Instant InfoSystems delivers document delivery and management solutions designed to help customers optimize business processes and comply with industry regulations.
The company cites “absolute customer commitment” as a cornerstone of its success, supported by an award-winning service model and annual support-contract renewal rates above 90 percent.
- Faster quote-to-orders
- 100% order accuracy
- Streamlines complex price and cost scenarios
- Calculates real-time sales taxes
- Quick turn-around of support renewal quotes
- No longer relies on cumbersome spreadsheets
Challenge
Proposal response time and accuracy were areas that Instant InfoSystems identified to improve for its clients.
Previously, sales representatives used spreadsheets to calculate the prices and costs of products and services. Once the figures were totaled, the representative manually entered the calculated prices into Microsoft CRM.
The procedure averaged 30 minutes or more and was open to human error.
“The whole process was very manual and susceptible to mistakes.”
Even a standard proposal process averaged 30 minutes or more.
Product and service proposals required complicated pricing and cost calculations.
Spreadsheet calculations had to be manually transferred into Microsoft CRM.
Manual calculations and re-entry created unnecessary opportunities for mistakes.
Solution
Instant InfoSystems needed a configurator that could populate Microsoft CRM with prices and costs based on predefined rules and formulas while allowing the sales team to create quotes efficiently and accurately.
“Of the configurators we considered, only Experlogix could provide the flexibility and functionality we needed, along with deep integration to Microsoft CRM.”
Instant InfoSystems transferred its complicated formulas and multitude of proposal scenarios into Experlogix's Formula and Rule Designer.
Predefined rules help calculate appropriate product and service pricing.
Complex cost scenarios can be handled inside the configuration process rather than external spreadsheets.
Calculated prices and costs can populate the CRM environment without the previous manual re-entry process.
The configuration process accommodates real-time tax calculations from a web-based provider.
“Experlogix accommodated everything we threw at it - including real-time tax calculations from a web-based provider.”
Result
Experlogix enabled Instant InfoSystems to extend its responsive service model to the sales proposal process.
By increasing quote accuracy to 100% and reducing manual effort, Instant InfoSystems can create complex product and service proposals in approximately five minutes, saving more than 25 minutes per quote.
The case study reports an 80% reduction in proposal production time.
Instant InfoSystems reports order accuracy increasing to 100%.
Complex product and service proposals save more than 25 minutes compared with the previous process.
External web-based tax calculations can be incorporated into proposal pricing.
The automated process supports quicker turnaround of support-renewal quotes.
Sales no longer has to depend on cumbersome spreadsheets to calculate proposal pricing and costs.
“Of the vendors we considered, only Experlogix could provide the flexibility and functionality we needed - along with the deep integration to Microsoft Dynamics CRM.”
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