“We need our sales team to be providing solutions to customers rather than being consumed by data entry tasks. Having a system that supports that is key.”
In the past, FireEye SKUs contained full attribution, including things like volume band, support country, and subscription term. Salesforce CPQ has allowed FireEye to consolidate its SKUs and streamline the pricing and configuration process.
FireEye also has richer data now, such as details within the approval management process, which was previously done through email and couldn’t be analyzed.
Earlier in the year, FireEye launched a new subscription model for customers. Providing that option to customers is important to the continued growth of the company, Gray said, but managing the different configurations and options would have been very complex without Salesforce CPQ.
“Salesforce CPQ has really simplified management of that and set us up for the future,” she said.