and not get locked in was another selling point for Purdon. “One core thing that I like about Flexpricer is that if you decide to change solutions, you can strip the whole thing out and have all of the standard objects still intact,” he explains. “We could safely make the jump to Flexpricer without worrying that we would lose a huge amount of data if we grew out of it or changed direction years down the line.”

The Result: More Flexibility and Better Control

Benefits

  • More accurate pricing

  • Implemented volume pricing

  • Gained control of discounts

  • Ability to easily add shipping costs

Flexpricer works so well for Ultraleap that they have stopped trying to measure its performance, according to Purdon. “We would struggle to operate without Flexpricer,” he says.

“It was the obvious choice for us. The other solutions out there are massive and hugely complex to implement or not as good but still cost the same price.”

One feature that has been useful for Ultraleap is Flexpricer’s customer pricing, as Purdon explains: “One thing that I hadn’t thought about was a way to record fixed customer pricing where we had a contract in place that had pricing that was different from standard,” says Purdon. “Flexpricer’s customer pricing is super helpful here. Anytime I sign a contract, I set it up in Salesforce so that it records the pricing we’ve agreed on if it’s different from normal. Flexpricer automatically creates a Salesforce workflow and a customer pricing record, so we don’t require discount approvals.”

Using Flexpricer to take care of this means that the price is already set, and if they transfer the account, they know that the price is agreed upon with the customer because it comes up automatically.

Flexpricer also enables Ultraleap to implement better control over discounts, which means they don’t have to worry about honouring quotes that went out without being approved.

Ultraleap has now started using additional features like bundles more regularly. Ultraleap ships Ex Works for most of their customers, which salespeople often forget to mention. The company can now use Flexpricer’s product add-on to include shipping on any physical product automatically. This has saved Ultraleap time and effort when it comes to working out and adding on shipping costs.

Conclusion: Going Above and Beyond

According to Purdon, working with Flexpricer has been painless and they’ve gone above and beyond in helping with queries. “I would highly recommend Flexpricer to anyone who is starting a more complex business structure and wants something that will grow with their company and its needs,” he says.

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