Industry: Telecom
Headquarters: Edinburg, Virginia
Founded: 1902
Annual Revenue: $246.5m (2017)
Employees: 1,200
Salesforce CPQ
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 without 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.
Configurable product bundles along with fixed/simple bundles and standalone products.
For price, cost and margin calculation and summation on the quote.
The quote calculator plugin aggregates financial calculations at bundle and quote line group levels.
Standard pricing discounts offered based on term and quantity discount schedules.
Introduction of advanced approvals for engineering, sales, and finance approval chains.
Generation of customer-facing and internal documents against approved quotes.
Shentel now uses DocuSign to send proposals to customers for electronic signature, with counter-signature.
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 augment off-net quotes with build-out and installation information.
Finance managers review and approve quotes based on financial metrics calculated over a specific threshold.
Engineer managers review and approve quotes by looking at capital expenditure criteria based on build-out and installation costs.
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 extracts data for accepted quotes and close won opportunities out of the system for leading into downstream ordering and billing systems.