$1M Annual Savings, All From A Data-First Focus

A national leader in chassis leasing started with CPQ and went so much further to build a more effective business.

$1M

In SG&A Savings

Every business challenge has a data layer beneath it.

For FlexiVan, the national leader in chassis leasing, a previous CPQ implementation had checked the box without ever fixing the underlying problem: data and pricing structure underneath weren't built to scale with a fleet of 120,000+ chassis nationally.

The Challenge: Data Structure

Pricing data with nowhere consistent to live. Product, market, and term combinations were priced manually, with no structural way to keep them accurate at scale.
Approval logic stuck in multi-department bottlenecks. Sign-off chains slowed deals down instead of moving them forward.
Reporting leadership couldn't fully trust. C-suite and Board reporting lacked the accuracy and insight the business needed to make confident calls.

How They Got There: Total Alignment

We started with total buy-in for discovery before writing a single line of configuration: a three-step process with guided meetings across every team and stakeholder involved. That investment paid off immediately, because it caught necessary changes before work began and meant the project ran start to finish without a single change order.

From that foundation, we re-built the data layers for their CPQ instance, including Lookup Tables and Price Rules to make pricing accurate across every product, market, and term combination FlexiVan sold. Removing bottlenecks (such as automating discount ranges and advanced approvals) and speeding up the instance to surface what reps needed, fast kept momentum going.

Reliable reporting gave C-suite and the Board the KPI visibility they'd been missing. Every layer depended on the one built before it: data accuracy first, pricing and approvals second, reporting feeding from it.

The Result

$1 million in annual SG&A savings is the headline number, given by the client.

Since this re-implementation, they've continued investing because the data architecture underneath it all finally holds. As Ariel Masterson, Sales Process & Marketing Manager and Salesforce Admin, put it: “I was blown away by the documentation and organization from the outset. It made me confident we had the right projects scoped, and it's helped me learn more about Salesforce so I can maintain it better.”