Salesforce CPQ implementation and
Enhancement for Elevator company
Overview
A prominent elevator manufacturer in India approached Perigeon to streamline their sales operations. With a growing customer base across residential, commercial, and industrial sectors, the client needed a scalable system to manage their complex product configurations, pricing models, and tax calculations — all while enhancing quote accuracy and reducing turnaround time.
Project Objective
To implement and enhance a customized Salesforce CPQ (Configure, Price, Quote) solution that enables:
- Smart and dynamic product configuration logic
- Accurate pricing calculations with custom rules
- Full compliance with India’s GST taxation structure
- Professional and branded quote document generation
- Efficient and error-free quote line management
Key Challenges
Complex Product Catalog
The client’s product line required a highly configurable engine to support multiple elevator types, components, and installation conditions.
Advanced Pricing Logic
Pricing varied across product specifications, service types, regions, and optional add-ons — making manual quote generation error-prone.
GST Compliance
-time GST breakdown (SGST, CGST, IGST) was essential for accurate quoting in accordance with Indian tax laws.
Manual Quoting Process
The sales team relied on offline tools and spreadsheets, leading to delays and inconsistencies.
Quote Line Complexity
Needed a system to support grouped products, conditional rules, and tiered discount structures.
Our Solution
Perigeon delivered a tailored Salesforce CPQ solution by integrating advanced logic, automation, and seamless user experience to match the client’s unique business model.
01
Configuration
Built QCP logic to manage complex elevator setups with nested options and rule-based selections.
02
Pricing
Created dynamic pricing rules with region, complexity, and upgrade logic using lookup tables.
03
Taxation
During a workout, users can’t be distracted by app controls. We incorporated voice prompts, audio cues, and vibration feedback for a fully hands-free experience.
04
Quotes
Enabled flexible quote lines with bundles, add-ons, discounts, and automated rollups.
05
Templates
Designed branded PDF templates with detailed product, pricing, and tax information.
06
Optimization
Users wanted to work out anytime, anywhere. We ensured full offline access so that workouts could be launched without an internet connection.
Additional Enhancements
Control
Enabled admin panels for quick updates and gave training for easy in-house handling.
Testing
Executed thorough tests and UAT to validate logic and match business needs.
Support
Offered live monitoring and helped sales reps smoothly adopt the CPQ system.
Key Features Delivered
- Rule-based Product Configuration using QCP
- GST-Compliant Price Calculations
- Dynamic PDF Quote Templates
- Advanced Pricing & Discount Logic
- Multi-layered Quote Line Management
- Fully Automated Quoting Workflow
Technologies Used
- Salesforce CPQ
- Apex (Triggers & Classes)
- QCP (Quote Calculator Plugin)
- Lightning Components
- PDF Rendering APIs
Impact and Results
| Metric | Before | After Implementation |
|---|---|---|
| Quote Accuracy | 65% | 99%+ |
| Time to Generate Quotes | 1–2 Days | < 30 Minutes |
| Configuration Errors | Frequent | Near Zero |
| Sales Efficiency | Manual | Fully Automated Workflow |
| GST Compliance | Manual | Fully Integrated |
Agile Process
A sprint-driven delivery approach ensured smooth implementation of a highly customised CPQ setup.
Sprint-wise Feature Releases
Configuration, pricing, taxation, templates, and optimization were delivered in structured sprints.
Early Feedback
Each sprint demo allowed the client to validate quote logic, pricing rules, and GST configurations before moving forward.
Collaboration
Business users, finance teams, and field operations personnel were involved to shape final CPQ behavior.
Continuous Refinement
Sprint retros helped refine complex product catalogs and automation logic.
Salesforce QA Process
QA involved validating the precision and reliability expected from an enterprise CPQ platform.
Pricing Accuracy Testing
Verified multi-level price books, discounts, GST calculations, and approval logic.
Configuration Validation
Tested every product rule, guided selling step, and dependent configuration path.
Document QA
Ensured all quote templates and proposal PDFs reflected correct values in every scenario.
Performance Testing
Validated CPQ response time with large product catalogs and multi-step quoting flows.
UAT Management
Provided structured test cases for business teams to validate sales-ready use cases.
Conclusion
Perigeon’s Salesforce CPQ implementation empowered the client with a fully automated, intelligent quoting platform tailored to the elevator industry. From complex configurations to tax-compliant, beautifully rendered quotes — the new system streamlined sales operations, boosted team productivity, and ensured long-term scalability.
Frequently asked questions
How does CPQ help manage complex product configurations?
Salesforce CPQ enables rule-based and dynamic product configuration using Quote Calculator Plugin (QCP) logic.
For this elevator manufacturer, CPQ was customized to support multiple elevator types, components, installation conditions, and nested options. Configuration rules automatically guided sales teams to select only valid combinations, eliminating errors and ensuring technically accurate quotes every time.
Can the client adjust pricing and discount rules without development?
Yes. The implemented CPQ solution includes admin-controlled pricing and discount management.
Verified multi-level price books, tiered discounts, and region-specific pricing rules were configured using lookup tables and CPQ pricing rules. This allows authorized users to update prices, discount thresholds, and approval logic without requiring code changes or developer support.
Verified multi-level price books, tiered discounts, and region-specific pricing rules were configured using lookup tables and CPQ pricing rules. This allows authorized users to update prices, discount thresholds, and approval logic without requiring code changes or developer support.
How does CPQ improve GST or taxation compliance?
The CPQ system was built to fully comply with India’s GST framework.
It automatically calculates SGST, CGST, and IGST in real time based on customer location, product type, and service configuration. This eliminates manual tax calculations, reduces compliance risk, and ensures every quote is GST-accurate and audit-ready.
What training or documentation was provided post-implementation?
Perigeon conducted hands-on training sessions for sales and admin users and enabled intuitive admin controls for ongoing management.
Detailed documentation and walkthroughs were provided to help internal teams confidently manage configurations, pricing updates, and quote generation independently after go-live.
Does CPQ integration support the client’s offline quotation process?
Perigeon conducted hands-on training sessions for sales and admin users and enabled intuitive admin controls for ongoing management.
Detailed documentation and walkthroughs were provided to help internal teams confidently manage configurations, pricing updates, and quote generation independently after go-live.
How scalable is the implemented CPQ system?
Yes. The solution was optimized to support offline workflows.
Sales representatives can work with product configurations and generate quotes even when internet connectivity is limited. This ensures uninterrupted sales operations, especially for on-site visits and remote project locations.
Free Consultation
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Ujval Shah
CEO, Perigeon Software Pvt. Ltd.
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