Salesforce CPQ Implementation for an Oil and Gas Industry

About The Company:

Our client is a global leader in infrastructure software solutions, best known for its PI System—a real-time data and event management platform trusted across industries like oil and gas, manufacturing, life sciences, and energy. Headquartered in San Leandro, California, and operating in over 107 countries, the client helps organizations manage and leverage sensor-based data to improve operational performance.

Customer Challenges:

Before the project, the client was facing a number of challenges with its existing systems and workflows.

• Complex Product Configuration: The client’s sales process involved bundling its core PI server platform with various add-ons. Managing these product combinations manually caused delays and inconsistencies, especially when generating quotes for complex product bundles.
• Integration Issues with SAP and Boomi: The existing integration between Dell Boomi and SAP presented multiple problems related to data mapping, synchronization, and amendments across multiple quote lines. These technical roadblocks slowed down operations and created inefficiencies in the quote-to-cash cycle.
• Ineffective Partner Onboarding: The absence of a structured partner community led to a lack of visibility and communication between client and its partners. Without centralized access to product information, services, and support tools, partner onboarding and engagement suffered.
• Limited User Adoption: Due to unclear processes and limited system training, internal adoption of the legacy CRM system remained low—around 25%. This hampered communication among sales reps , IT and marketing teams.

Solutions:

To address these issues, We suggested to use Salesforce CRM and implemented Salesforce CPQ, Service Cloud.

Salesforce CPQ Implementation: We began the Salesforce CPQ implementation process by closely analyzing the sales process and identifying key elements like product bundles, pricing rules, and approval workflows. We collaborated with client's sales, finance, and operations teams to gather all the necessary requirements. After aligning on the scope, we configured the product catalog, price books, and discounting structures within Salesforce CPQ. We implemented pricing methods, approval workflows, and product rules to ensure accurate and consistent quoting. To support seamless operations, we integrated CPQ with Salesforce CRM, enabling their sales reps to manage opportunities and generate quotes efficiently. We thoroughly tested the system in a sandbox environment to validate all configurations and data accuracy. 

End-to-End Quality Assurance

We owned the complete QA process, conducting system integration testing (SIT), user acceptance testing (UAT), and creating a full regression test library. Black box and negative scenario testing ensured that the system performed reliably in every use case.

Partner Community Development

To enhance collaboration, We implemented the Salesforce Partner Community Cloud. This platform allowed for:

• Seamless partner onboarding
• Case and service management
• Access to product information integrated directly with CPQ

For the Salesforce Partner Community Cloud, we started by defining our partner engagement strategy and segmenting partners based on their roles. We set up partner accounts, created role hierarchies, and applied the right permission sets to control data access. Using Salesforce Experience Cloud, we designed a branded, user-friendly portal with intuitive navigation. We configured essential features like lead distribution, deal registration, and document sharing to support partner collaboration. We also integrated CRM data so partners could view and manage opportunities and campaigns. Custom dashboards and reports were created to track partner performance in real time. After conducting user acceptance testing (UAT), we organized training sessions for our partner users. We launched the community successfully and have since been optimizing it based on partner feedback to drive engagement and performance.

Business Process Alignment and Training: We conducted detailed demos, created user documentation, and held small group training sessions. This helped business users understand system workflows and improved adoption across departments. we also answered all business process queries and maintained alignment with SAP and IT teams.

Results:

The results were transformative for the client’s sales and partner engagement operations:

• Unified operations: The entire organization began functioning as a single cohesive unit with consistent communication and collaboration across departments.
• Faster approvals: Discount and quote approvals were automated, allowing sales reps to close deals more efficiently.
• Enhanced adoption: With our training and support, user adoption increased from 25% to 75% by the end of the project.
• Stronger partner support: The new Partner Community improved onboarding and support capabilities, helping them to deliver better service to partners.
• Reduced errors: Streamlined product configuration and order processing reduced manual errors and improved overall operational efficiency.

Technology and Tools Used:

Salesforce CPQ, Salesforce service cloud

Final Words:

CloudCache Consulting’s Salesforce Implementation service is a strong example of how advanced CRM tools can drive process efficiency and team collaboration. With our Salesforce Professional Resources library and a structured implementation strategy, the client now benefits from a future-ready sales and partner engagement platform. The company continues to build on this digital foundation to support its global growth and innovation goals.you can look in Fiverr as well.