Salesforce com : 3 Steps to Quickly Launch New Products and Pricing

1. Build flexible systems that make pivots easier

We've been using Sales Cloud since 2015, and over the years, it's become essential to how we operate. At first, we only used Sales Cloud to track leads, opportunities, and closed deals. But now, we're using CPQ to automate our quote-to-order and product provisioning processes. We're also using Billing capabilities to consolidate customer payments and contractual information. We are a very data-driven company, and quoting is the top of the funnel for our system, so figuring CPQ out early was key.

When COVID-19 began affecting small businesses across the country, brick-and-mortar stores had to change the way they connect with customers. We recognized that our platform could make a difference in allowing these companies to stay open. Since the entire sales team and revenue operations were already on Salesforce, we were ready to go. Having processes and systems standardized set us up to execute quickly and effectively when Podium Starter was ready for customers.

2. Reduce sales friction

To get new customers on board, we knew we had to make it as easy as possible to get started. The way we get Podium Starter to customers is a lot different than our typical sales process. Instead of working through a sales rep, businesses sign up for it directly on our website. Then, through a series of automated steps within Salesforce, they're able to complete the self-serve process and start messaging with their customers within five minutes or less. When integrated with Podium's platform, we could automate product set-up and provisioning. This way, periods of high demand don't cause delays or backups. Instead, our team can spend more time supporting our customers.

We also wanted to make things easier for our sales team with a simplified digital quoting experience. With standardized discounting, reps no longer have to wait for approvals. With a simpler product catalog, they could find the right product faster. And we used Docusign for collecting electronic signatures, so closing deals could happen in minutes.

3. Pick the right moment for launch

When launching a new product, it's important to consider when it's best to enter the market. For us, we needed to launch as fast as possible to help our community. Podium Starter launched at the beginning of May, and we're already seeing great success stories from our customers. Over the last few weeks, we're seeing businesses functioning better. Podium Starter helped a local bakery get 600 leads in just two weeks with online ordering and contactless delivery.

In a time where small businesses are struggling to keep their doors open, we're optimistic that we can help our customers weather this challenge and come out on the other side even stronger, with new digital capabilities to boot.