The client extensively relied on a manual Excelbased contract management approach. This was not scalable, leading to inef?cient decisions. The process was cumbersome involving manual entry and review process, communication with thirdparty deal processor, and additional analytics by the pricing team. The client wanted an analytical and prescriptive solution that could streamline the approval process and leverage historical data to recommend optimal rental rates based on customer behavior.
Our approach to address the client’s concerns was to:
The integration of familiar UI of Salesforce.com (SFDC) and the easy-to-interpret visualizations of Tableau gave the sales reps the best of both worlds. This made the deal making process much faster, ef?cient and transparent without ever leaving SFDC.
The solution handles pricing contracts worth $2 billion for our client. We were able to cut down the time taken for the end-to-end deal creation process by about 40% and improve rate compliance. This led to an incremental revenue gain of 2%.