Client: a pan-European enterprise technology provider | Sector: Telecoms / Enterprise Technology | Service: IT Strategy & Consulting
The Challenge
a pan-European enterprise technology provider was losing competitive ground in B2B enterprise sales due to a manual, slow, and error-prone Configure-Price-Quote process. Generating quotes for complex network and cloud connectivity products required weeks of manual effort across sales, product, and finance teams. This was resulting in lost deals, customer frustration, and a sales organisation constrained by operational bottlenecks rather than focused on growth.
Our Approach
DSK Solutions led the IT strategy and vendor selection for a CPQ transformation programme, beginning with a deep diagnostic of the client’s current-state quoting process across 12 product lines. We developed the target operating model, defined the technology architecture, and ran a structured market assessment to select the right CPQ platform — evaluating Salesforce CPQ, Apttus, and PROS against the client’s specific requirements.
Following platform selection, we defined the implementation roadmap and governed the delivery through to production go-live, ensuring product rules, pricing logic, and approval workflows were correctly encoded and tested against real-world sales scenarios. Change management and sales enablement were integrated into the programme from the outset.
The Outcome
The CPQ transformation delivered a 70% reduction in average quote generation time — from 3 weeks to under 3 days — across 12 product lines. The sales organisation was able to pursue and close deals that had previously been operationally unviable. The programme reached full production within 9 months and delivered an estimated £38M in annual revenue impact through improved win rates and accelerated sales cycles.