Revolutionizing Telematics/IOT Sales: Salesforce Sales Cloud and CPQ Transformation
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Headquarters
- Switzerland
Business Size
- Enterprise
Industry
- Telematics, Automotive IOT, Manufacturing, Technology
Technologies
The Client
The company is a European leader in telematics and fleet intelligence solutions. They provide real-time tracking, diagnostics, and analytics for vehicle fleets. With growing demand in B2B sectors, they needed a scalable and compliant CRM system for their distributed sales team.
Challenges Faced
The client faced several operational issues in their sales process that affected efficiency, accuracy, and growth.
- Manual quote preparation resulted in long turnaround times.
- There was inconsistent pricing logic and discounting rules.
- They had limited visibility in pipeline performance.
- Different systems were used for opportunity and quote tracking.
- Version control on proposals was lacking.
- Handling complex product configurations was challenging.
- There were no standard approval workflows for large deals.
- Sales reps spent too much time on administrative tasks.
- Accurate revenue forecasting was difficult.
- There was no real-time collaboration across different locations.
Ambit’s Solution
Ambit Software implemented Salesforce Sales Cloud and CPQ to modernize the sales lifecycle.
- Salesforce Sales Cloud was used for managing leads, accounts, and opportunities.
- Salesforce CPQ was introduced for structured product configuration and pricing.
- Quote generation was automated with PDF templates.
- An approval matrix was created based on deal size and margin.
- Guided selling workflows were developed for reps.
- Custom dashboards were set up for pipeline and quota tracking.
- User roles and permission-based access were established.
- Integration with back-office systems ensured order synchronization.
- Training and support were provided for sales teams worldwide.
- Ongoing support and managed services were offered for future enhancements.
Results Achieved
- The implementation led to significant improvements in sales speed and accuracy.
- There was a 50% reduction in quote preparation time.
- Pricing consistency improved across teams.
- Faster approvals resulted in quicker deal closures.
- Visibility into the sales funnel increased.
- Rep satisfaction and tool adoption rose.
Conclusion
With Salesforce Sales Cloud and CPQ, the client revamped their sales operations from a reactive, manual approach to a proactive, data-driven engine. Ambit’s careful execution ensured lasting benefits through scalability, automation, and precision.