Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers

Page created by Willie Jones
 
CONTINUE READING
Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
Quosal Case Study
Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
“Putting in a quoting process with a consistent offering has
                                                                                                enabled us to achieve the volume that we were looking for
                                                                                                and to grow the way we wanted.”

                                                                                                                                              - Jeffrey Besse, Senior IT Manager
Company
  Staples

Year Founded
  1986
                                                                       Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small
Website                                                                Business Customers
  www.staples.com
                                                                       Staples is the world’s largest office products company and a      paste mistakes.” Even common or repeat orders were a struggle.
                                                                       trusted source for office solutions. With annual sales of $25     In order to improve the accuracy and consistency of sales
Challenge                                                              billion and 88,000 associates worldwide, Staples brings “easy”    quoting, Besse led a team of IT staff to select and implement
  Staples did not have a consistent quoting and proposal process for   to offices and consumers everywhere. Staples employs IT
  their technology sales to small businesses. The process was error                                                                      a quoting and proposal solution. Besse’s team, including lead
                                                                       consultants in the store to service the technology needs of       technical implementation expert, Nilesh Punjabi, evaluated
  prone, quotes did not look uniform, and there was no ability to
                                                                       small business customers. With 50 field sales professionals       Quosal and two other solutions. “Quosal really did separate
  scale the process to meet expected growth.
                                                                       throughout their stores preparing quotes and proposals daily,     itself from the contending products. Flexibility and usability
                                                                       Staples’ IT Consultants lacked a formal quote and proposal
Solution                                                               process. Quotes were prepared in Excel and Word and did not
                                                                                                                                         are important to us. The integrations available through Quosal,
  Quosal Create with Order Porter                                                                                                        such as SalesForce.com and the real time pricing in inventory
                                                                       have the sophisticated, professional look to mirror Staples’      was important as well. And those really helped to make it that
                                                                       brand image. Senior IT manager Jeffrey Besse explains, “Pulling
Results                                                                together quotes in Excel and Word required a lot of manual
                                                                                                                                         much easier to give Quosal the nod,” says Besse.
  Staples now enjoys a consistent process that improves the
  accuracy of quotes, minimizes order exceptions, and enables          collection of information and was prone to errors and copy and
  growth. Quosal:
     • Delivered a uniform presentation to customers in a clear
       and easy to approve format using standard, professional
       templates.

     • Streamlined the sales process for future growth through
       workflow improvements and better integration to CRM and
       financial systems.

     • Drove immediate value for the business with a system that
       was easy to learn, use, and customize.
Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
Adding immediate value with professional and
            consistent quote templates
            Once Quosal was selected, Staples moved quickly to get the solution up and
            running. “We had such a growing need in the business to get it in place. We knew it
            would add immediate value to the business so we didn’t want to hold our progress
            back,” notes Besse.

            When asked how their proposal documents look today compared to the Word
            templates they were using before Quosal, Besse replies, “It’s the difference between
            night and day. With Quosal, we can scale up the complexity of what we can offer on
            the quotes because we have a much better process around that.”

            Punjabi adds, “Our quotes and proposals are more consistent, more professional.
            Before, each business user had their own design and customers would see different
            templates depending on which store they went to. That is no longer the case.”

“Our quotes and proposals are more consistent, more professional. Before,
each business user had their own design and customers would see different
templates depending on which store they went to. That is no longer the case.”

                             - Nilesh Punjabi, Lead Technical Implementation Expert
Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
Integrating Quosal with existing systems creates a more efficient sales process
Quosal has streamlined the sales process for Staples’ sales professionals.   able to minimize the number of manual touch points that our business        “It’s difficult to really put
With all the information it needs to build quotes in one place, the sales    partners have to go through.”
team benefits from huge time savings. Besse explains, “Quosal has
                                                                                                                                                         it into words, but it is
                                                                             Besse and Punjabi are impressed with the flexibility of Quosal’s platform
reduced the amount of manual labor required to build quotes. We’ve           and the ability to easily add configurations that they want and need,       the difference between
got our products mapped into the Quosal platform. Quosal is a huge
time saver because sales professionals don’t have to go looking for all
                                                                             without modifying the product itself. Besse explains, “Our integrations
                                                                             did not at all have to reshape the core product of Quosal. We were
                                                                                                                                                         night and day. With
these things anymore. They are able to pull all that together quite easily   able to build in and around it in order to achieve what we needed.” By      Quosal, we can scale
through one view in Quosal.”                                                 reorganizing their sales process with Quosal, Staples’ team can handle
Today, they greatly benefit from better integration with its CRM, order      more quotes with greater efficiency. “Putting in a quoting process with a
                                                                                                                                                         up the complexity of
management, point of sale, and other financial systems. “With better         consistent offering has enabled us to achieve the volume that we were       what we can offer on
integration, we are able to focus the input into the Quosal platform         looking for. We have been able to introduce additional capabilities so
and leverage the customer information that is put into our CRM               that workflow improvements like review and approval are available on
                                                                                                                                                         the quotes because
system – SalesForce.com,” says Besse. “We have a bi-directional flow         the platform itself. Quosal really helped streamline some of the extra      we have a much better
of information. Sales opportunities automatically integrate with our         checks and balances that we thought we needed to have in place to be
order fulfillment systems and payment system as well. Quosal really was      more successful,” says Besse.                                               process around that.”

                                                                                                                                                         - Jeffrey Besse
                                                                                                                                                           Senior IT Manager
Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
“It is a huge time savings because sales doesn’t have
to go looking around for all these things anymore.
They are able to quite easily pull all that together
through one view in Quosal.”

                              - Jeffrey Besse, Senior IT Manager

     Strong Partnership with Quosal
     Makes On-Boarding Easier
     Staples partnered with Quosal to produce a series
     of recorded video sessions that would show how
     to build quotes within the context of Staples. The
     sessions also cover some of the most commonly used
     features and functions of the Quosal platform. “We
     really wanted to create something that would be
     lasting and meaningful in terms of how to accelerate
     the sales team’s knowledge. The videos are fully
     indexed and help staff find a quick reference when
     needed,” Punjabi shares. He also leads webinar
     sessions to discuss feature opportunities with key
     users and determine how best to leverage those
     moving forward. “Our users find Quosal easy to use
     once they start using it. If they know the sales process
     and use Quosal to aid that, it’s much easier.”
Order Porter Provides the Perfect Complement to
Face-to-Face Meetings
Staples sales professionals also use Quosal’s Order Porter to provide additional
convenience for their customers. Completely template driven, Order Porter
easily allows customers to execute and document orders with an official and
binding electronic signature with no additional effort. In many cases, their sales
team is using Order Porter as a complement to their face-to-face meetings.
Besse comments, “Sending a link with Order Porter that customers can open and
sign off on quotes makes it super easy to facilitate getting that order approval.”

                          “Sending a link with Order Porter
                          that customers can open and
                          sign off on quotes makes it super
                          easy to facilitate getting that
                          order approval.”

                           - Jeffrey Besse, Senior IT Manager
About Quosal
                                                                             In 2006, Kent McNall and Stephen Yu had a
                                                                             mission to create and implement the finest Quote
                                                                             and Proposal Automation (QPA) software on the
                                                                             market. They accomplished this mission by using
Quosal Helps Maximize Value and Benefit                                      the finest development tools and technologies
Quosal has helped Staples improve the quoting and proposal                   from partners like Microsoft, as well as best
process for its customers and sales team. Besse is impressed with            development practices learned in decades of
the willingness of the Quosal team to partner and work with his              software development.
company to maximize use of the solution. “We engaged in a lot of good        Quosal has created a family of products, which
discussion up front about how we envision our business process, how          were developed to answer the needs of our wide
that maps to the Quosal platform, and how best we can leverage the           variety of partners. With our full-featured desktop,
features and capabilities to drive some incremental value and benefit        mobile, and browser interfaces, Quosal links
to our business. I think the partnership that we were able to form is        seamlessly with your CRM system, operational
very effective.” With Quosal, Staples’ IT Consultants have cut the time it   systems such as PSA applications, and your
takes to prepare consistent, professional-looking quotes and created a       accounting systems. Quosal’s innovations in online
repeatable sales process that facilitates growth.                            quote delivery and execution, Order Porter™,
                                                                             SuccessList™ and Quosal Achieve™, will empower
                                                                             your sales team and your organization with truly
                                                                             game-changing tools for selling success.

                                                                             quosal.com
You can also read