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Unlocking $10B+ in Sales Through Smarter Quoting and Seamless Workflows

A global aerospace manufacturer transformed its manual, fragmented quoting process into a streamlined Salesforce-powered workflow—supporting over $10B in closed sales and enabling faster, more efficient collaboration across teams.

 

Challenge

A global aerospace manufacturer’s Sales team was struggling with a proposal workflow that simply couldn’t keep pace with demand. Their siloed systems with heavily manual processes slowed down deals and introduced risk.

They continued to struggle with:

  • Repetitive data entry in disconnected systems
  • Approval tracking via email, with no centralized record
  • Limited access to past proposals or version history
  • Manual copy/paste workflows to build quote documents
  • Inconsistent payment terms that needed to be typed by hand on each quote

These inefficiencies didn’t just impact sales, they created friction across teams and left leadership with poor insight into quoting activity and performance.

Solution

The company partnered with Coastal to design a scalable solution using Salesforce that reimagined the entire sales process—from quote configuration to approval, output, and delivery—with a focus on automation, usability, and real-time access to data.

Key components of our solution included:

  • Salesforce CPQ for dynamic pricing and flexible product configuration:
    Instead of relying on manual workarounds, the team could now generate accurate, tailored quotes directly in Salesforce—faster and with far fewer errors.
  • MuleSoft integration with Pricing System:
    Real-time pricing was delivered straight into the quoting process, giving teams up-to-date information without jumping between systems or re-entering data.
  • Simplified, user-friendly interface:
    Their quoting UI was overhauled to be more intuitive, reducing training needs and helping reps move act efficiently.
  • Automated quote output documents:
    Final quote packages were generated automatically—eliminating time-consuming formatting tasks and ensuring a consistent, professional look across all deals.
  • Built-in approval tracking and version control:
    What was once scattered across email threads was now captured directly in Salesforce, allowing teams to see who approved what, when, and why, alongside a full history of quote revisions.

Results

With quoting, configuration, and approvals now unified in Salesforce, the company has faster turnaround times, improved data quality, and an improved customer experience.

Since implementation, they have seen:

  • $10B+ in Sales Supported – from faster, more accurate quoting
  • 550+ Accepted Quotes – from more effective quoting experience
  • Improved Contract Lifecycle Management – from built-in tracking for approvals, revisions, and key quote metrics

By replacing manual tasks with automation and smart technology, the company now moves with greater speed and has smartly increased revenue.

Clouds & Products

  • CPQ
  • MuleSoft
  • Sales Cloud