A leading equipment and services provider has spent decades serving customers across regulated, mission-critical industries. With aggressive growth goals to expand their installed base, accelerate quote-to-cash velocity, and scale their sales organization without scaling headcount proportionally, the company sought a meticulous quoting platform, a modernized approval workflow, and an integrated pricing engine purpose-built for their domain.
The company's primary goal was to compress quote turnaround time and increase quote accuracy across a complex, multi-tier product catalog — requiring us to both streamline existing sales rep workflows and onboard new estimators with limited tribal knowledge. To meet this need, we designed an aspirational platform of guided estimation tools to co-exist with their tenured estimators' deep expertise. And we threaded these audiences with a unified workflow that honors the many quote occasions, alongside refined role-based permissions and an evolved equipment model.
In parallel, our consulting team moved quickly to push capability into production. On the heels of onboarding a wave of new sales territories and regional partners, the business needed a partner that could make an impact immediately.
We launched the first production module early in the engagement, with an emphasis on strategically setting baselines, testing pricing edge cases, and optimizing along the way. We built atop this foundation with a full-funnel integrated quoting approach that rolled out incrementally over several months. These efforts truly brought to life an end-to-end strategy that transcended estimation, approval, generation, and measurement — a first for the organization.
The platform is comprised of quoting, approval workflow, pricing, contract management, intelligent quote generation, and a business intelligence dashboard — all planned, architected, built, and delivered as a single cohesive system.
To make the platform indispensable across the organization, our top-of-funnel experience surfaces guided estimation paths and reusable templates, lowering the barrier for newer reps. Then, we drove consideration in the mid-funnel by re-engaging estimators with intelligent suggestions and validation paired with reasons-to-believe surfaced from historical data. Finally, we drove conversion at the bottom-funnel with one-click document generation and direct hand-off to customer-facing approval portals.
The platform works in tandem with a custom measurement strategy capturing data from prescriptive workflow telemetry and a stakeholder-facing dashboard to articulate quote velocity, aging analytics, and approval bottlenecks — accelerating optimizations across the sales organization.
Finally, we partnered with the company's regional sales leadership to design a territory-specific routing plan to drive approval throughput regionally without duplicating effort.
Over the course of the engagement, results have been transformative, driving consistent lifts in quote turnaround speed, estimation accuracy, and approval throughput, all above prior baselines. We also instrumented the platform with end-to-end telemetry to directly tie configuration choices to margin outcomes, where the client can now see behavioral and incremental margin lift from intelligent assistance. To date, the platform has eliminated a meaningful percentage of manual estimator hours per quote and dramatically reduced approval-cycle latency — propelling the business to expand the platform's scope and invest in the next phase of capabilities.
The platform was built on .NET and Blazor — architected, developed, and delivered by our consulting team in close partnership with the client.