Sparqing success

ATCOenergy Salesforce CPQ Implementation

“I thought it was productive but also collaborative. It was very much a team approach. It wasn’t ‘us’ and ‘them’. We made it happen as a team”

Company profile:

ATCOenergy is the fourth largest competitive energy retailer in Alberta, offering flexible electricity and natural gas plans, flexible payment options, and local support to residential and business customers.

Wins:


Consistent quote configuration

Accurate pricing every time

Realized true profit margins

Compliance with industry regulations

Reduced time to produce quote by at least 50%

Website: energy.atco.com

ATCOenergy cuts quoting time down to minutes by improving accuracy, efficiency and automation

ATCOenergy wanted to implement a quoting tool that guided its salespeople through the configuration of complex quotes and deals to resolve issues with misquoting that was leading to profit loss. Together with Creative Sparq, they successfully designed an enhanced quoting process and launched Salesforce CPQ.

Prior to implementing CPQ, ATCOenergy lacked a structured approach to pricing, quoting, and contracting, resulting in:

  • Lack of adherence to standards or controls due to manual quoting process
  • Profit loss
  • Misalignment with brand requirements
  • Delays in the sales cycle
  • Lack of visibility into the deal, metrics, status, and history
  • Inaccuracies and discrepancies
  • Negative customer experience

The Solution

  • Completed a full process review with leaders and stakeholders, identified strengths and opportunities of the existing quoting process, then designed new processes
  • Built a wizard-like user interface where products are selected and configured according to multiple terms and conditions to find the right scenario for the customer.
  • Introduced cost and profitability calculations based on standard pricing models
  • Enforced appropriate approvals prior to presenting quote to the customer
  • Enabled click-to-send agreements for real-time e-signature
  • Streamlined deal execution and integrated workflow into Salesforce
  • Determined key KPIs to inform tracking and analytics to identify trends and facilitate decision making

What we introduced

  • Redesigned quoting process
  • Implemented a quote configuration wizard
  • Automatic pricing calculations
  • Auto-generated quotes and agreements
  • Integrated with eSignature capabilities
  • Tracking and analytics

Success through partnership

“It was a very positive experience. They were always available. I really enjoyed working with them.”

“I felt Creative Sparq was able to provide insight. They provided the boundaries and the guidelines and the solutions.”

“I felt we were their number one priority.”

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