Closing Deals Faster with Salesforce CPQ

How do you sell a good story? That was the unlikely question facing the Australian Associated Press (AAP), even though the national newswire agency is used by 95 percent of the media in Australia and New Zealand. While AAP is best known for its news content, it also sells a range of products and services, including content creation, digital production, media intelligence, and publishing solutions that each have their own group of sales specialists supported by separate marketing, finance, and operations teams. 

Because of AAP's siloed organizational structure, the same clients would often be contacted by different sales, marketing, and finance teams about different AAP solutions. Without a central source of data, teams often duplicated information that resulted in redundancy across client engagements with no consistency or insight between them. AAP's legacy quoting and invoicing system was also hindering sales. It's inflexible design didn't support product bundling or pricing model changes. AAP needed technology that could properly analyze the spending patterns and needs of their clients to identify growth opportunities.

AAP turned to Bluewolf, its trusted consulting partner of over four years, to help implement Salesforce across several parts of the business. To create a solution to suit AAP's unique needs, Bluewolf conducted a deep analysis of the business that involved our proprietary Rep Rides, in which we sit with teams to observe and understand their day-to-day needs and challenges. Initially working with AAP Medianet, the media intelligence division, to implement Sales Cloud, Bluewolf's services expanded to implementing Sales Cloud across the entire sales team. Soon thereafter, AAP moved the Finance and Accounts Receivable teams onto Salesforce as well, to streamline the quoting and invoicing processes, implementing Salesforce CPQ (Configure-Price-Quote).

With Bluewolf Beyond, AAP was up and selling through its newly integrated systems in just eight months. Throughout the entire project, AAP collaborated closely with Bluewolf to establish specific processes that prioritize and execute meaningful change to engage AAP employees at all levels, from end users to C-level. 

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Bluewolf, an IBM Company, is a global consulting agency and proven Salesforce strategic partner that builds digital solutions designed to create results. Now.