Case Study
May 9, 2024
Introduction
In the ever-evolving landscape of B2B SaaS sales, efficiency and agility are paramount. For one leading B2B SaaS company, the process of internal sales quote approvals had become a bottleneck, hindering the timely delivery of quotes to customers. As the company expanded and began to deal with more complex, non-standard deals, the manual approval process led to significant delays. Recognizing the need for a solution to streamline quote approvals and enhance customer responsiveness, the company turned to Vendori, a leading Configure, Price, Quote (CPQ) solution.
Challenges
The B2B SaaS company faced several challenges with its existing sales quote approval process:
Slow Approval Process: As the organization grew, sales managers and the Chief Financial Officer (CFO) found it increasingly difficult to approve quotes promptly, leading to delays in sending quotes to customers.
Non-Standard Deals: The company's sales team began encountering more non-standard deals, which required manual review and approval, further slowing down the approval process.
Manual Quote Creation: Creating customer-facing quotes using traditional tools like Microsoft Word was time-consuming and prone to errors, detracting from the professionalism of the sales process.
Solution
To address these challenges and streamline the sales quote approval process, the company implemented Vendori, a CPQ solution known for its ease of integration and powerful automation capabilities. The implementation process was swift, taking only a matter of days to set up and configure according to the company's requirements.
Key Features Implemented
Automated Approval Workflows: Leveraging Vendori's no-code rules engine, the company set up automated approval workflows for standard quotes. This eliminated the need for manual intervention, significantly reducing approval times.
Real-time Notifications: Vendori was configured to send real-time notifications via Slack and email for non-standard deals that required approval from sales managers or the CFO. This ensured timely attention to critical deals without the need for constant monitoring.
Professional Customer-Facing Quotes: With Vendori's intuitive interface, the company was able to create stunning, branded quotes directly within the platform. This eliminated the need to use separate tools like Microsoft Word, saving time and enhancing the overall customer experience.
Results
The implementation of Vendori yielded significant improvements in the company's sales quote approval process:
80% Reduction in Approval Time: By automating approval workflows and streamlining the process, Vendori increased the velocity of the sales organization's time to send quotes to customers by 80%. Sales teams could now respond to customer requests more rapidly, leading to improved customer satisfaction and faster deal closures.
Enhanced Visibility and Accountability: Real-time notifications provided sales managers and the CFO with greater visibility into pending approvals, enabling them to prioritize and act promptly on critical deals. This enhanced accountability and ensured that no deals fell through the cracks due to delays in approvals.
Branded Quotes: Vendori's capabilities enabled the company to create visually appealing, branded quotes that reflected the professionalism and credibility of the organization. This contributed to a positive first impression and helped differentiate the company from competitors.
Conclusion
By partnering with Vendori and leveraging its CPQ solution, the company successfully overcame the challenges associated with internal sales quote approvals. With automated workflows, real-time notifications, and professional quote creation capabilities, Vendori empowered the company to accelerate its sales process, improve responsiveness to customer inquiries, and maintain a competitive edge in the market. As the company continues to grow and evolve, Vendori remains a trusted partner in driving efficiency and excellence in sales operations.
