The Company provides a comprehensive array of fire alarm, fire sprinkler, fire suppression, integrated security, and sound and healthcare communications systems and services. With 1 million customers, 150 local offices and 200 years of history in the fire business, they are the leader in fire and life safety. 

Business Challenge

Acumen Solutions began working with the Company two years ago, with a focus on enterprise transformation. We implemented Salesforce Sales Cloud, and as the Company's use of Sales Cloud matured, we helped them blueprint a Configure, Price, Quote (CPQ) Solution. They had different quoting tools to support their installation and services sales organizations. In an effort to streamline and offer their sales team an easy-to-use quoting tool, we implemented a single quoting tool that supported both the installation and services sales organizations. This effort paralleled their new pricing model and go-to-market plan for selling services in packaged, tier bundles.

Solution

We partnered with Cameleon, a CPQ company and both an Acumen Solutions and Salesforce partner.  Acumen Solutions gathered requirements for the Services sales organization's quoting tool needs. We assessed the requirements and designed a high-level enterprise architecture that considered enterprise applications, integration points with salesforce.com and Cameleon, as well as, cloud security considerations. A Cameleon sandbox was built according to set acceptance criteria to establish the ability for Cameleon to meet the needs of the complex product catalog and pricing models that they have.

Return on Investment

They were able to carry the requirements and high-level design into the implementation phase of the project. With the Cameleon sandbox in place, they were able to demonstrate to key stakeholders and sales users the next generation quoting tool and get buy in and feedback as the implementation project continues.