Redesigning complex dynamic pricing, quote automation, and ERP-integrated order management for a global pharmaceutical distributor operating across multiple warehouses and markets worldwide.
Pharmaceutical manufacturer and distributor with worldwide warehouses and complex logistics across multiple export markets
Pricing driven by pallet volume, weight, dimensions, transport cost, agent markup, and customer-specific costing logic
SAP-integrated order and contract management requiring real-time synchronisation between Salesforce CPQ and ERP
Our customer is a global pharmaceutical manufacturer and distributor, operating across multiple continents with a complex network of regional warehouses, export markets, and distribution channels. Their product portfolio spans pharmaceutical excipients and active ingredients sold to manufacturers, distributors, and agents worldwide.
The organisation faced a significant challenge: their existing quoting process was largely manual, disconnected from their SAP ERP system, and unable to handle the complexity of their pricing model — which included pallet-based logistics pricing, multi-currency costing, agent markups, warehouse routing, and customer-specific banking and operational cost structures.
KVP was engaged to redesign and implement a comprehensive Salesforce CPQ solution integrated with SAP ERP, Salesforce Sales Cloud, and additional tools including OCR automation, Einstein Analytics, Agentforce, and a customer-facing Experience Cloud portal — transforming their entire quote-to-order-to-cash process.
Complex Pricing — Automated
Pallet-based, multi-currency, logistics-driven pricing calculated in real time during quote creation
Quote-to-Order — Integrated
Salesforce CPQ fully integrated with SAP ERP — eliminating manual data re-entry across the order lifecycle
Sales Intelligence — Embedded
Margin, SGP, historical pricing, and win-loss insights available directly in the quoting interface for smarter selling
Pricing depended on pallet configuration, currency, freight and logistics variables that changed by destination. Those rules cannot live in a static price book, so they were built into CPQ product and price rules and calculated during quote creation instead of afterwards in spreadsheets.
A single-product-line CPQ phase with approvals and document generation usually runs 10 to 16 weeks. Multi-entity, multi-currency programmes with ERP integration are longer and are phased by business unit or region.
Quotes, orders, customer and material master data and pricing inputs are integrated with SAP so an accepted quote becomes an order without re-entry, and margin data flows back to sellers instead of sitting in finance reports.
A clean product and pricing hierarchy, a documented approval matrix with real thresholds, examples of your ten hardest quotes, and agreement on who owns discounting. Most CPQ delay comes from unresolved commercial policy, not configuration.
Planning something similar? Start with our Salesforce implementation partner overview.
Salesforce implementation partner