Wednesday, 15 August 2018

Rinnai seeks efficiencies through automating CPQ

Rinnai seeks efficiencies through automating CPQ
10 Jun

Rinnai Australia says it expects its reps to cut the CPQ — configure, price, quote — process from days to hours by using Salesforce Quote-to-Cash for sales of commercial hot water systems.

Rinnai Australia’s national strategy and planning manager, Andrew Boland, said that he believes the move will eventually mean the company’s sales reps can produce quotes as they finish up sales meetings. Revisions will be much easier and faster as well, Boland said.

Rinnai Australia offers hot water, heating and cooling and counts major retailers including Harvey Norman and The Good Guys among its customers.

The company is part of the global Rinnai Group, which operates in close to 20 countries.

The third edition of Salesforce’s State of Sales research report found that 40 per cent of the teams surveyed employed a CPQ solution (the report is based on a survey of more than 2900 sales professionals, including more than 950 in Australia). High-performing teams were 2.1 times more likely to use CPQ solution, the survey found.

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