Complexity Made Easy
SECTRA needed configuration logic to support their sales team in providing quotations for a growing catalogue of products. The sales team use Salesforce as their customer relationship management tool and required software that would integrate seamlessly.
For me, the most important feature is just how well it’s integrated with Salesforce. We use Salesforce as our customer relationship tool. Navigate into any account and you can see all the quotations linked to the opportunities.
Brian Maynard, Operations Manager
Why SECTRA chose BlueprintCPQ
The medical IT industry drives innovation. Products have
a baffling number of options. For SECTRA, the sales team
needed to be able to compare products and advise their clients
on the corresponding options for each one. BlueprintCPQ’s
configuration logic provides the right options for the product,
immediately and without error, for easy comparison.
SECTRA uses Salesforce as their customer relationship
management tool. The deep integration between Salesforce and
BlueprintCPQ has been invaluable for SECTRA. Their sales team
can use one interface to find all of the quotations linked to an
opportunity. With BlueprintCPQ, they can instantly see historical
data and respond to customers without having to search for a
Account specific pricing
Using BlueprintCPQ SECTRA has successfully implemented
account specific pricing. The system draws a negotiated
account base rate for a customer from Salesforce. Fees are
now handled in a consistent and profitable way because
SECTRA can load and change individual rates within each
Support and training
Initially, SECTRA had to rely on BlueprintCPQ for changes and
maintenance to the CPQ engine. The support team performed
well, supplying expertise in line with changing needs. Now, with
training from BlueprintCPQ experts, SECTRA employees are
learning how to makes changes to the system further improving
their in-house capability.
Benefits for SECTRA
Speed and accessibility
Everything the sales team needs to do their job is now in one
place, and accessible via the internet anywhere at any time. The
combination of Blueprint CPQ integrated with Salesforce is very
powerful. Quoting is now fast, accurate and efficient.
The best of both worlds
The long term plan for SECTRA is to become self sufficient in the
administration of BlueprintCPQ. They will benefit from the best of
both worlds: complete internal capability for immediate reaction to
their needs with all of the benefits of architecture maintained and
improved as part of an external system.
Before BlueprintCPQ SECTRA relied on each sales person to
discount products based on their judgement of the client and
situation. Utilising approval control, SECTRA has been able
to put hard limits on how much discount can be applied, with
managerial checks required to go beyond approved limits.
Increased internal control prevents excessive discounting from
reducing overall margins whilst still giving sales people enough
leeway to negotiate.
Intelligent product catalogue
The CPQ engine provides a new approach to managing a
product catalogue. Products are no longer just data - each
product has logical rules and interdependencies: an intelligent
catalogue. Obsolete products have expiry dates and cannot be
quoted accidentally; related options do not conflict with each
other; new product information is immediately available and
used correctly. For SECTRA, the enhancement in functionality for
managing their product range has streamlined the order process
and improved sales performance.
It’s definitely a lot more efficient for us to be able to view what we’re quoting against specific opportunities. Previously we had to spend time digging through documents to find what we needed. Now it’s all in one place. It’s very well integrated.