About the Customer

A leading US-based process automation company helping global businesses streamline complex workflows. As the company expanded into new regions and launched new product lines, its Quote-to-Contract process needed to match the pace – with automation, transparency, and regional flexibility at its core.

The Opportunity

As the company expanded into new markets and product lines, its existing quote-to-contract workflow could no longer support the pace of growth. Manual invoice updates, inconsistent pricing practices, and region-specific complexities exposed gaps in speed, scalability, and compliance. The lack of automation slowed sales cycles, while partner renewals remained dependent on internal teams – leading to delays and missed opportunities.

Key challenges included:

• No automated invoice history, making pricing audit trails and compliance tracking difficult
• Fragmented pricing logic that couldn’t scale across countries or product SKUs
• Inconsistent discounting, driven by manual deal review and approval bottlenecks
• Partner renewal requests handled by sales, creating inefficiencies and high turnaround times
• Lack of a scalable Salesforce CPQ foundation, limiting visibility and future readiness

To address these issues, the company partnered with Ekfrazo to implement a robust Salesforce CPQ solution – enabling automated pricing flows, streamlined partner renewals, and a globally scalable quote-to-contract framework.

The Approach

To modernize the quote-to-contract lifecycle, Ekfrazo delivered a flexible, automation-ready Salesforce CPQ architecture tailored for global scale. The solution followed Salesforce best practices and was built to accommodate evolving pricing models, region-specific business rules, and growing partner participation. Our focus was to reduce manual effort, ensure pricing accuracy, and accelerate renewal cycles with smart workflows and self-service capabilities.

Key initiatives included:

• Invoice History Snapshots
  Implemented invoice snapshot functionality to preserve pricing states and changes over time – enhancing audit readiness and financial traceability.
• Partner Self-Service Portal
  Built a secure Experience Cloud portal that allowed partners to initiate and manage quote renewals independently, reducing dependency on internal sales teams and shortening TATs.
• Localized Pricing Rules
  Embedded dynamic, region-specific pricing logic within Salesforce CPQ using custom automations and API-driven configurations to support global deal structures.
• Custom Pricing Guidance & Order Forms
  Designed intelligent quote workflows and regionally compliant order forms to streamline approvals and reduce manual pricing exceptions.
• Scalable Salesforce Configuration
  Deployed Sales Cloud, Experience Cloud, CPQ, and Lightning Web Components (LWC) to create a modular, high-performance quoting system with clean data flow across teams and tools.

The Impact

This transformation gave the company more than just a faster quoting process – it gave them room to grow. By removing manual steps and streamlining approvals, the new Salesforce CPQ system made it easier for teams and partners to get quotes out faster, with fewer errors and less back-and-forth.

With invoice history snapshots in place, sales teams gained better visibility into past pricing, making renewals and compliance tracking more consistent. The partner self-service portal empowered channel partners to manage their own quote renewals, reducing the load on internal teams. Meanwhile, localized pricing logic meant the company could confidently expand into new regions, applying the right pricing rules from day one.

The result is a smarter, more scalable quote-to-contract experience – one that supports both operational efficiency and global sales agility.