Case Study: Riverbed Xirrus achieves 60‑second quoting, 90%+ cross‑sell and under 5% errors with SAP Sales Cloud

Xirrus Increases Cross-Sell & Reduces Errors With CPQ

Xirrus, a leader in high‑performance wireless networking, faced a slow, error‑prone quoting process that relied on sales engineers preparing bills of material and reps translating those lists into spreadsheet quotes. Rigid pricing, manual discount approvals, frequent missing components or support, and no partner self‑service made quoting take 30+ minutes, created lost deals and required heavy engineering review.

CallidusCloud’s CPQ was embedded in Salesforce to automate configuration, pricing and approvals, and went live in six weeks. Sales now produce quotes in under 60 seconds, cross‑sell support on over 90% of deals (up from under 50%), and error rates have fallen to under 5%, while fewer manual approvals and better pricing flexibility shortened sales cycles and improved win rates.

Riverbed Xirrus

Rick Austinson

Senior Director of IT