2016 B2B SALES REPORTSales Quoting and Business Trends

2

The goal in sales is always to sell more. Salesforce Quote-

to-Cash recently conducted a survey of Configure, Price,

Quote (CPQ) users to determine how Salesforce CPQ

improves their teams’ selling processes. In order to find the

value and return on investment that CPQ provides, more

than 140 Salesforce CPQ customers responded to survey

questions about their business and quoting processes.

Specifically, this report analyzes how Salesforce CPQ

improves accuracy and speed in the sales process to

help companies sell more.

SURVEY METHODOLOGYThe survey was conducted online between August 23

and August 29, 2016 within the Salesforce Quote-to-

Cash customer base of more than 750 companies

across many industries including manufacturing,

software, high tech equipment, storage, networking,

business services, and medical devices.

03

06

09

Customer Survey Response

Firmographics

Salesforce CPQ Business

Benefits

CPQ Can Help

Table of Contents

Introduction

2 3CHAPTER 1

32016 B2B Sales Report: Customer Survey Response Firmographics

Customer Survey Response Firmographics

Business Processes

Company SizeCustomers who completed the survey range in size from 100 to more

than 2500 employees, reflecting the wide range of companies currently

using Salesforce CPQ.

3

1-20 employees 0%

21-100 employees 18%

101-500 employees 37%

501-2500 employees 30%

2501+ employees 15%

Sales MethodThe majority of CPQ customers surveyed are currently

selling both through channel partners and directly

to consumers. However, feedback was also collected

from customers who sell by direct sales only and by

channel sales only.

42016 B2B Sales Report: Customer Survey Response Firmographics

4%

61% 35%

Sell through channel(s) only

Both

Direct to consumer only

Quoting Processes

Implementation Many Salesforce CPQ customers are able to implement

the solution themselves, with training from Salesforce

Quote-to-Cash experts. Other customers are matched

with an implementation partner to help guide them

through the setup.

Usage PeriodAll of the customers from this survey have been using

Salesforce CPQ for at least one year. On average,

respondents have had the tool for 1.5 years.

52016 B2B Sales Report: Customer Survey Response Firmographics

40% 60%

Have implementation partner

Implement themselves

1 year

75%

23%

2% 1%

2-3 years

4-5 years

6+ years

Salesforce CPQ Business BenefitsSalesforce CPQ is a Next Generation Configure, Price, Quote app that

helps your sales reps create accurate quotes quickly and submit error-

free orders on the fly—from any device. Salespeople can now spend

more time selling and less time on paperwork, while eliminating errors

and growing order value.

After implementing CPQ, customers see huge gains in accuracy and

speed throughout their sales cycle.

2 3CHAPTER 1

62016 B2B Sales Report: Salesforce CPQ Business Benefits 6

AccuracyCPQ improves the accuracy of quotes, orders, and

proposals. Most customers find that they are able to

close deals with fewer quote iterations using the tool.

69% of survey respondents also report reduced order

errors with Salesforce CPQ and 75% experience fewer

errors at the time of proposal.

On average, our customers benefit from a 42%

reduction in configuration errors and a 44%

reduction in pricing errors.

CPQ also significantly improves forecasting, with

customers seeing a 29% increase in forecast accuracy

using Salesforce CPQ.

72016 B2B Sales Report: Salesforce CPQ Business Benefits

77%

42% average

improvement

Salesforce CPQ reduces the number of quotes with

configuration errors

77%

44% average

improvement

Salesforce CPQ reduces the number of quotes with

pricing errors

54%

29% average

improvement

Salesforce CPQ increases forecast accuracy

SpeedSalesforce CPQ gives companies the ability to generate

and deliver quotes quickly, speeding up the sales process

by reducing quote generation and turnaround times,

meaning sales reps have more time to spend selling. In

fact, 65% of customers see faster quote turnaround

from customer request to quote delivery using CPQ.

78% of Salesforce CPQ customers have cut down

on the time needed to generate a quote. Average

improvement among respondents was 41% faster

quote generation.

Non-standard discounts and quote terms often drag

out deal cycles and delay closing. Fortunately, 63% of

customers are able improve their approvals process by

speeding up approvals with Salesforce CPQ. Overall, using

the solution decreases quote approval time by 32%.

Over half of respondents also agree that Salesforce CPQ

decreases overall time from quote to close. On average,

customers experience sales cycles that are more than

25% faster.

82016 B2B Sales Report: Salesforce CPQ Business Benefits

78%

41% average

improvement

Salesforce CPQ reduces the time needed to

generate a quote

63%

32% average

improvement

Salesforce CPQ reduces quote approval time

54%

26% average

improvement

Salesforce CPQ decreases time from quote to close

CPQ Can HelpIn addition to delivering accuracy and speed, Salesforce CPQ also

benefits businesses by growing order value. Surveyed customers

agreed that the solution encourages upsell and cross-sell opportunities.

Respondents reported an average 19% increase in order value from

implementing CPQ.

With Salesforce CPQ you can:

• Eliminate errors in opportunities, quotes & contracts

• Quickly create accurate quotes & proposals

• Improve productivity and close more deals

• Increase deal sizes with cross-sell and up-sell guidance

2 3CHAPTER 1

92016 B2B Sales Report: CPQ Can Help 9

3

Most importantly, our customers are seeing a 29% average

improvement in quote to order conversion using

Salesforce CPQ. When the sales process is better aligned

with customer expectations, companies have more orders

coming through and are able to increase their revenue.

By deploying Salesforce CPQ, current customers have

been able to reduce errors in their CPQ process and cut

down on the time spent generating quotes.

The increased accuracy and speed that Salesforce CPQ

brings to your sales team will flow into more revenue for

your business by helping you sell smarter and connect

better with your customers.

10

Want to learn more?

Watch a demo of Salesforce CPQ or speak directly to a CPQ expert.

102016 B2B Sales Report: CPQ Can Help

55%

29% average

improvement

Salesforce CPQ improves quote to order conversion

LEARN MORE

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