CPQ and Contract Management - Wolter Kluwers

CPQ and Contract Management
Background
CPQ and Contract Management

Wolters Kluwer is a leading organization with focus on clinical effectiveness, research and learning, safety and surveillance, and interoperability and data intelligence. Solutions are Clinical Decision Support, Clinical Drug Information, Patient Engagement, Clinical Terminologies, Clinical Surveillance, Nursing Education, Nursing Practice Solutions, Medical Research, Medical, Nursing and Allied Health journal and book publishing solutions, Continuing Education.

Challenges

Their Salesforce implementation was out of the box and was not configured to optimally support their business development and marketing team. Below were some of their challenges:

Lack of established Product catalogue across the CE(Clinical effectiveness) organization
All rate cards and pricing information maintained in spreadsheets
Lacks visibility to historical price modifications
Unable to create customer facing proposals
Solutions
  • Solutions
    Opportunity management will provide support for a unified CE sales process
  • Solutions
    Automated workflows for sales processes and quoting
  • Solutions
    Dashboards for business intelligence, pipeline management and forecasting
  • Solutions
    A hierarchical view of the customers and accounts across multiple sites
  • Solutions
    Normalized and automated pricing, quoting and guided selling
  • Solutions
    Improve customer insights for customer success by accurately measuring $/hit
Results
  • Results
    Jean Martin was able to provide the WK Global Sales team with a single unified customer data management platform to enable improved execution on the foundational elements of the Lead to Quote process
  • Results
    40% increase in sales due to increased visibility into renewals, up-sells and cross-sell opportunities
  • Results
    30% increase in order accuracy and contract revisions

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