Uson is a leak testing company that designs and manufactures leak testing systems. The company’s systems and devices are used in the automotive, EV battery, industrial, medical, and packaging industries. Uson also offers calibration services, leak tester selection and training, leak tester repair and service, and custom leak testing solutions. Uson was a long-time Salesforce customer.

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The Problems

The Uson sales process operate well with Salesforce CPQ, and their manufacturer reps were pulling info out of a spreadsheet that was often inaccurate.

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‍The Groundwork

Before tackling the Problems, both Everpeak and Uson knew that the foundation of their Sales Cloud instance did not fully support nor match their sales process.

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We diagramed the sales process visually, and that made it relatively easy to identify where there were gaps. These gaps included:

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• Missing field
• Improper pipeline stages
• Stale pipeline data

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Changing fields and stages was not particularly difficult, but the pipeline data required validation fields to ensure these areas of the pipeline were always updated by reps. It then required the Everpeak staff augmentation team to analyze past contracts and reports and manually update historical opportunities.

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Process should drive the technology - not the other way around. Optimizations like thee are commonly needed and have huge return on investment. With this foundation in place, we moved towards the Solutions.

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The Solutions

A Cash Price Quote (CPQ) solution requires thoughtfulness, discipline and making difficult choices. Without an expert guiding, it’s rare that this happens. Uson was no different. Their price books change quarterly, and when implemented, their CPQ setup had no process contemplated for gathering feedback on pricing, adjusting, and updating. It also did not account for currency exchange rate fluctuations. Once we collected the internal feedback and made a recommendation on process, it was relatively easy to ensure that Salesforce CPQ was configured for this.

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We then tackled the secondary problem around manufacturer’s reps. They needed a robust partner portal that would allow reps to access information. The majority of this information was relatively public but not all, so there needed to be user authentication. Furthermore, it needed to communicate with Salesforce and allow for easy updates. Salesforce Experience Cloud was selected, and this extremely robust platform easily met their needs. Manufacturers reps are the lifeblood of Uson, and Experience Cloud gave them a portal to get real-time accurate information including collateral tailored for their specific organization.

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In Conclusion

Uson has been growing, and in early 2024, the company was acquired by Indicor. This project consisted of three areas crucial to many B2B companies:

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• Sales process & CRM
• Cash to quote systems
• Partner portals

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By refining and scaling these critical functions, Uson was able to see short-term success as well as set a foundation for long-term growth.