Enterprise Pricing Transformation with Salesforce CPQ
B2B software company (name withheld)
B2B software company (name withheld)
What They Were Facing
The client's sales team was generating complex quotes manually using spreadsheets, resulting in pricing errors on 23% of proposals and an average quote turnaround time of 5 days. The company's multi-tier pricing model with volume discounts, partner margins, and bundled services was too complex for the existing process, and revenue leakage from unapproved discounts was estimated at $3.8M annually.
How We Solved It
AQBEE implemented Salesforce CPQ with a comprehensive pricing engine supporting the client's multi-tier subscription model, volume-based discounts, and partner channel pricing. Complex approval matrices were configured with automated routing based on discount thresholds, deal size, and product combinations. DocuSign was integrated for seamless e-signature workflows directly from generated proposals. We built custom Lightning Web Components for a guided selling experience that helped reps configure solutions correctly, and Flow automations handled renewal quotes, mid-term amendments, and co-termination logic. The entire quote-to-cash process was unified within Salesforce.
The Impact
Average quote turnaround reduced from 5 days to 1.5 days with guided selling, automated pricing calculations, and pre-approved discount tiers.
Pricing error rate dropped from 23% to under 1% through automated pricing rules, validation checks, and approval-gated discount controls.
Eliminated $3.8M in revenue leakage from unapproved discounts and generated $8.2M in additional revenue through guided upsell recommendations.
“We went from a world where every quote was a snowflake to one where our pricing is consistent, accurate, and fast. AQBEE's CPQ implementation didn't just fix our quoting process — it became a revenue engine. The guided selling recommendations alone are driving $8M in upsells that our reps would have missed entirely.”
Want Similar Results?
Let's discuss how we can deliver the same kind of transformation for your organization.