Make Salesforce Quote-to-Cash Work for your Business

Do go through our other blog for expected benefits from an automated quote to Cash process using Salesforce @ https://www.girikon.com/blog/salesforce-quote-to-cash-easier-and-more-accurate-quotes-and-billing/

While the list of probable benefits that can be leveraged is long, the real effort involved is in figuring out the exact process to be implemented so as to extract maximum advantage.

• Set time aside for an elaborate analysis of the process in use. This serves as preparatory steps to the execution of the exact, most effective solution suitable for your business.
• Look at the in use Quote-to-Cash process with a view to find opportunity for improvements. Simulate a typical request from a client for a quote and go in to throw in as many complications as the team might have faced in real-time.
• Follow a real deal through the cycle and consult with all departments (sales, sales operations, legal, and finance departments) involved in interim stages. Gather details for clear understanding & record difficulties/pain points.
• For each step involved – Define the RASCI (Responsible, Accountable, Supportive, Consulted, and Informed) model.
• Record all of the tools, systems, and applications in use. Also to be noted are the physical locations (office, online, or remotely) where each step takes place.
• Record reasons behind decisions to have the process in that particular way.
• Question, Question and question more at each step – record everything
• Also record time taken for each step. This will help to analyze if the new process implemented brought in any process improvement!
• With all this analysis done, you will now be ready to design the new process with the required step eliminations, improvements and consolidations. New Rules can now be defined, changes brought in to reduce typical errors, bottlenecks, slowness that occurred in the past.

In addition to the right Salesforce suite setup you might want to use other tools to dovetail. This decision will depend on your current pain points. Some recommended ones can be:

• Conga Action Grid: for updating and managing data pre-sale
• Conga Composer: for generating data driven documents, including combined documents like customized marketing materials, personalized proposals, sales orders and invoices
• Conga Redlining: for managing the back-and-forth of contract negotiation within Salesforce
• DocuSign: for completing the final approval and signature on the contract

• Standardize Documents – Standardizing Contract documentations for different products and services is a great efficiency enhancer
• Lookout for more ways to automate manual processes in the contract management process (Document versioning, audit trails etc.), negotiation process or elsewhere
• Leverage workflows to the hilt to usher in more transparency and reduce bottlenecks
• Use Collaborative tools for Legal team, sales reps, and customers, but try to keep it all native in Salesforce. This increases adoption, ease-of-use and consequent speed

How Girikon, as a Salesforce Consulting Partner Salesforce Consulting Partner Helps

Organizations looking at implementing Salesforce Quote to Cash can reach out for value loaded services including:

• Salesforce Licensing Consulting & procurement
• Salesforce Solution Architecture & Design
• Quote to Cash Discovery, Consultancy, Implementation & Customizations
• Any other custom development as required
• Data Migration from Legacy/Other Systems
• Salesforce Quote to Cash Training & Support