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.
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
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
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
Learn More About How We Can Help You
[contact-form-7 id=”2594″ title=”Case Study Margin Contact Form”]