The challenge
The business sold from a catalogue of more than ten thousand SKUs with tiered pricing and multi-currency quoting. Building a single quote took reps hours, approvals stalled deals, and pricing accuracy depended on a few people remembering the exceptions.
Our approach
We configured CPQ around the real pricing complexity, not a simplified version of it.
- Encoded the full pricing waterfall, including tiers, currencies, and approval thresholds, into configuration, so correct pricing no longer depended on memory.
- Built a guided selling flow so reps configure valid quotes quickly, without needing to know every rule.
- Integrated DocuSign so quote generation, signature, and hand-off to billing connect cleanly.
- Tested against real historical quotes to confirm the new engine produced correct pricing before go-live.
The result
Quote time fell from hours to minutes, with pricing that is correct by construction.
Reps quote faster, approvals move, and the catalogue’s complexity is handled by the system rather than by heroics.