Elevated pricing and quoting efficiency
Software & Data Company offers business intelligence, sales prospecting, market targeting, and recruitment tools with extensive data analytics.
Achieved an 80% reduction in the number of products by simplifying the product catalog, facilitating easier and accurate product selection by sales teams
Enabled real-time reporting through Salesforce dashboards, enhancing pricing intelligence and business decision-making
Significantly reduced the number of required approvals, fostering a more efficient and less cumbersome quoting approval process
Executive Sponsor
Industry
Products
Services
Challenges
Customer grappled with an overinflated product catalog, inconsistent pricing policies, and an overwhelming number of required approvals, all of which constrained efficient business operations
Inefficient use of the quoting tool led to improperly configured products and a cluttered product catalog
The absence of a transparent and consistent pricing policy affected the journey from list price to end-user price
The inability to leverage transactional data from the front office hindered pricing refinement and control
Resources and time were strained as the company faced over 50,000 required approvals per quarter
Results
Uptima employed a combination of innovative tools and processes to alleviate the client’s operational bottlenecks and enhance pricing intelligence:
Simplified the product catalog using OOTB CPQ tools, reducing complexity and ensuring proper product configuration
Utilized pricing intelligence to decrease the number of required approvals, alleviating the burdensome approval process
Implemented a comprehensive pricing waterfall process, ensuring consistency and transparency from list price to end-user price
Developed real-time reports to collect sales and pricing information, enabling data-driven business decisions