Pall Corporation: Pricing Products in Near Real-time

The Challenge

As a leader in manufacturing proprietary filtration, separation, and purification products and solutions, Pall Corporation manages a robust and ever-evolving portfolio, and serves a diverse range of customers across multiple industries around the world. The Pall Corporation team of associates has also expanded worldwide. And just as they are unified by a singular drive––to solve their customer’s biggest filtration, separation and purification challenges––they also wanted the team to be unified on a singular customer relationship and quotation management system.

The team needed to streamline the quoting process, create more uniformity, have access to accurate and up-to-date data, and speed the approval process. The legacy system the team was using, however, required a number of manual steps to be completed before a simple quote could be generated, and often involved the input of the technical team to make simple rules changes.

Pall Corporation wanted to create an intuitive, fast and secure quote-to-cash process that delivered a great experience for all stakeholders involved. They wanted a system that would allow them to quickly retrieve up-to-date customer-specific pricing information instantly, easily change pricing to match local currencies, and be able to price products in under 10 seconds.

The Solution

Wilco Source worked closely with the Pall team to swiftly map out and implement a unified system that now allows the team to generate quotes quickly, access current customer-specific pricing information from the ERP instantly, and price products in under 10 seconds.

We implemented Salesforce CPQ and completed integrations that enabled data flow between SAP and Salesforce. This enabled the sales team to not only gain a historical view of the customer’s quotes and orders, but also quickly tailor quotes to match their currency, location, and need.

The Results

The solution enabled Pall to:

• Eliminate unnecessary steps in the quote-generation process
• Automatically tailor quotes based on geographic region and compliance requirements using cloud-based quoting templates
• Change rules quickly rather than wait on the technical team
• Quickly and easily access time and material-sensitive information such as minimum order quantities, expected delivery time, etc.
• Reduce turnaround time to price products to under 10 seconds
• Automatically update approved pricing records in SAP directly from Salesforce CPQ
• Quickly generate quotes in the customer’s local and extended currencies