The client is a fast-growing equipment rental and sales company. It operates in a complex commercial environment. Most deals include a mix of rentals, direct sales, and product-based agreements.
As the business expanded into new product lines, deal volume increased. The manual quotation process could not keep up. What once worked at a smaller scale began slowing growth and affecting customer experience.
The company needed a structured and automated way to create accurate, professional proposals—quickly and consistently.
Sales representatives created proposals manually using multiple templates. For every new quote, they started from scratch. They edited documents, selected layouts, inserted terms, and combined files.
This process often took several hours. Complex quotes sometimes required a full day.
As a result, sales teams spent more time preparing documents than speaking with customers. This reduced their selling capacity.
Pricing for labor, add-ons, insurance-linked products, and optional services was calculated manually.
This led to mistakes and inconsistencies.
Incorrect pricing caused:
Approval delays
Internal escalations
Quote revisions
Rework
In some cases, quotes had to be resent. This reduced customer confidence and delayed deal closure.
The business needed automated pricing to ensure accuracy.
The company handled rental agreements, sales contracts, and new business-line proposals. Each required a different format and layout.
There was no automatic template selection. Sales users chose and modified templates manually.
This created inconsistent documents and frequent errors. Legal and operations teams had to review and correct proposals. This increased workload and slowed approvals.
Sales reps had to manually search for product specification sheets and attach them to proposals.
This step was often missed or done incorrectly. Customers sometimes received incomplete proposals.
Operations teams then had to fix documentation after deal confirmation, creating unnecessary follow-up work.
The quote screen included many outdated and irrelevant fields.
Sales users had to navigate unnecessary data depending on the quote type. This made the system confusing and slow.
Training new users also required extra time.
Astreca redesigned and automated the entire quotation workflow using Salesforce CPQ.
The goal was simple:
Remove manual work
Standardize documents
Ensure pricing accuracy
Keep the system easy for sales users
The solution focused on usability and was implemented with minimal disruption.
New standardized templates were created for rental, sales, and new business proposals.
The system now automatically selects the correct template based on quote type.
Cover pages, layouts, headers, and branding adjust automatically. Sales users no longer edit templates manually.
This ensures consistent and professional proposals every time.
All pricing calculations are now automated.
Sales reps no longer enter calculated values manually.
Mandatory validations prevent incomplete or incorrect quotes. Required fields must be completed before submission.
This significantly reduced pricing errors and approval delays.
When a primary product is added, required support products are added automatically.
This ensures complete quotes and reduces missed components. It also creates cross-sell opportunities and increases deal value.
Product specification sheets now attach automatically based on selected products.
Sales teams no longer search for files manually.
Each customer receives a complete proposal package with accurate documentation.
Quote layouts were cleaned up. Only relevant fields appear based on the quote type.
Legacy fields were removed.
This improved speed, reduced confusion, and made onboarding easier for new sales reps.
Document generation was optimized to handle higher volumes.
The system now supports increased quote demand without performance issues.
The rollout was completed without downtime, and user adoption was strong from the start.
The company achieved measurable improvements:
Complex proposals that once took a full day are now generated in minutes.
Automation reduced errors significantly and cut rework by about 90%.
Sales teams now focus more on customers and less on paperwork. Deal velocity improved across rental and sales operations.
The company replaced a slow, manual process with a scalable and reliable automated system.
Sales representatives now spend more time selling and less time preparing documents.
Quotes are faster, more accurate, and professionally consistent. Internal risk has decreased, operational effort has reduced, and customer experience has improved.
The new automated quotation framework supports continued growth without increasing administrative workload.
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Overview In many organizations, managing multiple deals simultaneously requires careful coordination of several critical deadlines. Proposal submissions, Request-for-Proposal (RFP) timelines, internal planning milestones, and final decision dates all play a key role in determining deal success. For one organisation handling a high volume of deals each month, tracking these deadlines became increasingly challenging. Important dates […]