Valpak moved from paper-based operations to Salesforce, cutting quote time by 70% and automating billing and pricing. The shift gave sales teams mobile access to client data and better visibility into renewals, transforming how the company forecasts and tracks ROI.
Almost 40 million homes per month.
20+ years.
Quote time is 70% quicker than before.
February 26, 2020.
How do we really push change? How do we really get the culture to shift in our selling organizations and how do we really deliver that roi? Valpak's premier product is a Valpak envelope full of coupons that gets mailed to almost 40 million homes every single month. So we like to say that we help small businesses grow, we help consumers save money and we like to say we help neighborhoods thrive. We have been a paper based organization for 20 plus years, so what problems did that cause us?
We were writing contracts on carbon copy pieces of paper. So as you can imagine, there really was no visibility or transparency to the wholesales process. And so forecasting was very non existent.
Was critical for us to create that vision and understand kind of that roadmap that we were building together. One platform all the way from lead to cash, end to end processes that are all automated and connected and that remind you and help you manage your book of business. As a sales rep, it all starts with a quality lead. Salesforce allows us to take intelligent data so we can better connect and engage with that small business.
For our sales reps, you know they're coming in as an advisor and truly consulting with these small business owners. And at the same time, Salesforce is actually generating all the CPQ documents and quotes on the back end.
Once that sales order is created, we flow that data automatically into the Salesforce billing.
As soon as we final that job, we can process the invoices so we're receiving our payment quicker and the client is seeing that transaction faster.
Our quote time is now 70% quicker than it was before.
Salesforce automatically creates a renewal opportunity and at the same time it's creating a renewal quote at any point in the.
Process that Salesforce can say, where is that client? Did they pay? When's their next renewal?
Having that transparency at your fingertips, on your mobile phone, on your laptop, everywhere you go, you're able to access your client's information.
There is literally a solution for every problem that we have brought to the platforms. And seeing the engagement by people that want to make it successful has been inspiring. Knowing that this is truly a sales transformation for us.
