Sunquest Information Systems Decreases Sales Cycles and Boosts Business

Sunquest Information Systems is a leading provider of laboratory information systems. More than 1,700 hospitals, commercial laboratories, pharmacies, and radiology departments across the world use Sunquest’s systems to integrate various applications containing medical records, billing, and financial information. As a rapidly growing company, Sunquest looked for a configuration tool to enable it to sell faster, easier, and with greater accuracy.

Challenges

  • Experience a long lead time to respond to the customers, especially in distant geographies
  • Face frequent errors in engineered product order configuration, which cause delays
  • Need to improve sales productivity and customer service, at an organization-wide basis
  • Require a highly scalable and reliable system to support rapidly growing company

Results

  • Increased on-time delivery of quotes, ultimately enabling the company to be more responsive to its global customers
  • Eliminated approval workflow bottlenecks by leveraging Oracle CPQ Cloud to notify the correct approvers and encourage them to act quickly via smart phones—ultimately leaving sales reps more time with customers
  • Increased quote throughput by reducing the time it takes to create a quote
  • Gained the ability to respond more quickly to configuration changes or pricing requests

StepStone Cuts Quote-to-Order Time from 2 Days to 20 Minutes

StepStone is one of the most successful online job board businesses today. StepStone operates over 10 top brands, with 50 million visits and more than 500,000 jobs posted per month.

Challenges

  • Enable sales reps to rapidly create accurate quotes for job board services, including standard, promotional, and individual discounts, to increase sales activity and minimize post-sales and service effort
  • Streamline approval processes and decrease quote-to-order time by eliminating paper-based processes with pricing lists in Excel and quotes issued in Word files, which had little consistency across global operations

Results

  • Increased job board services sales by enabling 200 sales staff to manage 450 outgoing quotes per day —improving, standardizing, and automating pricing processes and consistently applying business rules
  • Reduced average quote-to-production time from 48 hours to less than 20 minutes, thanks to the flexibility to configure products on demand, rapidly create detailed candidate sourcing packages combined with promotions and discounts, and internationally deploy products on selected StepStone or partner job sites with minimum additional effort using pre-defined templates

We're here to help

Engage a Sales Expert

Sign up by topic