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White Paper | Word and Excel
Why Word and Excel Don’t Cut It For Sales Quotes
“While Word and Excel are
fine for general document
Does your sales team rely on Microsoft Word documents or Excel spreads...
White Paper | Word and Excel
Automate with a CPQ App for Peace of Mind and Accuracy
Lucky for you, there’s a better way. An automated CPQ (configure, price, quote) app not only gives you the control
and vis...
Select If you’re still using spreadsheets for your pricing and products, we would like to show you a better way. We
provid...
& Configure
• Configure products, solutions & bundles
get started and it’s affordable. Yet, it’s still powerful enough for...
• Uses Salesforce interface
• 100% Native on Salesforce platform
Fast, Easy Implementation
• 5-10 weeks, not 5-10 months
•...
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Steelbrick - Why Word and Excel Don’t Cut It For Sales Quotes

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Steelbrick - Why Word and Excel Don’t Cut It For Sales Quotes

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Steelbrick - Why Word and Excel Don’t Cut It For Sales Quotes

  1. 1. White Paper | Word and Excel Why Word and Excel Don’t Cut It For Sales Quotes
  2. 2. “While Word and Excel are fine for general document Does your sales team rely on Microsoft Word documents or Excel spreadsheets to configure price quotes? Are your quotes still created manually? creation and financial tracking, these applications If the answer is to these questions is Yes, then you are definitely wasting your sales team’s time and compromising accuracy and security. have serious shortcomings While Word and Excel are fine for general document creation and financial tracking, these when it comes to creating sales quotes, which are the applications have serious shortcomings when it comes to creating sales quotes, which are the lifeblood of your business. And using the wrong program doesn’t pay off in terms of accuracy, efficiency and revenue. For one thing, you have to start with a blank page and/or lifeblood of your business.” create a template for each use case. And you’ll need to create formulas in order to do any calculations. Then you have to gather information from your price book (and in many cases, that may not be accurate and up-to-date) and then type it into your documents, or copy-and- paste manually. Why put your sales team through this when there are better ways? Even if you get past the drawbacks described above, there are still two more critical issues surrounding manual quoting—the lack of control and security. Control and Security One of the key problems with Word and Excel is the lack of control they provide. They are standalone applications, not fully integrated with your other business systems. So sales managers don’t have easy and consistent visibility into the quotes sent by their reps or channel partners, or the history of those quotes. Each time sales reps make changes manually to a quote in Word or Excel, there is a clear risk of introducing errors and compromising accuracy. It occurs all the time; reps accidentally attach the wrong quote number to a Word document, transpose dollar figures, or mistype a formula in Excel. It happens even to the most diligent members of the team. These mistakes result in calculation errors that are not only hard to locate further down the process road, but could also negatively affect your bottom line. Clearly, you want to avoid that! The lack of security when using Word and Excel can spell disaster for your sales team and for your organization as a whole. When creating price quotes manually, your reps, channel partners and resellers typically send numerous (and virus-susceptible) documents to prospects following the original quote. There is a back-and-forth that is the result of revisions made throughout the process. Every quote your sales team creates influences how prospects perceive your company. Each quote is a reflection of your brand. If you don’t control the process and standardize and enforce the use of quote templates, your reps may not make the best impression. Word and Excel offer no piece of mind in this area, because there is very little security control over document creation or editing. STEELBRICK | www.steelbrick.com © 2014 SteelBrick. All rights reserved.
  3. 3. White Paper | Word and Excel Automate with a CPQ App for Peace of Mind and Accuracy
  4. 4. Lucky for you, there’s a better way. An automated CPQ (configure, price, quote) app not only gives you the control and visibility you need, it enables you to deliver accurate, secure quotes every time. In addition, your quotes are branded, consistent and trackable. You get the biggest benefits with a CPQ app when you use it in conjunction with a CRM platform, such as Salesforce. An automated CPQ app offers customizable templates, automatically populating your quote with account details sourced from Salesforce, and listing the products available that are associated with the opportunity. The product list eliminates the need to cut and paste, and can be filtered by product code, product type, product family, or bundle. Discounts are calculated automatically, based on defined rules and limits, ensuring consistently managed discount pricing. After you configure your automated quote, you can get a handy, summarized view of your quote and then generate a customer-facing, PDF document with just one click. Unlike a Word or Excel document, a PDF ensures that your sales quotes are standardized, accurate and secure. One more click generates an email that’s conveniently attached to the main record, providing you with a SOX compliant audit trail. Why Native Apps Offer the Ultimate Solution If you use a CRM system, like Salesforce, you want to be sure that your CPQ application is fully native, meaning that it is built right into the CRM. An app that is 100% native on Salesforce is one that’s been built directly on the Salesforce Platform and shares the platform with your CRM. Native applications offer a very different experience and set of user benefits than do applications that merely offer Salesforce “integration.” Because a native application is delivered and hosted directly within Salesforce, users can leverage the Salesforce Platform for customization and administration, without a learning curve, and typically with higher user adoption. A native CPQ app includes features that are already familiar to your sales team. In fact, the user experience is so seamless that users can’t tell where the Salesforce ends and the CPQ app starts. About SteelBrick SteelBrick provides easy-to-use Configure Price Quote (CPQ) apps for Salesforce customers. SteelBrick CPQ is 100% native on Salesforce, so users can create accurate and professional sales quotes quickly and error-free, without leaving the Sales Cloud. Are you ready to discover how SteelBrick CPQ can help your organization create accurate and professional sales quotes quickly? Contact Sales for a demo and to learn more. STEELBRICK | www.steelbrick.com © 2014 SteelBrick. All rights reserved.
  5. 5. Select If you’re still using spreadsheets for your pricing and products, we would like to show you a better way. We provide the most complete, out-of-the-box CPQ that simply works. It’s easy to
  6. 6. & Configure • Configure products, solutions & bundles get started and it’s affordable. Yet, it’s still powerful enough for • Eliminate errors in opportunities, quotes & contracts your complex quoting needs. • Identify cross-sell & upsell opportunities With SteelBrick CPQ your products and services are configured • Uses your Salesforce Products and Price Books and sales quotes are created, approved, and sent off immediately— • Guided selling matches the right products to customers all in the Salesforce Sales Cloud with just a few clicks. And every time, you’ll know that your quotes and proposals are complete, Price & Quote accurate, and perfectly customized for your customers. • Quickly generate accurate quotes in any currency SteelBrick CPQ simplifies configuration and ensures pricing • Advanced pricing & discounting options and quoting accuracy. Sales reps reduce errors, improve • Pre-negotiated contract pricing productivity, and close more deals without ever leaving the Salesforce Sales Cloud. SteelBrick CPQ delivers the perfect • Channel & partner pricing balance of functionality, ease of use, and affordability—and it’s 100% Native on Salesforce. Proposals & Contracts • Fully customizable templates Now you can configure products and services, manage pricing, and create and deliver professional-looking proposals and quotes, anytime, anywhere, on any device. • Builds dynamic T&C’s • Select or default related content, such as datasheets • Quotes in Word or PDF format • Integrate with e-signature to send with a click • Documents automatically saved in Salesforce Orders & Renewals • Automatically generate renewal quotes • Accurate reporting of total contract values • Automatic renewal reminders in Salesforce • Existing contracted terms & price applied to add-ons How We’re Different Out-of-the-Box CPQ • Built for Salesforce customers
  7. 7. • Uses Salesforce interface • 100% Native on Salesforce platform Fast, Easy Implementation • 5-10 weeks, not 5-10 months • Uses Salesforce for Approvals, Workflow Rules and Chatter • 100% Built on Salesforce; delivered on Salesforce Loved by Customers • Ranked #1 CPQ on G2 Crowd • 5-Star reviews on AppExchange • 97% Renewal rates High User Adoption • Build accurate quotes faster and easier • Close deals faster without leaving the Sales Cloud • Frees up more time for selling • SteelBrick CPQ for Salesforce Communities drives more revenue from your Channel Partners and Resellers Familiar User Interface • Salesforce interface for online and mobile • Integrates seamlessly with standard Salesforce objects • Real-time analytics with Salesforce reporting and dashboards World Class Operations and Security • Data centers, networks and security provided by Salesforce • Delivers reliability and global performance • All customer data kept within your Salesforce org STEELBRICK | www.steelbrick.com © 2014 SteelBrick. All rights reserved. White Paper | Word and Excel “We passionately believe in delivering software that makes our customers more productive and more successful. Customer success is a slogan for many companies, but we live it everyday, with every product release and every customer interaction.” Godard Abel CEO, SteelBrick

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