From small businesses to large corporations, every company comes to a point where they need a fresh set of eyes to find improvements and opportunities to expand their products and services. Our consultants at CloudMasonry are more than just “doers”, they are visionaries; they see opportunities in unexpected places and that is exactly what happened when we started working with Brava Roof Tile.
For the last 20 years, Brava Roof Tile has been manufacturing premium-quality synthetic roofing that combines the authentic look of Shake, Slate and Barrel roofing with unmatched performance. As a leading alternative to traditional roofing material, their composite roofing products last longer, are far more durable than traditional cedar shake, slate, and Spanish barrel tiles, and are much more aesthetically and architecturally pleasing than asphalt shingles and concrete tiles. They have established a business to business and, business to consumer product with a significant presence in the industry as well as working with contractors all over the country. Initially, we were brought in strictly to work on order management, Brava Roof Tile already had Salesforce CPQ.
As we began working on this project, we saw a much larger opportunity. Brava was spending a significant amount of time on order management, but we needed to get to the heart of the issue; the WHY.
On any given day, a salesperson would contact or field a lead from a new or existing customer. As the company grew, it became more difficult to transfer historical, or tribal, knowledge to other salespeople and allow them to hit the ground running. This knowledge needed to be captured in a usable format and be available for others during the sales cycle. Additionally, pricing was a very manual process and was often inaccurate. As a result, CloudMasonry developed critical improvements that would change everything – including reduced human error, improved timing, and process automation.
Through a root cause analysis, CloudMasonry observed that Brava’s guided selling process was bumpy. In addition to providing the sales team with the right tools, the main need was to streamline the order management process to ensure shipment accuracy by the fulfillment team. They also needed to have the ability to track return orders.
Brava Roof Tile has some amazing proprietary processes that are truly unmatched in the industry – their “secret sauce” one could say. CloudMasonry found quite a few opportunities which proved to be paramount in determining the RIGHT solution.
After analyzing issues with the current setup, CloudMasonry started work developing a more optimized version of Salesforce CPQ. As with anything new, there is a learning curve when things change. And in order to set up Brava for ongoing success, CloudMasonry ensured all legacy knowledge was well documented, ensuring that whomever stepped into the business would know how to use the new Salesforce CPQ optimized platform.
The consultants at CloudMasonry spent a lot of time educating the team at Brava Roof Tile on the new system and capabilities it would provide. The optimized Salesforce CPQ platform would allow Brava to ultimately service their customers with the level of accuracy on which they built their business. They admittedly needed advice and guidance on how to best use the tools. And although it took some system buildout and development, the outcome was a very efficient shiny new version of their Salesforce CPQ tools.
Order accuracy improved 35-40%.
Countless hours have been saved and Brava projects a significant reduction in return orders. The success of this transformation was found in innovation.
CPQ Salesforce, or Configure, Price, Quote Software by Salesforce, is a sales tool allowing companies to provide accurate pricing for any given product configuration scenario.
CloudMasonry can help evaluate ways to make your business or corporation more efficient. Check out our Salesforce CPQ offerings below:
- GUIDED SELLING
- ANALYTICS
- QUOTE TO ORDER CONVERSION
- QUOTE GENERATION & AMENDMENTS
- WORKFLOW & APPROVALS
- PRODUCT & SERVICE CONFIGURATION
- ASSET-BASED ORDERING
- PRICE ADJUSTMENT
- STANDARD & NON-STANDARD DEAL MANAGEMENT
CloudMasonry can help transform your organization. Contact us today and come build with us.
ABOUT CLOUDMASONRY
CloudMasonry is a full-service Salesforce consulting firm, with a focus on maximizing the value of investments made in the Salesforce ecosystem. With service offerings covering the entire digital transformation journey, CloudMasonry partners with organizations of all sizes to deliver best-in-class business outcomes.