Project snapshot
A Fortune 500 company partnered with us to implement a custom Salesforce CPQ solution with a focus on user experience, multi-layered integration and architectural soundness. The project involves full-cycle development and modernization to automate complex CPQ (configure, price, quote) processes while connecting sales, CRM and financial systems. It prioritizes Salesforce standardization, architectural consistency and high-quality code to reduce technical debt.
The solution links separate systems to simplify both front- and back-office sales operations, speeding up and improving the accuracy of sales cycles. This gives the client a unified view of sales data and better control over revenue streams.
Our client is a premier multi-brand provider of IT solutions and services to over 250,000 business, government, education and healthcare customers across the US, Canada and the UK. A member of the S&P 500 Index, the company offers a wide range of products and services, including hardware, software and integrated IT solutions such as security, cloud, hybrid infrastructure and digital experience.
Business challenge
Operating in a highly competitive market, our client relies on consistent sales processes to maintain their market position and ensure customer satisfaction. They faced inefficiencies in their sales-to-revenue process due to tech silos and fragmented systems. The disconnect between sales and finance, along with nuanced tax and payment operations, made quoting and billing challenging.
They needed a reliable, compliant solution to move away from their legacy system, customize Salesforce CPQ to fit their needs, secure accurate quoting and integrate with their existing systems and approval workflows. These challenges were rooted in:
- An underperforming CRM environment. The client’s legacy system and previous Salesforce implementation suffered from underutilization, leading to user adoption challenges and long sales cycles.
- Custom solution requirements. The highly specific quote-to-cash process with complex financial, legal, tax and payment demands called for a purpose-built solution beyond standard Salesforce capabilities.
- System integration bottlenecks. Disconnected systems across functions resulted in data silos, limited visibility and process delays that affected both operations and customer satisfaction.
- Technical foundation issues. The existing implementation’s code structure and documentation complicated maintenance and restricted development options.
Solution
We set out to help the client get the most out of their Salesforce ecosystem, focusing on smooth operations and service excellence. Our diverse team collaborates with the client’s experts on various aspects of the project. These include data loading, integrations, subscription management, product configuration, sales processes and UI development. We prioritize structural integrity, user experience, flawless integration and a steady, iterative delivery process.
- Custom Salesforce CPQ implementation. The team is developing a custom Configure-Price-Quote solution with versatile functionality that reflects the client’s unique business logic with utmost precision, allowing for a tailored approach rather than relying on pre-packaged functionality.
- Full-stack development. Intellias provided a senior-level engineering team, including solution architects, business analysts, Scrum masters, and quality specialists. They addressed core development needs and offered critical Salesforce-specific architectural guidance to fill knowledge gaps and support long-term growth.
- Legacy system transformation. Our engineers and consultants carried out a detailed technology assessment and are now modernizing the existing solution alongside improving the code to meet Salesforce quality standards, creating a sustainable technical platform that ensures the integrated system is stable, maintainable and scalable.
- Enterprise-grade integrations. Our multidisciplinary team is building connections between Salesforce and critical platforms (MS SQL Server, Azure App, Java services, Freight API, IBMi, SPS, Certinia and others), creating a unified technology ecosystem.
- Continuous delivery. The team is optimizing Salesforce deployment processes to align with the client’s technical environment, focusing on continuous improvement, data migration, integrations, contract and subscription management, product configuration and user experience development.
Business outcomes
While the project is still in progress, the Intellias Salesforce CPQ implementation has already delivered tangible business benefits and laid the groundwork for long-term transformation. With a fully integrated quoting and ordering process alongside a 360-degree view of customers, the solution is set to improve workflows, reduce errors and give the company better control over operations and sales. It provides clear value across several areas.
Faster revenue generation
Shorter sales cycles. An automated quoting process and approval workflows minimize inconsistencies, resulting in more closed deals in less time.
Reduced manual effort. Sales teams can move opportunities forward without wasting time switching between systems and dashboards.
Single source of truth. On-point and swift quoting and pricing ensures consistency across the organization.
Improved operations
Refined user experience. Custom interfaces and intuitive tools turn the system into a valuable resource ready to be adopted across the company.
Focus on core activities. Simplified and faster operations reduce the administrative burden, allowing teams to focus on their main responsibilities.
Connected customer journey
Unified customer view. Real-time integration of sales, account management, service and finance data within the CRM keeps teams aligned.
Increased trust. Accurate, well-presented quotes that comply with legal and tax requirements strengthen credibility with customers.
Strategic clarity and control
Better visibility. Users and decision-makers can see the full picture of sales activities, pipeline development and customer interactions.
Smarter decision-making. Greater interoperability between sales processes leads to better forecasting, efficient resource allocation and clearer identification of opportunities.
Data-driven risk reduction
Automated compliance. Quote generation with built-in legal, tax and payment requirements safeguards compliance and protects margins.
Real-time analytics. Consolidated sales data in dashboards helps inform decisions on inventory, resources and staffing based on facts.
Scalable foundation for growth
Fewer limitations. A standardized, feature-rich system supports new products, the introduction of new pricing models and cross-selling capabilities without complex reconfiguration or extensive staff retraining.
Technical improvements. Restructured code creates a flexible foundation that can evolve as business needs change.
Room for innovation. A scalable architecture removes roadblocks to innovation and future growth.