Quote-to-Cash Redesign
Rebuilt the Salesforce CPQ data model, products, bundles, discounts and approvals, so Sales can quote a full solution in minutes, not days.
Role
Product Manager
Timeline
2023 · 6 months
The challenge
Sales reps needed 1 to 3 days to configure a full solution quote, chasing PMs for compatibility, discounting and approval rules. Deals slipped, customers waited.
The decision
Chose Rebuild the catalog + rules over Layer more approvals on top
The bottleneck was the data model, not the process. Rewriting rules fixed the actual root cause.
How I approached it
- 01Rebuilt the CPQ product catalog, bundles and rules from the ground up.
- 02Codified discount thresholds and approval flows so exceptions became rare, not the norm.
- 03Trained Sales on the new model with real-world scenarios.
- 04Wired CPQ into the new data warehouse for consistent pricing.
Impact
- ✦Quote turnaround: days → minutes for standard configurations.
- ✦Fewer PM interruptions during deal cycles.
- ✦Cleaner approval trail for finance and audit.
Stack
- Salesforce CPQ
- Salesforce
- SAP
- Power BI