Stijn: “Our approach starts with a project charter, in which we try to understand as much as possible about the customer’s unique situation, define the criteria for success, and get a detailed overview of how the sales team should be working in the future. This gives us a clear view of the solution requirements as well.”
In the case of Dossche Mills, the essential characteristics of the new tool were clear from the onset:
- User-friendliness: Sales professionals should be able to calculate prices easily, either in the office or on the road.
- Structured approval process: When a quote exceeds a certain volume threshold, it needs to be automatically sent to the sales manager for approval first.
- Price strategy differentiation: The sales professional needs to be able to adapt prices per customer, customer segment, and customer-product combination, based on cost-to-serve.
- Digitizing related processes: Apart from pricing, related processes should be handled and integrated in the new tool as well, e.g., drafting quotes, signing contracts, calculating logistics costs, etc.
Once the tool was chosen (spoiler alert: Salesforce CPQ turned out to be a perfect fit – more on that below), the joint Dossche Mills-delaware team created a backlog: an overview of all the tasks that have to be completed, including a detailed overview of resources and timings. “The backlog is a shared document that we finalize together,” Stijn adds. “It ensures that we have the same view of the project, and it allows the customer to ask targeted questions.”
The next major project phases are the data model design and build & validate. Here, the teams from Dossche Mills and delaware got together to build the solution and validate every new step on a weekly basis. “Having a single point of contact during the project was incredibly valuable: with one person overlooking the entire process, we didn’t have to organize endless meetings to explain our wishes and making small adaptations was quick and easy.”