Project Overview
The Partner Quoting Portal (PQP) initiative was developed to enhance the quoting experience for The Client’s partners by integrating Salesforce CPQ with the existing Impartner platform. This bi-directional integration aimed to create a streamlined, efficient, and user-friendly interface that enables partners to configure, submit, and manage quotes seamlessly. A critical component of this project was migrating virtual products to Salesforce CPQ, ensuring that partners had real-time access and management capabilities.
Objectives
– Streamline the quoting process: Integrate Salesforce CPQ with the Impartner platform for enhanced efficiency.
– Enhance user experience: Provide a unified quote configuration and management portal.
– Reduce manual processes: Ensure real-time data synchronization between PQP and Salesforce.
The Client
The Client is a market innovator in unified observability and network performance solutions. Through its integrated platform, organizations gain comprehensive visibility into their digital infrastructure, enabling them to maximize network and application performance while optimizing their IT investments. The solution combines enterprise-grade SD-WAN technology, WAN optimization, network performance management, and application acceleration to deliver a holistic approach to network optimization and monitoring.
Pain Points
Before the PQP implementation, The Client faced several challenges:
– Partners needed help creating and managing quotes due to Salesforce’s complex structure.
– Multiple steps were required for product configuration.
– Partners were unable to download quotes in various formats.
– The existing user interface, the legacy interface, took time to navigate.
– Cloning quotes was not feasible in the previous system.
– Partners found viewing all new sales and renewal quotes on a single screen challenging.
Tech Stack
The PQP utilized the following technologies:
– Front-End: MERN (MongoDB, Express.js, React.js, Node.js)
– Back-End: Node.js, Salesforce CPQ APIs, Salesforce, Proprietary Partner Portal
Key Features
- Seamless Integration with Salesforce CPQ:
– Utilized the CPQ API to replicate internal quote configurations on the PQP side.
– Ensured synchronization between Salesforce workflows and the PQP, maintaining consistency and accuracy.
- Enhanced Partner Portal:
– Partners, including distributors and resellers, access PQP through a secure Single Sign-On (SSO) mechanism integrated with the existing third-party partner management system.
– Replaced the Salesforce Community, offering a more tailored and efficient platform for partners.
- Intuitive User Interface:
– Designed with user-centric principles, incorporating synthetic data analysis to optimize usability.
– Streamlined navigation and clear workflows enable partners to prepare and submit quotes effortlessly.
- Automated Business Workflows:
– Defined comprehensive business workflows in Salesforce to govern quote creation and internal review processes.
– Automated steps ensure timely approvals and consistent quote configurations.
Implementation Process
– Front-End Development: The PQP front-end was developed using the MERN stack, providing an intuitive interface for partners to manage quotes, configure products, and track sales activities effectively.
– Backend Integration: The front end connected seamlessly with Node.js and Salesforce CPQ APIs, facilitating smooth data flow for quoting, pricing, and product configurations.
– Real-Time Data Sync: Real-time integrations were established between the MERN front end and Salesforce back end to synchronize essential data such as quotes, product rules, and pricing. This ensured that any changes made in PQP were immediately reflected in Salesforce and vice versa.
– SSO & Security: Single Sign-On (SSO) was implemented to ensure secure access for partners. User roles and permissions were managed effectively to maintain data confidentiality and integrity.
– Testing & Go-Live: Comprehensive testing was conducted before launch, focusing on functionality, performance, and security. The initial rollout featured virtual Alluvio products to ensure optimal operation.
Key Performance Indicators (KPIs)
| KPI | Before PQP | After PQP | Improvements |
| Quote Preparation Time | 10 minutes | 6 minutes | 40% Reduction |
| Sales Efficiency | Baseline | +35% | |
| Partner Satisfaction Score | 70% | 88% | +25% |
| Quote Error Rate | 5% | 3.5% | 30% Reduction |
| Support Tickets (Quoting) | 200/month | 160/month | 20% Reduction |
| Partner Network Growth | 1,000 partners | 1,500 partners | 50% Increase |
| Partner Engagement Metrics | Baseline | +15% |
Results
– Efficiency Improvements:
– 40% Reduction in quote preparation time, enabling partners to respond to opportunities faster.
– 35% Increase in sales efficiency through streamlined workflows and automated processes.
– Enhanced User Satisfaction:
– 25% Increase in partner satisfaction scores, reflecting the improved usability and functionality of PQP.
– 15% Boost in partner engagement metrics, indicating higher usage and active participation.
– Operational Excellence:
– 30% Decrease in quote errors due to consistent configurations and automated validations.
– 20% Reduction in support tickets related to quoting issues, showcasing the system’s reliability.
– Scalability and Flexibility:
– Successfully supported a 50% growth in the partner network without performance degradation.
– Enabled quick adaptations to evolving business requirements through the modular MERN architecture.
Future Enhancements
Building on the success of PQP, The Client plans to:
– Integrate Advanced Analytics: Incorporate predictive analytics to provide partners with actionable insights and optimize quoting strategies.
– Expand Feature Set: Introduce additional functionalities such as real-time collaboration tools and mobile access to enhance usability further.
– Enhance Personalization: Utilize machine learning to offer personalized recommendations and streamline the quoting process based on partner behavior and preferences.
Conclusion
The PQP project significantly advanced The Client’s digital transformation efforts by enhancing partner engagement and operational efficiency. Integrating Salesforce CPQ with a MERN-based front-end provides a robust, flexible solution that meets current business needs while being scalable for future enhancements. The seamless quoting experience lets partners concentrate on sales activities while minimizing errors through real-time integrations and automated workflows.
Selectiva Systems is proud to have played a pivotal role in this transformation by leveraging our expertise in technology integration and partner management solutions.
