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Analysis of Improving Sales Process Efficiency with Salesforce Industries CPQ in CRM

  • Conference paper
  • First Online:
Micro-Electronics and Telecommunication Engineering (ICMETE 2023)

Part of the book series: Lecture Notes in Networks and Systems ((LNNS,volume 894))

  • 111 Accesses

Abstract

The successful execution of Configure, Price, Quote (CPQ) protocols is of utmost importance for businesses that handle intricate product portfolios within their sales processes. The objective of these approaches is to optimise the generation of competitive quotations by leveraging data from diverse business systems, leading to a decrease in processing time and enhancement of operational efficiency. Salesforce's Industries CPQ for Communications Cloud, previously referred to as Vlocity CPQ, assumes a crucial function within the Salesforce platform by facilitating the automation of the quotation creation process for sales teams. Designed specifically for the communications industry, this solution enables communications service providers (CSPs) to effectively provide a wide array of products and services to their customers in a streamlined manner. By implementing Industries CPQ, Communication Service Providers (CSPs) have the potential to save expenses associated with customisation and maintenance, while also accelerating their time-to-market. In order to assess the practical ramifications of Salesforce Industries CPQ, the researcher intends to deploy the aforementioned system within ABC Insurance Company. The objective of the study is to evaluate the program's influence on sales efficiency and profitability by conducting interviews with a targeted cohort of employees who have employed the software in their sales endeavours. Furthermore, the study will include hypothesis testing to analyse the timing of quotation production across various policy configurations utilising Salesforce Industries CPQ, aiming to provide further validation of its benefits.

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Author information

Authors and Affiliations

  1. Liverpool Business School, Liverpool John Moores University, Liverpool, UK

    Pritesh Pathak

  2. Department of Management Information Systems, Saveetha College of Liberal Arts And Sciences, Saveetha Institute of Medical And Technical Sciences, Chennai, India

    Souvik Pal

  3. Department of Computer Science and Engineering, Sister Nivedita University (Techno India Group), Kolkata, India

    Souvik Pal & Saikat Maity

  4. Department of Information Technology, Vels Institute of Science, Technology and Advanced Studies, Chennai, India

    S. Jeyalaksshmi

  5. School of Engineering, Swami Vivekananda University, Kolkata, India

    Saurabh Adhikari

  6. Department of Computer Applications, Saveetha College of Liberal Arts And Sciences, Saveetha Institute of Medical And Technical Sciences, Chennai, India

    D. Akila

Authors
  1. Pritesh Pathak
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  2. Souvik Pal
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  3. Saikat Maity
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  4. S. Jeyalaksshmi
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  5. Saurabh Adhikari
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  6. D. Akila
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Corresponding author

Correspondence to Souvik Pal .

Editor information

Editors and Affiliations

  1. Department of Electronics and Communication Engineering, ABES Engineering College, Ghaziabad, Uttar Pradesh, India

    Devendra Kumar Sharma

  2. National Taipei University of Business, Taoyuan, Taiwan

    Sheng-Lung Peng

  3. Department of Electronics and Communication Engineering, ABES Engineering College, Ghaziabad, Uttar Pradesh, India

    Rohit Sharma

  4. Department of Embedded Systems Engineering, Incheon National University, Incheon, Korea (Republic of)

    Gwanggil Jeon

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Pathak, P., Pal, S., Maity, S., Jeyalaksshmi, S., Adhikari, S., Akila, D. (2024). Analysis of Improving Sales Process Efficiency with Salesforce Industries CPQ in CRM. In: Sharma, D.K., Peng, SL., Sharma, R., Jeon, G. (eds) Micro-Electronics and Telecommunication Engineering. ICMETE 2023. Lecture Notes in Networks and Systems, vol 894. Springer, Singapore. https://doi.org/10.1007/978-981-99-9562-2_40

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  • DOI: https://doi.org/10.1007/978-981-99-9562-2_40

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  • Online ISBN: 978-981-99-9562-2

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