Salesforce CPQ and contract lifecycle automation for an enterprise B2B technology firm.
Salesforce CPQ Specialist · Quote-to-cash modernization
Challenge
Complex multi-product quotes required manual spreadsheet workarounds, and contract amendments after signature were error-prone and slow to process.
Solution
Implemented Salesforce CPQ with guided selling, tiered discount approvals, amendment and renewal automation, and ERP billing sync — plus Apex extensions for custom pricing logic and regression-tested quote flows.
Sales reps built quotes outside CPQ using spreadsheets for bundle discounts and multi-year terms — creating pricing errors and approval bottlenecks.
I configured Salesforce CPQ with product rules, approval matrices, and amendment workflows so reps stay inside guided selling paths from quote through contract.
Custom Apex for edge-case pricing and ERP billing integration ensured signed contracts translated cleanly into downstream revenue recognition.
Results
Quote turnaround reduced by 45%, renewal rates improved, and finance gained accurate contract-to-billing alignment.
- 45% reduction in average quote turnaround time
- Improved renewal capture through automated reminders
- Accurate contract-to-billing handoff for finance
- Fewer pricing errors on complex multi-product deals
Key Deliverables
- Salesforce CPQ configuration with product and pricing rules
- Multi-tier discount approval workflows
- Amendment and renewal automation
- Apex extensions for custom pricing scenarios
- ERP billing integration and quote regression test suite
Technologies Used
Interested in similar outcomes for your organization?