About the client
Our client is a global technology company specializing in advanced imaging technologies and solutions for aerospace, medical, scientific, and industrial applications.
With a portfolio of more than 1,100 active products and teams relying on pricing and quoting processes for daily business operations, the company needed a scalable solution to support its evolving commercial requirements. Its existing pricing tools were disconnected from Salesforce, limiting automation, complicating approvals, and making it harder to manage complex pricing requirements.
Client challenges
The client’s pricing and quoting operations relied on a legacy pricing solution supported by SharePoint and Excel, which operated separately from Salesforce. Every price update, approval, and quote required manual entry and cross-checking, slowing operations and increasing the risk of errors.
Several challenges affected the efficiency and scalability of the existing process.
- Disconnected pricing and quoting: Pricing information was managed outside Salesforce through a SharePoint-based Excel tool. Manual data entry and cross-checking were required for price updates, approvals, and quote generation.
- Limited pricing flexibility: The existing system could not adequately support advanced requirements such as multi-currency pricing and configurable product bundles.
- Manual approval workflows: The absence of structured approval workflows made pricing operations more dependent on manual effort and coordination.
- Complex product portfolio management: With more than 1,100 active products and over 40 users, the client needed a scalable framework to manage pricing consistently across its operations.
- Limited governance and visibility: The existing approach created challenges for maintaining accuracy, tracking pricing decisions, and establishing clear auditability as the business scaled.
The client needed more than an upgrade to its existing spreadsheet-based process. It required a Salesforce-native pricing and quoting solution that could automate workflows, support advanced pricing scenarios, and provide enterprise-scale governance.
Solution
LevelShift transformed the client’s pricing and quoting operations by implementing a native Salesforce Revenue Cloud solution, replacing disconnected legacy tools with a scalable, automated framework.
The solution focused on centralizing pricing, reducing manual intervention, introducing structured approvals, and enabling more advanced pricing capabilities. Conga and OmniStudio supported automated quote generation, while a constraint-based pricing engine addressed the need for more flexible and controlled pricing.
- Centralizing pricing with Salesforce Revenue Cloud
Replacing disconnected tools with a Salesforce-native solution
LevelShift implemented Salesforce Revenue Cloud to replace the client’s SharePoint-based Excel pricing tool with a centralized pricing and quoting framework.
Previously, price updates, approvals, and quote generation required manual entry and cross-checking across disconnected processes. This increased operational effort and introduced additional opportunities for errors.
By moving pricing operations into a native Salesforce solution, LevelShift addressed the fragmentation between pricing activities and the client’s CRM environment. The implementation established a more centralized framework for managing pricing-related processes, helping reduce dependence on manual workflows.
This approach also provided a scalable foundation for managing the client’s extensive product portfolio and supporting the day-to-day requirements of more than 40 users.
- Automating pricing workflows and approvals
Reducing manual effort through structured processes
The existing pricing process required users to manually enter and verify information at multiple stages, from price updates to approvals and quote preparation.
LevelShift addressed these challenges through centralized pricing, automated approvals, and a constraint-based pricing engine. Together, these capabilities helped streamline pricing operations and reduce the manual work associated with managing commercial transactions.
Automated approvals supported a more structured approach to pricing decisions, reducing reliance on manual coordination. Centralized pricing also helped establish a common framework for handling pricing information rather than maintaining disconnected spreadsheet-based processes.
The constraint-based pricing engine added another layer of capability by supporting the client’s more advanced pricing requirements within the modernized solution.
These changes helped reduce repetitive manual work while providing a more consistent framework for pricing operations.
- Accelerating quote generation with Conga and OmniStudio
Streamlining the quoting process
Quote preparation was a key source of manual effort in the client’s existing environment. The disconnected Excel tool required manual entry and cross-checking, slowing the process of producing quotes.
LevelShift enabled automated quote generation using Conga and OmniStudio as part of the Salesforce Revenue Cloud implementation.
By incorporating these technologies into the quoting process, the solution reduced dependence on manual quote preparation and supported faster turnaround. Automated quote generation also complemented the centralized pricing framework, connecting the broader pricing modernization initiative with a more efficient quoting process.
The result was a more streamlined approach to quote creation, helping the client reduce the time required to prepare quotes and improve operational efficiency.
The implementation delivered a 40% improvement in quote turnaround, directly addressing one of the key bottlenecks in the client’s existing pricing and quoting operations.
- Enabling advanced pricing and configurable product bundles
Supporting complex commercial requirements
The client’s legacy tool could not adequately support advanced requirements such as multi-currency pricing and configurable product bundles. These limitations constrained the flexibility of the pricing process and made it harder to support the needs of a diverse product portfolio.
LevelShift addressed these requirements through advanced pricing capabilities within the Salesforce Revenue Cloud solution.
The implementation included:
- Multi-currency pricing: Supporting pricing requirements across multiple currencies.
- Dynamic product bundling: Enabling configurable product combinations without adding unnecessary complexity to the pricing process.
- Constraint-based pricing: Supporting more advanced pricing requirements through a structured pricing engine.
These capabilities expanded the flexibility of the client’s pricing framework beyond the limitations of its previous spreadsheet-based tool.
By incorporating advanced pricing requirements into the Salesforce-native solution, LevelShift helped the client establish a more adaptable foundation for managing products and quotes while keeping the process scalable.
- Establishing enterprise-scale governance and visibility
Managing more than 1,100 products across 40+ users
The scale of the client’s operations made consistency and governance essential. With more than 1,100 products and over 40 users relying on the pricing and quoting process, the solution needed to support business-wide usage without recreating the limitations of the legacy approach.
LevelShift implemented the Revenue Cloud solution with enterprise-scale governance in mind, improving visibility and auditability across pricing and quoting operations.
Centralized pricing and automated approvals helped establish a more structured way to manage pricing activities. By moving away from disconnected tools, the client also gained a more unified framework for handling its pricing and quoting requirements.
The solution was designed to support the client’s existing product scale and user base while providing the advanced pricing capabilities needed by the business.
This combination of centralized processes, workflow automation, and improved governance helped create a more scalable operating model for pricing and quoting.
Benefits
The Salesforce Revenue Cloud implementation helped the client reduce manual work, accelerate quote preparation, and establish a more scalable pricing and quoting framework.
- 50% reduction in manual effort: Centralized pricing, automated approvals, and a constraint-based pricing engine reduced the manual effort associated with pricing operations.
- 40% faster quote turnaround: Automated quote generation using Conga and OmniStudio helped accelerate the quoting process.
- Advanced pricing flexibility: Multi-currency support and dynamic product bundling addressed requirements that the legacy tool could not adequately support.
- Improved governance and auditability: A centralized Salesforce-native solution strengthened visibility and governance across pricing and quoting activities.
- Enterprise-scale product management: The solution supported operations involving more than 1,100 products and over 40 users.
By replacing its disconnected SharePoint-based Excel pricing tool with Salesforce Revenue Cloud, the client established a more centralized and automated approach to pricing and quoting.
LevelShift addressed the operational challenges associated with manual data entry, approval processes, advanced pricing requirements, and enterprise-scale product management. The implementation combined centralized pricing, automated quote generation, configurable product bundles, and improved governance within a Salesforce-native framework.
The implementation delivered measurable operational improvements, including 50% less manual effort and 40% faster quote turnaround. By supporting more than 1,100 products and over 40 users, the Salesforce Revenue Cloud solution established a scalable foundation for the client’s evolving pricing and quoting needs.