Telmark – From CPQ Proof-of-Concept To Reality

About Telmark 

They were looking for a more streamlined way to track their complex process for choosing from a wide list of products and getting pricing right across multiple variables like — pounds, cases, boxes, or location. 

By working with them on a proof of concept, ITequality helped them to visualize what the future could look like, and ultimately built that vision using Salesforce Revenue Cloud.

Telmark’s Challenge – A complex and idiosyncratic system

• Products must be spread across many Business Units, sometimes with very different pricing. They need to ensure that every different pricing method coexists in the system.
• Products are priced in 2-5 tiers based on the total weight (or unit count) across the entire quote. No standard CPQ pricing options can handle the needed level of control over these prices.
• The amount of manual entry left room for error and inconsistencies, and creating documents to send was time-consuming for users.

The Solution – Addressing unique needs with creative solutions

• By assigning each Business Unit a Price Book, we can store information about each pricing rule on the Price book itself, allowing CPQ to always have access to what it needs.
• Since each product’s tiered prices are unique and don’t follow the same patterns, we store that information on the product itself. CPQ’s twin fields allow us to keep the information where we need it so our automation can access it.
• With the help of our CPQ tool, automation will efficiently reference the tier information on the Price Book and combine it with the pricing data on Products, enabling accurate calculation of the line’s price based on weight or case count, thus ensuring the totals are always correct. 

With a simple click of a button, document generation becomes a seamless CPQ process.

The Results – Accuracy & Success. The specific needs for Telmark included several advanced calculations and a complex network of pricing variables.

• The project stayed on budget.
• All customer requirements captured in the original scope were completed, with no change orders or additions.
• In working together for this project, the in-house team can maintain the system and keep pricing up to date moving forward.