Project Background
A leading medical device company is one of China's top medical equipment manufacturers, with product lines spanning diagnostic imaging, in-vitro diagnostics, surgical instruments, and more. As business scale expanded rapidly, traditional quoting methods had become the primary bottleneck constraining sales efficiency.
Particularly in bidding and tendering scenarios, compliance reviews of quotation documents, multi-dimensional price strategy calculations, and cross-selling recommendations for accessories and consumables consumed significant manpower and time.
Challenges Faced
- Strict compliance requirements - Medical device product configuration and quoting must comply with industry regulations, and manual reviews are time-consuming
- Complex bidding processes - Different hospitals and projects have varying bidding requirements, requiring customized quotation formats and content
- Difficulty in cross-selling - The relationships between equipment, accessories, and consumables are complex, making it hard for salespeople to fully leverage them
- Insufficient price controls - Inconsistent pricing across different regions and channels leads to significant profit margin fluctuations
Solution
The company selected FengChao CPQ as its digital sales quoting platform. After a 3-month implementation and deployment, an intelligent quoting system covering the entire product line was established.
Automated Compliance Verification
Built-in medical device regulatory verification rules enable the system to automatically check the compliance of product configurations, ensuring that every quotation meets industry regulations and corporate quality standards.
Standardized Bid Quoting
Pre-configured bidding quotation templates support one-click generation of quotation documents that meet the requirements of different hospital tenders, including complete technical specifications, price breakdowns, and qualification documents.
After implementing FengChao CPQ, our bid quoting time was reduced from 5 days to 2 hours, compliance review pass rate reached 100%, and our win rate increased by 25%. This was the most important step we have taken in sales digitization.
-- Sales Director of the company
Implementation Results
- Quoting cycle reduced from 5 days to 2 hours
- Compliance review pass rate increased to 100%
- Win rate improved by 25%
- Accessories and consumables cross-sell revenue grew by 40%
- Onboarding time for new salespeople reduced by 70%