LARGE PAAS PROVIDER
GENERATES QUOTES 2X FASTER
WITH SCULPTOR CPQ APP

NGENIX is a leading PaaS and Cloud provider. Thanks to the NGENIX distributed cloud platform, online businesses gain access to an audience of over 100 million people.

The company has been operating for 14 years. The company's PaaS solutions involve many variables, complicated tariffication, and multiple systems of discounts.

NGENIX has been relying on Salesforce to optimize its business processes including the automation of document generation - commercial offers in PDF, orders, contracts, and additional agreements.

Along with the integration of Salesforce with the client's account, the team was satisfied with the flow. However, sales people still relied on spreadsheets when it came to quote configuration.

Several pain points made NGENIX look for a CPQ solution:

✦ Ineffective use of the sales team time

The management tries to cut down on time-consuming mundane tasks, as the cost of an hour of an IT specialist is high.

As the proposals were calculated and formed with the help of several systems (Excel, Salesforce), the team saw room for its optimization. Spreadsheets were efficient enough to solve the problem of complex tariffs, additional discounts, and special prices to be applied by managers or directors.

However, managers spent too much time calculating line item prices and discounts in spreadsheets, then manually filling the same data in the CRM and registering the price with the required discount/margin.

✦ Disjointed systems

All the data of the past deals was kept in spreadsheets, while the CRM was used to keep a view of the customer story. When it came to dealing with accounts for further upsell, it was hard to track the original price and conditions, which involved a lot of additional communication.

✦ Data management

Every quarter the company analyzes the cost price and introduces new tariffs with the old ones kept archived in spreadsheets.

CPQ introduces logic into the maintenance of price lists as they can be left archived or valid, which means you can track changes and save contract prices accordingly.

It was important not to overcomplicate the existing Salesforce instance. NGENIX had tested other CPQ solutions, but those seemed hard to configure and required additional maintenance.

With Sculptor, NGENIX saw potential in its straightforward design and customizable pricing rules and bundles, accompanied by a team supporting its implementation and maintenance.

Basic Sculptor implementation doesn't require additional support. Thanks to its intuitive logic and design, teams can install and configure Sculptor with ease on their own. However, due to the complexity of the NGENIX's existing salesflow, Twistellar's team joined to help implement the solution.

After the demo of Sculptor CPQ, the Twistellar team worked closely with the client to obtain a full picture of the existing workflows and services. Sculptor CPQ had to be configured and customized to the client's business needs.

✦ Accelerated search and fewer mistakes — increased efficiency

Automated bundles help accelerate search and create tailored offers. Bundles now represent service configuration packages with a multiple choice of all compatible services and resources. Special rules created for resources minimize the risks of mistakes of forgetting an add-on.

✦ Optimized sales flow in one system — Salesforce

Sculptor is Salesforce native, so synced opportunity quotes, price books, and orders lead to an optimized sales flow with no need to switch between apps. Price books can now be active or archived, so all sales reps have the same view of the customer story.

✦ Increased Visibility

All the data is kept in one system. Salesforce generates its reports, which allows collecting statistics for further analysis and prognosis.