Salesforce Industries CPQ Opportunities for the Telecom Industry

Salesforce Industries CPQ Opportunities for the Telecom Industry

Major changes are taking place within the telecom industry in recent years. The need for flexibility within the process chain - from quotation process to contract management - is high. Salesforce Industries CPQ helps organizations create flexible quotations, takes into account the issues such as discounts and new product combinations and ensures faster delivery of relevant proposals. You achieve the greatest success with the right preparation. "A phased rollout provides the necessary overview." Theodoor van Donge reveals the opportunities for the telecom industry.

What challenges is the telecom industry currently facing?

"There is currently a great need for flexibility within the entire process chain. Think of the preparation of quotations through to effective contract management. In practice, we often find that different systems are used within the telecom industry, which, in terms of clarity, leave much to be desired over time. Custom solutions that were developed in the past and no longer meet the organization's current requirements are also often used."

Speaking of those requirements, what distinguishes a proposal process within the telecom industry from other industries?

"For example, new product bundles are being developed, which are also adaptable on a monthly basis. A good CPQ solution helps you with modeling so that your process is well aligned with the aforementioned requirements."

How do you best prepare for a Salesforce Industries CPQ journey?

"Get the preparation right: this is precisely where a lot of gains can be made. Take the desired process as a starting point. It is also important to clearly define which functional requirements the new system must meet. Avoid the pitfall of simply rebuilding the old system. This tendency unfortunately persists in practice and is firmly rooted in the natural thought that "people are already familiar with that system. This also underlines the need to pay attention to users and behavior: changing that remains a challenge. To solve precisely this in a smart way, you can use a phased rollout. This not only provides certainty and overview from a technical point of view, but also offers the opportunity to bring the users along in the process. The phased approach also allows you to build out the functionality later, for example when the organization adopts new sales channels. Also important for good preparation: make the right people available in good time from the first phase. Think of product managers and account managers, who are indispensable for mapping the process and help ensure that the integrations are in order."

What makes the combination of CaseNine and Salesforce Industries CPQ interesting for the telecom industry?

"What I like about CaseNine is the approach of the team: it consists of professionals who are deeply technical. This is directly reflected in the customer projects and the way they are handled: we do not easily shy away from a complex project. Combined with Salesforce Industries CPQ, we deliver an adaptable and flexible environment."

Want to learn more about the real-world benefits of a CPQ solution? Contact us directly for a discussionor download the Sales Slide Deck. The Sales Slide Deck succinctly presents the benefits of key topics, such as Shared DevOps and CPQ. Use this deck if you want to learn more about the topic or start the conversation with others within your organization.

Theodore van Donge

Tech Lead

Theodoor van Donge works at CaseNine as a Tech lead. In this capacity he is responsible for several projects at customers. Theodoor not only deals with the actual development and implementation, but also advises customers in the areas of process and strategy.