Polymaster: Mastering Quoting with Salesforce CPQ
When your product offerings are as complex as Polymaster’s, manual quoting may seem like the only way to go. But what happens when you have Salesforce CPQ on your side?
The Brief
Polymaster prides itself on being one of Australia’s leading providers of chemical storage solutions and other products for agriculture, rainwater, and industrial requirements. A family-owned, Australian business, Polymaster boasts sustainable, high-quality products and trusted, reliable distribution channels.
After a successful Salesforce implementation to help them manage their opportunity pipeline, Polymaster felt that a piece of their vision was still missing.
Surely, in this day and age, sales – and quoting in particular – could be easier? Polymaster was looking for a guided solution which would take the hard work out of quoting through automation and achieve a reliable outcome every time.
That’s when they discovered CPQ, a software by Salesforce that gives businesses accurate quoting with any given product configuration scenario.
Working Together
From a manufacturing perspective, Polymaster’s range of products and fittings is straightforward. But complexity arises when it comes to knowing which products and fittings go together to create a customizable chemical storage solution for their customers.
When it comes to customizing a chemical storage solution, for example, Polymaster has an unlimited variation of builds factoring in different sizes, styles, and chemicals.
This complexity was proving to be a headache to their sales reps. The limitless possibilities of combinations made the quoting process highly involved. What’s more, knowing the compatibility of those combinations was essential to getting a reliable solution for customers. Quoting was highly reliant on the sales reps’ and engineers’ expertise.
With knowledge and processes largely in the sales reps’ heads, quoting was more prone to error and required a significant amount of training and knowledge to execute.
Polymaster needed a quoting tool that could keep up and integrate with their operations and scale with their growth.
The Results
Since implementing Salesforce CPQ, all quotes for chemical storage solutions are now heavily automated, taking the grind out of their sales team’s day-to-day. Salesforce CPQ allows quoting to be completed within the Salesforce platform, seamlessly syncing the relevant information into the correct account fields. CPQ also automatically shows sales reps which customizations are compatible with one another and the maximum quantities for their product configuration.
Polymaster can now be much more confident in their quoting process, reducing room for human error and the time and effort spent on each quote.
Polymaster has seen their time creating a basic quote decrease from approximately 1.5 hours down to only 20 minutes, allowing them to focus their time on more productive tasks.
What’s more, now that quoting is more automated with Salesforce CPQ, new sales reps can spend less time training and more time nurturing and converting new business. It is now expected that new salespeople will no longer need 6-12 months of training to become proficient at quoting, but will reach this level after only one month!
The success of the project ultimately came down to the commitment of the people involved. Polymaster’s hands-on and passionate project manager, and the consistent and effective communication between the two teams drove the project, allowing Polymaster to realize their Salesforce CPQ vision.
We’re thrilled with the result. We can already see it will deliver our business $500,000 to $1 million in cost savings each year for the next three years.