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2024 | OriginalPaper | Chapter

Analysis of Improving Sales Process Efficiency with Salesforce Industries CPQ in CRM

Authors : Pritesh Pathak, Souvik Pal, Saikat Maity, S. Jeyalaksshmi, Saurabh Adhikari, D. Akila

Published in: Micro-Electronics and Telecommunication Engineering

Publisher: Springer Nature Singapore

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Abstract

The successful execution of Configure, Price, Quote (CPQ) protocols is of utmost importance for businesses that handle intricate product portfolios within their sales processes. The objective of these approaches is to optimise the generation of competitive quotations by leveraging data from diverse business systems, leading to a decrease in processing time and enhancement of operational efficiency. Salesforce's Industries CPQ for Communications Cloud, previously referred to as Vlocity CPQ, assumes a crucial function within the Salesforce platform by facilitating the automation of the quotation creation process for sales teams. Designed specifically for the communications industry, this solution enables communications service providers (CSPs) to effectively provide a wide array of products and services to their customers in a streamlined manner. By implementing Industries CPQ, Communication Service Providers (CSPs) have the potential to save expenses associated with customisation and maintenance, while also accelerating their time-to-market. In order to assess the practical ramifications of Salesforce Industries CPQ, the researcher intends to deploy the aforementioned system within ABC Insurance Company. The objective of the study is to evaluate the program's influence on sales efficiency and profitability by conducting interviews with a targeted cohort of employees who have employed the software in their sales endeavours. Furthermore, the study will include hypothesis testing to analyse the timing of quotation production across various policy configurations utilising Salesforce Industries CPQ, aiming to provide further validation of its benefits.

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Title: Analysis of Improving Sales Process Efficiency with Salesforce Industries CPQ in CRM
Authors: Pritesh Pathak
Souvik Pal
Saikat Maity
S. Jeyalaksshmi
Saurabh Adhikari
D. Akila
Publisher: Springer Nature Singapore
Book: Micro-Electronics and Telecommunication Engineering
Print ISBN: 978-981-9995-61-5

Electronic ISBN: 978-981-9995-62-2

Copyright Year: 2024
DOI: https://doi.org/10.1007/978-981-99-9562-2_40