Faster Quote Times Demand Accuracy

Every business challenge has a data layer beneath it.

For NISC, their product, pricing, and approval logic lived in spreadsheets and the heads of reps who'd been doing it long enough to know the tricks. Data friction was a bottleneck ... and business risk.

The Challenge: Scattered Data

• No governed source of truth. Pricing and approval logic lived in scattered spreadsheets and institutional memory, not a structured system anyone could rely on.
• Product data too complex to track by hand. The product catalog and its pricing rules had outgrown anything a spreadsheet could hold accurately.
• Approval logic with nowhere to run. Review rules existed, but not in a system flexible enough to apply them consistently across teams or devices.

How They Got There: Start With Architecture

We modeled NISC's full product and pricing structure and aligned it to how the business should run (vs. how it was running today). That meant no more one-off spreadsheets.

Creating a single source of truth that was readily-adopted by all teams allowed for building on it; for example, we layered Advanced Approvals on top so review rules could run automatically and remove more bottlenecks from getting sales quotes out the door.

Now, reps move from Lead to Order entirely within their CRM.

The Result

The 70% drop in time to quote is the headline, but the real win sits underneath it: a standardized product catalog and pricing structure built to grow as they do.

• 100% adoption of the new quoting tools across the team
• 70% reduction in time to quote
• 80% reduction in time to approval

What good is having a system that works if nobody uses it? We make sure that doesn't happen, because we work with all stakeholders - including end users.

Standardizing pricing and approval logic like this is core to our Systems Performance work.