Company Overview: Zix is a leader in email security. Trusted by the nation’s most influential institutions in healthcare, finance and government, Zix delivers a superior experience and easy-to-use solutions for email encryption and data loss prevention, advanced threat protection, archiving and bring your own device (BYOD) mobile security. Focusing on the protection of business communication, Zix enables its customers to better secure data and meet compliance needs.
Problem: Price books and products were in the system, but were not set up to allow for intuitive Quoting process. They had custom list price with tier based pricing and automatic discounts that couldn’t be applied in existing system, they could not group and sell bundles in an easy process and tax allocation wasn’t spread evenly across all products. Products with multi-dimensional quoting functionality could not be grouped and consolidated, there was no renewal process in place and output documents were created in Word or Excel which allowed users to edit Quotes without management oversight.
Solution: We were able to simplify the quoting process to make the process more manageable by reorganizing products and price books to create seamless process for Users. We created lookup tables for custom “Zix list price” and standalone discounts, created custom spread of discounts for revenue recognition to allow for tax allocation and created trigger to collapse MDQ breakout in groups on Opportunity Products for integration. A custom renewal process was put in place to create opportunities and quotes from NetSuite which streamlined the output document process to create quotes in Salesforce.
Benefits/Results: Standardized quote and sales process which allows users to make quicker and more formalized Quotes. Increased adoption with all users leveraging the Salesforce.com platform and all users using the same processes and users don’t have to manually calculate pricing or tax allocation in Salesforce. Configuration of pricing has been created via lookup tables and customization automatically. Users don’t have to edit complex output documents now and the renewal process is automated and integrated with NetSuite, allowing users to focus on selling instead of manual setup of renewal opportunities.