#The challenge
Quoting was completely unguarded. Reps could assemble configurations whose components do not actually work together, discounting had no approval threshold, and every quote document was built by hand — so the paper a customer received varied by whoever wrote it. There was also no product catalog in the CRM to quote from at all: line items were free-typed, which made quote-level and product-level reporting impossible after the fact.
#The approach
Stand up a real product catalog
Built a catalog of roughly 70 SKUs spanning base units, attachments and option lines, and backfilled roughly 10,500 historical line items so past deals report against the same catalog as new ones.
Compatibility validation at quote time
Built ten validation workflows that block configurations whose components are not compatible with each other, catching the error while the rep is quoting rather than after the customer has the document.
One standardized quote template
Replaced hand-assembled documents with a single standardized quote template, so what goes out is consistent regardless of who built it.
Approvals with a real threshold
Added round-robin approval routing plus a five-percent discount threshold that forces approval, turning discounting from an individual judgement call into a governed step.
Enablement shipped with the build, not after it
Packaged the launch with an AI-built enablement app, screen-recorded walkthroughs and step-by-step documentation for both reps and approvers, so adoption did not depend on a single training session.
#Outcomes
Catalog live with history backfilled
A roughly 70-SKU catalog went live with roughly 10,500 historical line items backfilled behind it.
Ten configuration guardrails plus a discount gate
Ten product-compatibility validation workflows and a five-percent discount-approval flow now sit between a rep and an invalid or over-discounted quote.
Standardized quoting document
A single standardized quote template replaced hand-assembled documents.
Enablement delivered alongside the launch
An enablement app, recorded walkthroughs and written documentation were delivered with the build for both reps and approvers.