Case Study
EC Hispanic Media
At a glance
EC Hispanic Media realized its processes weren’t scalable, so they contracted us to implement Salesforce CPQ in order to streamline their quoting, sales, and reporting processes.
The Challenge
EC Hispanic Media sales team members were using PDF rate cards to determine pricing. While this worked for simple orders, complex ones with multiple products, each with a different discount amount, became very time-consuming.
Sales team members need approval for special discounts and pricing. With EC Hispanic’s existing software, there was no way to automate this process or track updates. This caused many quotes to become delayed or lost.
With incorrect data from manual entry, complex pricing, manual quote generation, and a difficult approval process, it took a long time to send a quote to a prospective customer. This inefficiency and poor customer experience ultimately led to lost revenue.
About EC Hispanic Media
EC Hispanic Media is a Los Angeles-based company with headquarters in Norwalk, California. Through its flagship digital product, ElClasificado.com, EC Hispanic Media reaches almost 2.5 million Hispanics on a monthly basis.
Headquarters: Norwalk, CA
Website: www.echispanicmedia.com
Industry: Media & Communications
The Outcome
As newspaper advertisements are not a typical Salesforce Quote-to-Cash implementation, we had to create a unique design for product catalog, pricing, and discounting to meet EC Hispanic Media’s requirements.
In addition to utilizing every possible type of discounting offered by Salesforce Quote-to-Cash, we had to create custom discount products to remove a percentage without impacting the individual line pricing.
We led several successful training sessions with the EC Hispanic Media team to show them how the implementation works and ensure all were comfortable with the change. We also taught key personnel how to modify sections of the tool, such as pricing and discounting, so changes could be made internally.
Ready To Sell Smarter?
Speak with one of our certified Salesforce experts today.