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2016 B2B SALES REPORTSales Quoting and Business Trends
2
The goal in sales is always to sell more. Salesforce Quote-
to-Cash recently conducted a survey of Configure, Price,
Quote (CPQ) users to determine how Salesforce CPQ
improves their teams’ selling processes. In order to find the
value and return on investment that CPQ provides, more
than 140 Salesforce CPQ customers responded to survey
questions about their business and quoting processes.
Specifically, this report analyzes how Salesforce CPQ
improves accuracy and speed in the sales process to
help companies sell more.
SURVEY METHODOLOGYThe survey was conducted online between August 23
and August 29, 2016 within the Salesforce Quote-to-
Cash customer base of more than 750 companies
across many industries including manufacturing,
software, high tech equipment, storage, networking,
business services, and medical devices.
03
06
09
Customer Survey Response
Firmographics
Salesforce CPQ Business
Benefits
CPQ Can Help
Table of Contents
Introduction
2 3CHAPTER 1
32016 B2B Sales Report: Customer Survey Response Firmographics
Customer Survey Response Firmographics
Business Processes
Company SizeCustomers who completed the survey range in size from 100 to more
than 2500 employees, reflecting the wide range of companies currently
using Salesforce CPQ.
3
1-20 employees 0%
21-100 employees 18%
101-500 employees 37%
501-2500 employees 30%
2501+ employees 15%
Sales MethodThe majority of CPQ customers surveyed are currently
selling both through channel partners and directly
to consumers. However, feedback was also collected
from customers who sell by direct sales only and by
channel sales only.
42016 B2B Sales Report: Customer Survey Response Firmographics
4%
61% 35%
Sell through channel(s) only
Both
Direct to consumer only
Quoting Processes
Implementation Many Salesforce CPQ customers are able to implement
the solution themselves, with training from Salesforce
Quote-to-Cash experts. Other customers are matched
with an implementation partner to help guide them
through the setup.
Usage PeriodAll of the customers from this survey have been using
Salesforce CPQ for at least one year. On average,
respondents have had the tool for 1.5 years.
52016 B2B Sales Report: Customer Survey Response Firmographics
40% 60%
Have implementation partner
Implement themselves
1 year
75%
23%
2% 1%
2-3 years
4-5 years
6+ years
Salesforce CPQ Business BenefitsSalesforce CPQ is a Next Generation Configure, Price, Quote app that
helps your sales reps create accurate quotes quickly and submit error-
free orders on the fly—from any device. Salespeople can now spend
more time selling and less time on paperwork, while eliminating errors
and growing order value.
After implementing CPQ, customers see huge gains in accuracy and
speed throughout their sales cycle.
2 3CHAPTER 1
62016 B2B Sales Report: Salesforce CPQ Business Benefits 6
AccuracyCPQ improves the accuracy of quotes, orders, and
proposals. Most customers find that they are able to
close deals with fewer quote iterations using the tool.
69% of survey respondents also report reduced order
errors with Salesforce CPQ and 75% experience fewer
errors at the time of proposal.
On average, our customers benefit from a 42%
reduction in configuration errors and a 44%
reduction in pricing errors.
CPQ also significantly improves forecasting, with
customers seeing a 29% increase in forecast accuracy
using Salesforce CPQ.
72016 B2B Sales Report: Salesforce CPQ Business Benefits
77%
42% average
improvement
Salesforce CPQ reduces the number of quotes with
configuration errors
77%
44% average
improvement
Salesforce CPQ reduces the number of quotes with
pricing errors
54%
29% average
improvement
Salesforce CPQ increases forecast accuracy
SpeedSalesforce CPQ gives companies the ability to generate
and deliver quotes quickly, speeding up the sales process
by reducing quote generation and turnaround times,
meaning sales reps have more time to spend selling. In
fact, 65% of customers see faster quote turnaround
from customer request to quote delivery using CPQ.
78% of Salesforce CPQ customers have cut down
on the time needed to generate a quote. Average
improvement among respondents was 41% faster
quote generation.
Non-standard discounts and quote terms often drag
out deal cycles and delay closing. Fortunately, 63% of
customers are able improve their approvals process by
speeding up approvals with Salesforce CPQ. Overall, using
the solution decreases quote approval time by 32%.
Over half of respondents also agree that Salesforce CPQ
decreases overall time from quote to close. On average,
customers experience sales cycles that are more than
25% faster.
82016 B2B Sales Report: Salesforce CPQ Business Benefits
78%
41% average
improvement
Salesforce CPQ reduces the time needed to
generate a quote
63%
32% average
improvement
Salesforce CPQ reduces quote approval time
54%
26% average
improvement
Salesforce CPQ decreases time from quote to close
CPQ Can HelpIn addition to delivering accuracy and speed, Salesforce CPQ also
benefits businesses by growing order value. Surveyed customers
agreed that the solution encourages upsell and cross-sell opportunities.
Respondents reported an average 19% increase in order value from
implementing CPQ.
With Salesforce CPQ you can:
• Eliminate errors in opportunities, quotes & contracts
• Quickly create accurate quotes & proposals
• Improve productivity and close more deals
• Increase deal sizes with cross-sell and up-sell guidance
2 3CHAPTER 1
92016 B2B Sales Report: CPQ Can Help 9
3
Most importantly, our customers are seeing a 29% average
improvement in quote to order conversion using
Salesforce CPQ. When the sales process is better aligned
with customer expectations, companies have more orders
coming through and are able to increase their revenue.
By deploying Salesforce CPQ, current customers have
been able to reduce errors in their CPQ process and cut
down on the time spent generating quotes.
The increased accuracy and speed that Salesforce CPQ
brings to your sales team will flow into more revenue for
your business by helping you sell smarter and connect
better with your customers.
10
Want to learn more?
Watch a demo of Salesforce CPQ or speak directly to a CPQ expert.
102016 B2B Sales Report: CPQ Can Help
55%
29% average
improvement
Salesforce CPQ improves quote to order conversion
LEARN MORE
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