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Salesforce· Industrial manufacturing · B2B quoting· 2020–2021· ~9 months

Salesforce CPQ Implementation for a B2B Manufacturer

First full CPQ rollout — from legacy Excel quotes to a configured, governed, auditable quote-to-cash.

  • Salesforce CPQ
  • Sales Cloud
  • Product Rules
  • Price Rules
  • Quote turnaround
    days → hours
    on standard configurations
  • Users onboarded
    150+
    across two business units
  • Go-live
    on time
    no scope change after UAT

Business problem

Sales was quoting in Excel. Discounts were approved on email, product configurations were inconsistent, and no one could audit why a given price had been given to a given customer.

Data available

  • Product catalogue with options, bundles and dependencies
  • Price books and currency variants
  • Discount matrices and approval thresholds
  • Customer master data from Sales Cloud

Solution implemented

  1. 1Designed product hierarchy, options and rules with the commercial team — one canonical configurator, no workarounds.
  2. 2Built price rules and discount schedules tied to volume and segment; approvals routed via the standard CPQ approval chain.
  3. 3Templated quotes in PDF with dynamic content blocks so sales stopped re-doing the same document every week.
  4. 4Trained sales and sales ops end-to-end and documented the admin runbook for internal handover.

Impact

Quote turnaround
days → hours
on standard configurations
Users onboarded
150+
across two business units
Go-live
on time
no scope change after UAT

What I learned

CPQ does exactly what you tell it. If master data is messy, CPQ amplifies the mess — so most of the work is upstream.
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