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Solar_Frontier

Solar Frontier Europe

Solar Frontier Europe GmbH was founded in Munich in 2010 in order to optimally meet the needs of customers in the EMEA region (Europe, Middle East and Africa). Since then, the company has built up a steadily growing sales network that, among other things, promotes the marketing of CIS PowerModules and PowerSets in all countries in the region. In the project sector, a large number of Solar Frontier PowerPlants have been developed around the world in cooperation with the world's largest EPCs.

Challenge / Objective

As part of the introduction of the Salesforce Sales Cloud to map sales processes in 2014, Solar Frontier Europe was looking for an integrated solution for quotation and opportunity management.
Until now, it was difficult to standardize quotations in the local word processing system. In addition, the quotation process - from creation to approval to commissioning by the customer - took too much time.
Solar_Frontier_Europe_Neudrossenfeld
"We have the introduction of appero quote to thank for a 90% reduction in process time, increased transparency and clear processes!
Kevin SturmHead of Sales Support

Task

The core requirement of Kevin Sturm, Head of Sales Support, was the fast and intuitive creation of quotations. The quotation cycle needed to be significantly shortened.

The documents generated should be standardized, visually appealing and consistent in terms of content and legal requirements.

Solution

Following the presentation of the appero quote module by project manager Sue Chucholowski during an on-site appointment, the simple and intuitive handling was particularly impressive. This was one of the reasons why Solar Frontier Europe decided to introduce the solution for 20 sales employees.

A visually appealing and uniform design based on Solar Frontier Europe's corporate design was ensured by corresponding clients with their own stationery and CSS stylesheet.

In the course of the joint project, offer templates were created in numerous languages for each of the business types (PowerSets, PowerModules, PowerPlants) in order to strengthen the international focus in sales. In addition to multilingualism, the offer templates were also functionally expanded: for example, for PowerModules, the price of the product items is automatically calculated from the volume of the products in watt peak (wp) and the price per watt peak. However, this individual function does not end with the creation of the quotation. This is because the data is also automatically saved in Salesforce on the associated opportunity. This means that the sales-relevant information is quickly visible at all times.

Solar Frontier also uses the data transfer between appero quote and Salesforce vice versa: when creating a quote, various information is automatically transferred from the account and opportunity. This eliminates the need to re-enter payment terms or Incoterms, for example. This has shortened the quotation cycle and significantly reduced the number of manual work steps.

An approval process was also integrated for internal company and legal protection. Depending on the design of an offer, e.g. with regard to the mega-watt quantity or if the price falls below certain limits, approval is required from various instances.

We are very pleased with the final feedback from Kevin Sturm and hope to be able to continue our very successful collaboration with Solar Frontier for a long time to come.
"Thanks to appero quote, quotations can now be created easily, quickly and, above all, consistently!"
Kevin_Sturm
Kevin SturmHead of Sales Support