A leading US hospitality solutions provider sought to enhance its sales operations using Salesforce CPQ. Despite extensive use and customization of Salesforce over a decade, the organization faced challenges in agility, deal configuration, and maintaining profitability. Partnering with Brillio, an expert in Salesforce solutions, the company embarked on a phased implementation of Salesforce CPQ to streamline and transform its sales operations.
The Salesforce CPQ implementation followed a structured, four-phase approach. Each phase involved a proof of concept (POC) to secure stakeholder approval before the build phase, where the solution was developed and validated through an Agile Development model, ensuring continuous stakeholder engagement and smooth transitions to production.
Following the Salesforce CPQ implementation, the sales team’s efficiency improved with a 20% reduction in quote generation and approval time, facilitating quicker deal closures. Errors in manual order generation dropped by 75% after automation, highlighting the new system’s robustness and reliability. The streamlined processes led to a 15% increase in new customer acquisitions and white glove onboarding. Additionally, Brillio’s efforts helped the company recover $14 million in previously unbilled or underbilled revenue as part of their organizational initiative to arrest revenue leakage, further strengthening Brillio’s credibility and highlighting the team’s impact on the ground.
Read the full case study to explore how Brillio enhanced operational efficiency and positioned the organization for sustained growth in the competitive hospitality market.
