Goal

What the client needed to achieve

A global solar array manufacturer was experiencing rapid growth and needed to modernize its engineering and sales tools to efficiently prioritize new business opportunities.

Each project—regardless of size or potential revenue—was previously managed the same way, resulting in lengthy manual quoting processes and slower customer communication. The manufacturer selected Salesforce CPQ to automate and standardize its quote-to-contract process and brought in Sendero as an independent advisor to guide the implementation.

Results

Transforming the manufacturer’s sales and engineering operations enabling faster quoting, better prioritization, and stronger data visibility

Custom Salesforce CPQ instance implemented to automate quoting and improve visibility
Centralized client portal established for consistent customer data access
Automated deal scoring process introduced to objectively prioritize opportunities
Improved quote accuracy and turnaround time, reducing delays in the deal lifecycle
Enhanced visibility into project performance and resource allocation
Clearer workflows and defined roles developed to address inefficiencies uncovered during discovery

Delivery

How Sendero delivered

Sendero partnered with the manufacturer as an implementation partner, ensuring alignment between leadership expectations and employee experiences during the first major system implementation in the company’s history.

Highlights:

Served as scrum master to guide the Agile development process and prioritize progress effectively
Provided data and analytics support to identify meaningful KPIs and improve decision-making
Facilitated user acceptance testing (UAT) and managed the testing tool, Qtest
Supported process definition, role clarity, and communication across sales and engineering teams
Helped bridge organizational gaps by establishing structure and transparency throughout the implementation

Practice

Enabling smarter sales and engineering alignment

With Sendero’s guidance, the manufacturer implemented Salesforce CPQ to streamline quoting, improve project prioritization, and create a unified view of customer data. The new platform empowers teams to make data-driven decisions and deliver a faster, more reliable customer experience.

Key Contacts