Quote turnaround: three days to under four hours

The challenge

Regional sales teams were building quotes by hand, then routing discount approvals through email and Slack threads that had no record in Salesforce. Every quote sat in someone's inbox until they got to it, pricing errors reached customers because nothing validated discount thresholds against approval level, and sales leadership had no visibility into where a quote was stuck or why.

The approach

1. 01

   Discovery

   Audited the existing quote-to-approval path end to end — every hand-off, every spreadsheet, every place a quote could stall — and mapped it against the actual approval authority each role was supposed to have.

2. 02

   CPQ and pricing rules

   Rebuilt the product catalog, price rules and discount schedules in Salesforce CPQ so a rep could only generate a quote the system already knew was within their authority to send.

3. 03

   Approval automation

   Replaced the email/Slack approval chain with automated routing based on discount depth and deal size, so a quote above threshold lands directly in the right approver's queue instead of a shared inbox.

4. 04

   Migration and rollout

   Migrated historical quote and pricing data into the new structure, staged through a sandbox, then trained regional sales ops leads before cutting production over.

The result

With approvals routed automatically instead of chased over email, quote turnaround dropped from an average of three days to under four hours. Reps stopped losing track of where a quote was stuck, and pricing that fell outside a rep's authority got caught by the system before it ever reached a customer.

Delivered within aibrevo's typical mid-market Salesforce timeline — see the Salesforce implementation page for the full range.