Client Overview 

A leading American manufacturer of heavy industrial equipment, the client is recognized globally for their innovative solutions and reliable machinery. They have a vast network of dealers and distributors, supporting industries across mining, construction, and more.  

The Challenge 

The client faced several challenges in their sales processes, particularly with the creation of complex equipment quotes. Their previous ERP system was cumbersome, difficult to use, and created unattractive quotes that lagged behind competitors. They needed a solution to centralize information, improve communication between departments, and reduce reliance on multiple Excel files. 

Key challenges included: 

• Simplifying quote creation for the sales team, which involved multiple configurations and terms. 
• Centralizing data to minimize delays and optimize communication across departments. 
• Controlling costs and reducing errors with an approvals process for complex machine quotes. 
• Supporting the sale of used machinery, which required customized quote parameters distinct from new equipment. 

Mirketa Solution 

Mirketa implemented Salesforce’s Configure, Price, Quote (CPQ) solution, tailored to address the client’s specific needs. This comprehensive solution optimized the quote creation process for both new and used equipment. 

Key aspects of the solution included: 

• A robust approval system to manage complex machine configurations. 
• Customization to support CPQ offers for both new and used machinery, each with distinct parameters. 
• Integration with Conga to dynamically generate machine specifications, sales terms, payment conditions, and other relevant documents. 

Mirketa’s expertise empowered the client to manage part of the configuration in-house, leveraging CPQ’s intuitive and user-friendly design to reduce implementation costs and improve internal capabilities. 

Value Delivered 

Mirketa’s Salesforce CPQ implementation provided the client with significant, quantifiable improvements: 

• 25% increase in profitability by reducing errors and avoiding costly production mistakes. 
• 40% faster quote processing, enabling managers to approve or reject quotes in real time. 
• Zero margin for error, thanks to automated configuration suggestions aligned with customer needs. 
• 30% time savings for salespeople, allowing them to focus on higher-value tasks rather than manual quote creation. 
• Enhanced customer satisfaction due to clearer, more attractive, and professional quote presentations. 
• The ability to create multi-machine quotes, enhancing overall sales efficiency and flexibility. 

Client Testimonial 

“Salesforce’s CPQ is the perfect solution for our complex business needs. It complements our Sales Cloud CRM, and Mirketa’s expert support has allowed us to use the tool independently. The improvements in accuracy and speed have been invaluable to our team.”
— Sales Director, Equipment Division, Leading US Manufacturer