Case Study: EXFO achieves faster, more accurate sales quotes with SAP CPQ

How EXFO Inc. slashed response times, improved quote accuracy, and enhanced customer experiences using SAP solutions

EXFO, a Quebec-based manufacturer of monitoring and analytics solutions for global communications companies, needed to speed up a manual, fragmented sales quoting process that could take one to four days and was prone to errors. To solve this, EXFO turned to SAP, using SAP CPQ along with SAP Variant Configuration and Pricing and SAP Sales Cloud to better connect customer, product, and pricing data.

With SAP’s integrated cloud solution, EXFO automated quoting workflows, improved data accuracy, and gave sales teams a 360-degree view of customers. The company cut discount approval time to under 24 hours, increased monthly quotes by 70%, and enabled faster on-the-spot quotes while creating a new revenue source through solution-focused quotes that combine products and services.

EXFO

Sheila Thibodeau

CRM Solutions and Digital Sales Manager