50% Faster Lead-to-Quote Process with CPQ

Industry: Cybersecurity

50%

faster lead assignment

35%

increase in sales efficiency

40%

improvement in user adoption

Background

Arctic Wolf Networks is a leading cybersecurity company specializing in threat detection and response.
As their customer base grew rapidly, their sales operations struggled to keep up. Manual lead distribution, complex pricing workflows and an outdated interface slowed down execution and created inconsistencies across the sales cycle.

Business Model: Subscription-based cybersecurity services

Core Teams: Sales, Pre-sales, Operations
Key Focus: Lead management, territory allocation and CPQ

Goals

  • Automate Lead Distribution: Eliminate manual assignment delays and improve response time
  • Streamline CPQ: Simplify complex pricing and product configurations
  • Improve User Adoption: Transition to a modern, intuitive Salesforce experience
  • Increase Sales Efficiency: Reduce manual effort across the sales lifecycle

Implementation

Infoglen implemented a customized Salesforce solution to streamline and automate Arctic Wolf’s sales operations:
  • Automated Lead Routing: Built a dynamic lead assignment engine based on territory and business rules to ensure faster and more accurate distribution
  • Enhanced CPQ Workflows: Introduced product bundling, pricing rules and approval flows to accelerate quote generation and reduce errors
  • Lightning Migration: Upgraded the system to a Lightning-enabled interface for improved usability and higher adoption
  • Custom Accelerators: Developed a Smart Lead Assignment Engine and reusable Lightning components to standardize and speed up workflows

Impact

Measurable Outcomes

  • 50% faster lead assignment
  • 35% increase in sales efficiency
  • 40% improvement in user adoption

Qualitative Outcomes

  • Sales teams respond to leads faster and more consistently
  • Reduced dependency on manual coordination
  • Improved user experience across the sales lifecycle
  • Faster quote generation with fewer pricing errors

Technology Stack

  • Salesforce Sales Cloud
  • Salesforce CPQ
  • Apex & Flows
  • Lightning Web Components (LWC)

Goals

• Automate lead distribution
• Streamline CPQ processes

• Improve sales efficiency

Implementation

• Implemented dynamic lead routing

• Built advanced CPQ workflows

• Migrated to Lightning UI

• Developed custom accelerators

Results

• 50% faster lead assignment

• 35% increase in efficiency

• 40% higher user adoption

Products Used

Salesforce Sales Cloud

• Salesforce CPQ

• Apex & LWC

Frequently Asked Questions (FAQs)

  • Q: How can Salesforce CPQ speed up the lead-to-quote process?
    Salesforce CPQ automates product configuration, pricing, approvals and quote generation, helping sales teams create accurate quotes much faster. In this implementation, the client significantly reduced manual work and accelerated the entire lead-to-quote process.
  • Q: What are the benefits of automating lead assignment in Salesforce?
    Automated lead routing ensures every lead is assigned to the right sales representative based on predefined rules such as territory, region or product line. This reduces response times, eliminates manual assignment and helps teams engage prospects more quickly.
  • Q: How does Salesforce CPQ improve sales efficiency?
    By automating pricing, product bundles, discount approvals and quote creation, Salesforce CPQ reduces repetitive tasks and minimizes errors. This project resulted in a 35% increase in sales efficiency.
  • Q: Why should businesses migrate from Salesforce Classic to Lightning Experience?
    Salesforce Lightning provides a more intuitive interface, better productivity tools and improved performance compared to Salesforce Classic. For this client, the migration led to a 40% improvement in user adoption.
  • Q: What Salesforce products were used in this implementation?

    The solution was built using Salesforce Sales Cloud, Salesforce CPQ, Apex, Flows and Lightning Web Components (LWC) to automate sales processes and improve the user experience.

  • Q: What business results did this Salesforce CPQ implementation achieve?

    The project delivered measurable improvements, including:

    • 50% faster lead assignment
    • 35% increase in sales efficiency
    • 40% improvement in Salesforce user adoption
    • Faster quote generation with fewer pricing errors
  • Q: Is Salesforce CPQ suitable for subscription-based software companies?
    Yes. Salesforce CPQ is well suited for SaaS and subscription-based businesses that manage complex pricing, product bundles, renewals and approval workflows. It helps sales teams generate accurate quotes while reducing manual effort.
  • Q: Can Infoglen customize Salesforce CPQ for complex sales processes?
    Yes. Infoglen designs and implements Salesforce CPQ solutions tailored to each organization's sales model, including custom pricing rules, automated lead routing, approval workflows, Lightning components and integrations to support scalable sales operations.

Looking to make your sales process smoother and faster?

We can help you simplify lead-to-quote with the right Salesforce setup.