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Since 1974, Wittenbach has provided world-class money processing and security solutions. They specialize in strategic partnerships with financial institutions and retail establishments. The driving force behind their growth is listening to clients and quickly delivering the right solutions to help them succeed.
Wittenbach used Salesforce CRM along with Navision ERP. It needed a sales process with a seamless opportunity workflow to enhance its Change Orders function. They also wanted to implement Salesforce CPQ for its easier Quote Management features and ability to scale in handling their complex Product and Pricing structures.
Wittenbach used Salesforce to manage leads, accounts, contacts, and opportunities. They relied on Navision for the ERP side of things. The client needed better integration between the two systems because it had a double-booking problem.
Sales reps weren't able to summarize an opportunity within Salesforce CRM. Instead, they struggled with product selection due to a massive list of products they sell as bundle/unit. To generate a quote, the sales rep had to individually select every relevant product. This tedious step led to errors that generated inaccurate quotes and proposals.
Also, their setup didn't efficiently handle Pricing/Discounting using standard formula fields for Discounting Schedules, Contracted Pricing, and Block Pricing. Again, this required a lot of manual customization and human effort to produce proposals with correct calculations. The sales reps couldn't generate Price and Discount calculations on the fly because they didn't have the Line Item Editor. They had been tracking their revenue and Change Orders in a new Opportunity, which didn't provide the exact figure of the Sales Profit/Revenue/Amount.
The out-of-box solution had only seven stages of the sales process. Wittenbach wanted 15 sub-stages under seven stages. This change lets the sales team know what stage the opportunity is currently in and know exactly what's been done and what comes next.
AppShark also developed a new system to send alerts, set reminders, and track the progress of ongoing opportunities without negatively affecting performance. Moreover, AppShark designed a dashboard to better track, monitor, and close deals. This lets the client stay on top of things for the customer in terms of deliverables, service, and support.
AppShark implemented Salesforce CPQ, which allowed Wittenbach to create accounts, quotes, and winning opportunities all in one place. This solution allowed them to work with multiple bundles and different sets of rules and workflows. AppShark created a process that automated the interaction between Salesforce CPQ and Navision to eliminate the double-booking problem.
Originally, Wittenbach's business handled about 30 to 40 bundles. AppShark reduced this to a far more manageable 15 by allowing nestled bundles. Nestled bundles allow the client to create dynamic bundles in real-time. Before AppShark enhanced the process and implemented Salesforce CPQ, the client manually managed their data using a Word document with no structured or automated setup.
o Increased automation
o Eliminated double bookings
o Expanded Salesforce use beyond reporting
o Gained the ability to automate and monitor opportunities
o Automated pricing and quotes