Case Study: FireEye halves invalid orders and automates quoting with Salesforce CPQ

FireEye automates quoting and gains faster approval time while cutting invalid orders in half with Salesforce CPQ

FireEye, a cybersecurity company with 3,200+ employees and a Salesforce customer since 2006, struggled with a largely code-driven, IT-dependent quoting process that slowed sales and produced many invalid or “dirty” orders. Multiple product launches and a move to subscription offerings made configuration, pricing, and approvals increasingly complex, and existing tools couldn’t deliver the validation and flexibility the sales team needed.

By adopting Salesforce CPQ natively on the Salesforce platform, FireEye implemented a business-administered quoting solution with built-in validations and approvals that notify reps immediately when configurations are invalid. The change cut incomplete orders by about 50%, reduced SKUs by roughly 80%, provided richer approval data, sped up approvals, and simplified management of the new subscription model — with Salesforce Billing planned next to automate invoicing.

FireEye

Krista Gray

Senior Manager, Customer Experience