Connecting Enterprise Quoting with Customer Engagement

For a global technology distributor, quoting needed to do more than generate prices. It needed to connect product configuration, commercial processes and customer engagement.

The organization chose to build custom Quote-to-Cash capabilities on Salesforce Sales Cloud rather than adopt a packaged CPQ solution.

The opportunity was to establish a scalable quoting architecture while making customer communication responsive to actual sales activity.

Building a custom quoting platform required a maintainable foundation for product configuration, bundling, pricing and quote generation.

At the same time, quote creation, status changes and customer interactions needed to flow reliably into Marketing Cloud, allowing communications to reflect where customers were in the sales cycle.

The enterprise needed a connected solution rather than another isolated quoting application.

Bossini led the solution architecture and provided technical leadership, defining the custom quoting framework, integration approach, security model and release governance.

The solution included:

• A custom Salesforce data model, Apex business logic and Lightning Web Components for product configuration, bundling, pricing and quote generation.
• Integrations connecting quoting activity with downstream order and contract processes.
• Synchronization of quote and customer data with Marketing Cloud.
• Event-driven email communication and customer journeys responding to quote creation, status changes and sales progression.
• Security architecture, sharing rules, governance standards and release management practices.

The engagement also included mentoring developers and administrators to support ongoing platform evolution.