
Rockwell Collins
Rainmaker tailored, redefined, and optimized the ARINCDirect℠’s quoting process to meet the unique demands of sales reps.
Rockwell Collins is a Fortune 500 aerospace systems supplier that provides highly effective and dynamic solutions for both commercial and military customers around the globe. Its ARINCDirect℠ Flight Support Services Group focuses its efforts around business jets, offering a comprehensive selection of solutions and support for streamlining the complex tasks that operators must handle – from flight planning to maintenance.
CHALLENGE
To meet the unique CPQ demands of ARINCDirect℠ sales reps
- Sales reps could not set up multiple products or services from within one opportunity
- Complementary product add-ons were not visible in the system
- Minimum quantities were not required on the products that needed them
- The approval process for corporate discounts was time-consuming
- Quotes varied by sender, in both appearance and content
SOLUTION
Tailored, redefined, and optimized ARINCDirect℠’s quoting process
- Completed a discovery and strategy process with the ARINCDirect℠ group
- Defined pain points and requirements for the implementation project
- Tailored a solution to meet their specific needs
- Redefined and optimized ARINCDirect℠’s quoting process so that the group could realize true SFDC benefits
RESULTS
An efficient, accurate, and consistent CPQ process.
- Eliminated manual entry by creating a visual flow that allows multiple aircraft to be linked to one opportunity
- Introduced a guided selling piece that is scalable, guaranteeing that no add-ons are ever overlooked again
- Instituted validation rules to maintain order minimums, when required
- Made discounts default to a set amount in the system, with approval processes in place to certify that discount exceptions are reviewed and accepted by management before a quote is sent
- Generated a quoting solution that bundles the proper content into one document, ensuring the format and verbiage are the same – regardless of the sender
Technologies

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