Case Study
Quest Software
At a glance
Quest was using BigMachines as its CPQ solution. The proprietary nature of that system meant that integrating with Salesforce was difficult.
Services
The Challenge
Initially, Quest was using BigMachines as its CPQ solution. The proprietary nature of that system meant that integrating with Salesforce was difficult. However, fully utilizing the legacy system was not an option. Because of this, it placed a large administrative burden on the team, costing time and causing frustration for everyone.
The Quest team was also struggling with the process for time renewals. The manual process required cloning, and data entry was time-consuming. The sales team was using Word documents to create each quote manually, which also caused issues when math was done incorrectly.
About Quest Software
Quest Software helps customers solve complex technology problems with simple solutions. With Quest, companies of all sizes can reduce the time and money spent on IT administration and security. Quest has more than 100,000 customers worldwide across its portfolio of software solutions spanning information management, data protection, identity and access management, and Microsoft platform management.
Headquarters: Aliso Viejo, CA
Website: www.quest.com
Industry: High-Tech
The Outcome
We were able to fully implement Salesforce CPQ, which included configuring 2,500 products, 15 bundled products, and other products that Quest was responsible for. We also configured pricing rules, which included automated, volume-based discounting for Quest’s products.
By utilizing the pricing management and quoting processes we implemented, the Quest sales team is now able to deliver more proposals to customers faster than ever. The team no longer has to worry if the quote of those proposals is incorrectly branded because all documents are automated through the Document Generation in CPQ and there are fewer errors with discounted rates, so the chances of lost revenue are decreasing.
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