Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
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Quosal Case Study Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small Business Customers
“Putting in a quoting process with a consistent offering has
enabled us to achieve the volume that we were looking for
and to grow the way we wanted.”
- Jeffrey Besse, Senior IT Manager
Company
Staples
Year Founded
1986
Quosal Brings Easy and Consistent Sales Quoting Process to Staples Small
Website Business Customers
www.staples.com
Staples is the world’s largest office products company and a paste mistakes.” Even common or repeat orders were a struggle.
trusted source for office solutions. With annual sales of $25 In order to improve the accuracy and consistency of sales
Challenge billion and 88,000 associates worldwide, Staples brings “easy” quoting, Besse led a team of IT staff to select and implement
Staples did not have a consistent quoting and proposal process for to offices and consumers everywhere. Staples employs IT
their technology sales to small businesses. The process was error a quoting and proposal solution. Besse’s team, including lead
consultants in the store to service the technology needs of technical implementation expert, Nilesh Punjabi, evaluated
prone, quotes did not look uniform, and there was no ability to
small business customers. With 50 field sales professionals Quosal and two other solutions. “Quosal really did separate
scale the process to meet expected growth.
throughout their stores preparing quotes and proposals daily, itself from the contending products. Flexibility and usability
Staples’ IT Consultants lacked a formal quote and proposal
Solution process. Quotes were prepared in Excel and Word and did not
are important to us. The integrations available through Quosal,
Quosal Create with Order Porter such as SalesForce.com and the real time pricing in inventory
have the sophisticated, professional look to mirror Staples’ was important as well. And those really helped to make it that
brand image. Senior IT manager Jeffrey Besse explains, “Pulling
Results together quotes in Excel and Word required a lot of manual
much easier to give Quosal the nod,” says Besse.
Staples now enjoys a consistent process that improves the
accuracy of quotes, minimizes order exceptions, and enables collection of information and was prone to errors and copy and
growth. Quosal:
• Delivered a uniform presentation to customers in a clear
and easy to approve format using standard, professional
templates.
• Streamlined the sales process for future growth through
workflow improvements and better integration to CRM and
financial systems.
• Drove immediate value for the business with a system that
was easy to learn, use, and customize.
Adding immediate value with professional and
consistent quote templates
Once Quosal was selected, Staples moved quickly to get the solution up and
running. “We had such a growing need in the business to get it in place. We knew it
would add immediate value to the business so we didn’t want to hold our progress
back,” notes Besse.
When asked how their proposal documents look today compared to the Word
templates they were using before Quosal, Besse replies, “It’s the difference between
night and day. With Quosal, we can scale up the complexity of what we can offer on
the quotes because we have a much better process around that.”
Punjabi adds, “Our quotes and proposals are more consistent, more professional.
Before, each business user had their own design and customers would see different
templates depending on which store they went to. That is no longer the case.”
“Our quotes and proposals are more consistent, more professional. Before,
each business user had their own design and customers would see different
templates depending on which store they went to. That is no longer the case.”
- Nilesh Punjabi, Lead Technical Implementation Expert
Integrating Quosal with existing systems creates a more efficient sales process
Quosal has streamlined the sales process for Staples’ sales professionals. able to minimize the number of manual touch points that our business “It’s difficult to really put
With all the information it needs to build quotes in one place, the sales partners have to go through.”
team benefits from huge time savings. Besse explains, “Quosal has
it into words, but it is
Besse and Punjabi are impressed with the flexibility of Quosal’s platform
reduced the amount of manual labor required to build quotes. We’ve and the ability to easily add configurations that they want and need, the difference between
got our products mapped into the Quosal platform. Quosal is a huge
time saver because sales professionals don’t have to go looking for all
without modifying the product itself. Besse explains, “Our integrations
did not at all have to reshape the core product of Quosal. We were
night and day. With
these things anymore. They are able to pull all that together quite easily able to build in and around it in order to achieve what we needed.” By Quosal, we can scale
through one view in Quosal.” reorganizing their sales process with Quosal, Staples’ team can handle
Today, they greatly benefit from better integration with its CRM, order more quotes with greater efficiency. “Putting in a quoting process with a
up the complexity of
management, point of sale, and other financial systems. “With better consistent offering has enabled us to achieve the volume that we were what we can offer on
integration, we are able to focus the input into the Quosal platform looking for. We have been able to introduce additional capabilities so
and leverage the customer information that is put into our CRM that workflow improvements like review and approval are available on
the quotes because
system – SalesForce.com,” says Besse. “We have a bi-directional flow the platform itself. Quosal really helped streamline some of the extra we have a much better
of information. Sales opportunities automatically integrate with our checks and balances that we thought we needed to have in place to be
order fulfillment systems and payment system as well. Quosal really was more successful,” says Besse. process around that.”
- Jeffrey Besse
Senior IT Manager
“It is a huge time savings because sales doesn’t have
to go looking around for all these things anymore.
They are able to quite easily pull all that together
through one view in Quosal.”
- Jeffrey Besse, Senior IT Manager
Strong Partnership with Quosal
Makes On-Boarding Easier
Staples partnered with Quosal to produce a series
of recorded video sessions that would show how
to build quotes within the context of Staples. The
sessions also cover some of the most commonly used
features and functions of the Quosal platform. “We
really wanted to create something that would be
lasting and meaningful in terms of how to accelerate
the sales team’s knowledge. The videos are fully
indexed and help staff find a quick reference when
needed,” Punjabi shares. He also leads webinar
sessions to discuss feature opportunities with key
users and determine how best to leverage those
moving forward. “Our users find Quosal easy to use
once they start using it. If they know the sales process
and use Quosal to aid that, it’s much easier.”Order Porter Provides the Perfect Complement to
Face-to-Face Meetings
Staples sales professionals also use Quosal’s Order Porter to provide additional
convenience for their customers. Completely template driven, Order Porter
easily allows customers to execute and document orders with an official and
binding electronic signature with no additional effort. In many cases, their sales
team is using Order Porter as a complement to their face-to-face meetings.
Besse comments, “Sending a link with Order Porter that customers can open and
sign off on quotes makes it super easy to facilitate getting that order approval.”
“Sending a link with Order Porter
that customers can open and
sign off on quotes makes it super
easy to facilitate getting that
order approval.”
- Jeffrey Besse, Senior IT ManagerAbout Quosal
In 2006, Kent McNall and Stephen Yu had a
mission to create and implement the finest Quote
and Proposal Automation (QPA) software on the
market. They accomplished this mission by using
Quosal Helps Maximize Value and Benefit the finest development tools and technologies
Quosal has helped Staples improve the quoting and proposal from partners like Microsoft, as well as best
process for its customers and sales team. Besse is impressed with development practices learned in decades of
the willingness of the Quosal team to partner and work with his software development.
company to maximize use of the solution. “We engaged in a lot of good Quosal has created a family of products, which
discussion up front about how we envision our business process, how were developed to answer the needs of our wide
that maps to the Quosal platform, and how best we can leverage the variety of partners. With our full-featured desktop,
features and capabilities to drive some incremental value and benefit mobile, and browser interfaces, Quosal links
to our business. I think the partnership that we were able to form is seamlessly with your CRM system, operational
very effective.” With Quosal, Staples’ IT Consultants have cut the time it systems such as PSA applications, and your
takes to prepare consistent, professional-looking quotes and created a accounting systems. Quosal’s innovations in online
repeatable sales process that facilitates growth. quote delivery and execution, Order Porter™,
SuccessList™ and Quosal Achieve™, will empower
your sales team and your organization with truly
game-changing tools for selling success.
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