{"id":5305,"date":"2020-01-13T20:15:25","date_gmt":"2025-06-03T11:26:57","guid":{"rendered":"https:\/\/pros.com\/b2b\/learn\/case-studies-testimonials\/price-quoting-solution-boosts-efficiency-drives-sales-increase\/"},"modified":"2025-06-05T14:13:21","modified_gmt":"2025-06-05T14:13:21","slug":"price-quoting-solution-boosts-efficiency-drives-sales-increase","status":"publish","type":"post","link":"https:\/\/pros.com\/b2b\/learn\/case-studies-testimonials\/price-quoting-solution-boosts-efficiency-drives-sales-increase\/","title":{"rendered":"Price Quoting Solution Boosts Efficiency, Drives Sales Increase"},"content":{"rendered":"<div id=\"bsf_rt_marker\"><\/div><h2>SUMMARY<\/h2>\n<p>A top global manufacturer of material&nbsp;handling equipment wanted to simplify&nbsp;and accelerate its complex quoting&nbsp;process, improve back-office efficiency,&nbsp;and use those changes to drive an&nbsp;increase in overall sales.&nbsp;With win rates closely correlated to how&nbsp;quickly prospects received quotes, and greater sales efficiency creating cost&nbsp;savings, a pilot program built around&nbsp;PROS Smart CPQ solution provided&nbsp;substantial gains. Going live in early 2017,&nbsp;the PROS solution delivered a 58% reduction in time-to-quote, a 17%&nbsp;increase in sales efficiency, and is&nbsp;expected to deliver an estimated USD $6&nbsp;million gain in profitability. The project&nbsp;success is now poised to roll out globally.<\/p>\n<h2 style=\"text-align: center;\"><img decoding=\"async\" alt=\"\" src=\"https:\/\/pros.com\/b2b\/learn\/wp-content\/uploads\/2025\/06\/aHViPTgwNzIwJmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzVlZWM0ZThhNzY4MGMucG5nJnZlcnNpb249MDAwMCZzaWc9OTQ3MWE1NmI1Zjg1NGZiYWU1OTgzZGJmMzU5YzcxMTQ253D\" style=\"color: rgb(0, 0, 0); font-size: 30px; text-align: center;\" \/><\/h2>\n<h2>CHALLENGE<\/h2>\n<p>Fragmented and ad hoc sales processes were&nbsp;causing major inefficiencies &ndash; and limiting the company&rsquo;s growth potential. Every local sales and&nbsp;marketing organization utilized its own quoting processes. Those workflows were almost entirely&nbsp;manual, involved hard-to-document e-mail, text and&nbsp;phone communications, and required multi-level&nbsp;approvals. In addition, extensive duplication of data&nbsp;entry wasted time and created multiple opportunities&nbsp;for human error.&nbsp;After an extensive evaluation of several vendors, the&nbsp;manufacturer chose a PROS solution pilot program&nbsp;that would focus on several European marketing\/&nbsp;sales units in a specific region. This European region&nbsp;typically produced 55,000 final quotes and as many&nbsp;as 25,000 orders per year. Time-tracking showed that the 650 salespeople in the pilot region spent 30% of&nbsp;their time generating quotes and orders &ndash; and that&nbsp;200 sales support personnel spent 60% of their&nbsp;workday on those tasks. By addressing these quoting&nbsp;practices, the PROS pilot program targeted a major&nbsp;opportunity to gain efficiencies.&nbsp;<\/p>\n<h2>SOLUTION<\/h2>\n<p>The PROS Smart CPQ solution helped automate and&nbsp;simplify the configuration, pricing and quoting process for sales teams. This enables sales to&nbsp;instantly create accurate, personalized solutions for each customer while driving down back-office costs.&nbsp;With configuration and quoting capabilities of the&nbsp;PROS solution, this manufacturer of material&nbsp;handling equipment was able to:<\/p>\n<ul>\n<li>Build an entirely new quoting process &ndash; a single&nbsp;process that works across all marketing\/sales units.<\/li>\n<li>Accommodate a complex product range, including&nbsp;11 product families and 249 different models along&nbsp;with a virtually unlimited set of options.<\/li>\n<li>Create a harmonized price structure and quote&nbsp;process that could be rolled out successfully to&nbsp;business units that were accustomed to more&nbsp;autonomy in the pricing process.<\/li>\n<\/ul>\n<p>PROS offered extensive experience in European&nbsp;markets, and the proven ability to deliver&nbsp; significant&nbsp;efficiencies. The PROS Smart CPQ toolset was&nbsp;deployed atop Oracle CRM to create a single&nbsp;customer database, enable simplified workflows, set&nbsp;up a single price structure, and build a highly&nbsp;automated quoting and order-management system.<\/p>\n<h2>CONCLUSION<\/h2>\n<p>With greater process efficiency, marketing\/sales&nbsp;units can sell more effectively, and sales support personnel can focus more on sales enablement.&nbsp;The gains from streamlining the sale quoting process are significant. For example, the&nbsp;manufacturer discovered that its existing processes required data to be input into siloed systems&nbsp;between five and 10 times for every quote\/order &#8211; with the opportunity to generate errors with every&nbsp;entry. The new PROS-based quoting process required data to be entered only once. The PROS&nbsp;solution also reduced the time-to-quote from more&nbsp;than seven minutes to less than three minutes &ndash; a&nbsp;58% reduction multiplied by 55,000 quotes per year.<\/p>\n<h2>RESULTS<\/h2>\n<p>Significant benefits delivered by the PROS Smart&nbsp;CPQ solution start with a 58% reduction in time to quote&nbsp;for the region in the pilot program. Fewer&nbsp;hours spent managing quotes was the key to a 17%&nbsp;increase in sales efficiency &ndash; an improvement that is&nbsp;expected to deliver USD $6 million additional profit.&nbsp;In addition, the PROS solution offers huge&nbsp;potential for further improvements, including&nbsp;additional gains in quoting\/ordering efficiency and&nbsp;approvals workflow. Its single price list will also&nbsp;ensure price accuracy and require less&nbsp;maintenance. And, as marketing\/sales units gain experience with the system, the company will likely&nbsp;realize new efficiencies.&nbsp;Based on the success of the European pilot&nbsp;program &ndash; and the value it provided &ndash; the&nbsp;manufacturer is planning to roll out the PROS price&nbsp;quoting solution worldwide.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Win rates are closely correlated to how quickly prospects receive quotes, and greater sales efficiency can save companies millions. Learn how Smart CPQ technology can improve sales processes.<\/p>\n","protected":false},"author":1,"featured_media":5304,"comment_status":"closed","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[14],"tags":[125,138,89,106,46,49,68,51,107,171],"class_list":["post-5305","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-studies-testimonials","tag-demandbase-industry-manufacturing","tag-demandbase-sub_industry-industrial","tag-industry-manufacturing","tag-label-case-study","tag-language-english","tag-product-smart-configure-price-quote","tag-product-smart-cpq-old","tag-topic-selling-improvement","tag-type-case-study","tag-type-customer-success-stories","post-type-blogs"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Price Quoting Solution Boosts Efficiency, Drives Sales Increase | AI-Powered CPQ, Dynamic Pricing, &amp; Revenue Software<\/title>\n<meta name=\"description\" content=\"Win rates are closely correlated to how quickly prospects receive quotes, and greater sales efficiency can save companies millions. Learn how Smart CPQ technology can improve sales processes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/s48932.p717.sites.pressdns.com\/case-studies-testimonials\/price-quoting-solution-boosts-efficiency-drives-sales-increase\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Price Quoting Solution Boosts Efficiency, Drives Sales Increase | AI-Powered CPQ, Dynamic Pricing, &amp; Revenue Software\" \/>\n<meta property=\"og:description\" content=\"Win rates are closely correlated to how quickly prospects receive quotes, and greater sales efficiency can save companies millions. Learn how Smart CPQ technology can improve sales processes.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/s48932.p717.sites.pressdns.com\/case-studies-testimonials\/price-quoting-solution-boosts-efficiency-drives-sales-increase\/\" \/>\n<meta property=\"og:site_name\" content=\"PROS Resources Center\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/PROSInc\" \/>\n<meta property=\"article:published_time\" content=\"2025-06-03T11:26:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-06-05T14:13:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s48932.p717.sites.pressdns.com\/wp-content\/uploads\/2025\/06\/aHViPTgwNzIwJmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzVlM2RhNTk4MTUyODAucG5nJnZlcnNpb249MDAwMCZzaWc9MjU2NmUxMTUxYmMxZDdlNTVhMzJiYmNmMjM4ODg0ZmY253D\" \/>\n\t<meta property=\"og:image:width\" content=\"500\" \/>\n\t<meta property=\"og:image:height\" content=\"272\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"PROS Inc.\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Price Quoting Solution Boosts Efficiency, Drives Sales Increase | AI-Powered CPQ, Dynamic Pricing, &amp; Revenue Software","description":"Win rates are closely correlated to how quickly prospects receive quotes, and greater sales efficiency can save companies millions. 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