Client: Smith System
TECHNOLOGY
- Salesforce CPQ
- Salesforce Billing
- Salesforce Sales Cloud
- Salesforce Spiff
ABOUT CLIENT
Smith System is a provider of driver safety training, helping organizations reduce crashes through behind-the-wheel training, eLearning programs, and fleet safety management tools. The company has trained millions of drivers and serves fleets of all sizes across multiple industries.
NEED
Smith System’s growth had outpaced its sales infrastructure. Without a Configure, Price, Quote (CPQ) solution, quoting and pricing ran manually across separate business entities, billing was disconnected from it, and fulfillment created its own bottlenecks. The fragmented setup could not support the pricing models the business actually sold on, including volume discounts and multi-year agreements, and contract management had no efficient home.
APPROACH
CloudMasonry implemented a tailored Salesforce CPQ solution, unifying reporting across both business entities on a single platform rather than maintaining separate processes for each.
- Automated quote-to-cash workflows across both entities.
- Built custom pricing rules supporting complex discounting and billing.
- Automated order activation with fulfillment routing.
- Integrated third-party Conga Sign to streamline digital contracts.
- Developed custom ERP line generation logic, later connected to NetSuite for financial data accuracy.
- Implemented Salesforce Spiff for incentive compensation.
OUTCOME
Salesforce CPQ changed how Smith System runs sales operations. Automating pricing, product configuration, and fulfillment workflows reduced manual errors and cut quote generation time, while the solution supports a dual-entity structure and standardizes contract amendments and renewals with audit trails behind them.
- Manual quoting replaced with automated pricing and product configuration.
- Quote generation time reduced and manual errors cut.
- A dual-entity structure supported on one platform rather than two sets of processes.
- Contract amendments and renewals standardized with audit trails.
- Custom ERP line generation supporting accurate financial reporting.
- Full visibility into customer contracts, supporting proactive account management and forecasting.
