Shentel

Elevate Revenue and Customer Satisfaction with Salesforce

aMind Implementation Services transform pricing through faster cost-based pricing, improved quote flow and automated renewals.

Shentel Success PDF

Transforming Businesses Around the World Through CPQ & Billing Since 2005



Background


Industry: Telecom

Headquarters: Edinburg, Virginia

Founded: 1902

Annual Revenue: $246.5m (2017)

Employees: 1,200

Salesforce CPQ

CPQ Challenges


CPQ System

Swivel chair quoting from multiple sources.
Disparate quoting and contracting processes.
Revenue leakage due to poor renewal processes.

Pricing and Quote

Inability to price accurately with engineering input.
Unable to properly capture internal cost metrics.
Desire to incorporate ROI, IRR, NPV, and payback period.

Pricing & Approvals Control

Inconsistent quoting with proper approvals.

“I have had the pleasure to team up with the aMind team to develop a thorough and logical CPQ system architecture. As expert consultants in the telecommunications field it is imperative that we partner with experts like aMind. They have shown they understand telecom and the intricacies that drive unique CPQ requirements.

– Todd Rismiller, President Exactpoint Technologies (lead consulting advisor to Shentel)

Solution

Salesforce CPQ


CPQ

Quote Proposals
Approvals
Contracts

Channels

Internal Sales


Countries

North America


Integration

DocuSign

Salesforce CPQ Software

Opportunity-to-contract for Collaborative Selling

Configurable Product Bundles
Configurable product bundles along with fixed/simple bundles and standalone products.

Lookup Based Price Rules
For price, cost and margin calculation and summation on the quote.

Quote Calculator Plugin
The quote calculator plugin aggregates financial calculations at bundle and quote line group levels.

Term and Quantity-based Discount Schedules
Standard pricing discounts offered based on term and quantity discount schedules.


Advanced Approvals
Introduction of advanced approvals for engineering, sales, and finance approval chains.

Native Quote Templates
Generation of customer-facing and internal documents against approved quotes.

DocuSign
Shentel now uses DocuSign to send proposals to customers for electronic signature, with counter-signature.

Contract-based Amendments and Renewals


Adam and the aMind team have been extremely knowledgeable about the CPQ market as a whole and are always very responsive. I look forward to working our first opportunity to closure and building momentum for future opportunities

– Jordan Bixler, Salesforce Account Executive

CPQ Results

Account Executives
Account executives create quotes for one or more service locations, apply discounts and adjust margins, and present proposals to customers for acceptance via electronic signature.

Sales Engineers
Sales engineers augment off-net quotes with build-out and installation information.

Finance Managers
Finance managers review and approve quotes based on financial metrics calculated over a specific threshold.


Engineer Managers
Engineer managers review and approve quotes by looking at capital expenditure criteria based on build-out and installation costs.

Sales Managers
Sales managers review and approve quotes based on financial metrics calculated by the system using a combination of commercial/pricing and cost/engineering inputs.

Operations
Operations extracts data for accepted quotes and close won opportunities out of the system for leading into downstream ordering and billing systems.


aMind brought an “A team“ with deep platform and industry expertise to implement Salesforce CPQ. Phase 1 of our project has been highly valuable with a real and tangible ROI. We look forward to a continued partnership.

– Craig Venable, Director, Commercial Sales
Why aMind?

No One Elevates CPQ Higher


IMPLEMENTATION SERVICES

Elevate Your CPQ

IMPLEMENTATION SERVICES

Elevate Your CPQ

CHANGE READINESS

Hello Happy Users

CHANGE READINESS

Hello Happy Users

METHODOLOGY

Battle-tested

METHODOLOGY

Battle-tested

“A“ MIND PEOPLE

Secret to Success

“A“ MIND PEOPLE

Secret to Success

CLIENTS

Business, Elevated

CLIENTS

Business, Elevated

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CALIFORNIA

Headquarters

3201 Danville Boulevard, Suite 155
Alamo, CA 94507
Tel: 925.804.6139
LOCATIONS

Where to find us

With corporate offices in Northern California and Colorado, and teams deployed around the world; we are available to assist you whatever the need, wherever you are.

ABOUT

Why aMind?

– 100% Focus on CPQ
– “A” Mind People
– Proven Methodology
– Partnership Vision
– Right-sized organization

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