BAE Systems

BAE Systems

Developing a Salesforce CPQ solution for the BAE Systems Applied Intelligence division

The Low Down

Introduction

BAE Systems is a global defence, aerospace and security company employing around 83,100 people worldwide. Our wide-ranging products and services cover air, land and naval forces, as well as advanced electronics, security, information technology, and support services. The BAES Applied Intelligence division help nations, governments and businesses around the world defend themselves against cybercrime, reduce their risk in the connected world, comply with regulation and transform their operations.

The Challenge

BAES AI needed to reduce the seller burden by establishing a single global ecosystem for a consistent pricing, proposal and contract generation for products and services to their Customers; with the ability to make instant updates, automated workflows and approvals, and margin information captured on the quote level.

The challenge was also to empower the BAES AI Salesforce Team to maintain and enhance the solution over time, while leveraging ongoing advice and assistance from the 4C team. We used the approach of developing a minimum viable product for their Enterprise MSS product line (Their most complicated pricing set) including complex pricing models, quote provision of commercial documents, and leveraging standard Salesforce approvals for threshold based compliance.

The Solutions

Configure an end-to-end EMSS (Enterprise Monitoring Security Services) package with complex calculated pricing

We enabled the Sales Operations team to structure, price, approve and quote their most complex product offering through CPQ. Previously facilitated via an Excel based tool, the business chose to empower their Sales team to collaborate on the Salesforce platform, ensuring all relevant information is kept in the same place and auditable - leading to a single view of the customer for all stakeholders in the business.

Development of a complex non-standard Quote document and Order Form

The EMSS initial quote and order form only show the highlights of the product calculations, meaning a deeper level of customisation was required to enable the Sales team to provision the order details to the customer in a format that made sense. BAES have the capability to provide different stages of these templates with pre-approval watermarks, and post approval final documents.

The Results

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