Thursday, October 20, 2016
Westmor iQ Configure, Price, Quote Success Story – Part II
Case Study, iQ / CPQ
Written by Laura Monn Ginsburg
This success story is an update to our previous Westmor case study.
Westmor Industries, based in Morris, Minnesota, is North America’s largest fueling equipment and services provider. Founded in 1972, Westmor offers a full line of petroleum and liquid handling parts and equipment. Since 2007, annual sales have tripled and its workforce has more than doubled. From refiner terminals to bulk deliveries and at each point in between, Westmor offers a variety of solutions from a single source.
In 2013, Westmor installed iQ CPQ for its Maine facility after seeking a quoting solution that would work seamlessly in Salesforce as well as provide a configurator that could handle more than 900 product combinations. Three years later, Westmor and its parent Superior Industries is in the process of deploying iQ CPQ to other branches of the company.
“We take our partnerships very seriously. Every partner must align with our four core values and be someone that we can trust, respect, and collaborate with long-term. Luxent has been a partner that demonstrates they care about our business, our users, and our success. That means a lot to us.”
– Beth Koehl, Technology Project Manager
Since the initial iQ CPQ implementation, Westmor has continued its fast-paced growth, both through new customer and business acquisitions. To scale with its growth, Westmor/Superior Industries has grown its use of Salesforce, including through iQ and Salesforce Communities. “We take a very pragmatic approach to assessing and implementing solutions that meet business and user needs while supporting the ongoing growth of the company,” said Beth Koehl. “Both Salesforce and iQ CPQ are highly scalable solutions that will continue to support our needs as we bring on new employees, customers, and partners.”
For its next phase of iQ CPQ deployments, the Westmor team is largely handling the implementation itself. “iQ is a sophisticated product that meets all our complex configuration needs, yet its design is straightforward enough to allow us to implement in-house,” said Koehl. “With the Luxent development team’s support, we’ve been able to take the ownership for our second phase of installation which gives us a greater appreciation for the product as well as knowledgeability with our users.”
The team doesn’t just implement and move on, however. “We regularly reassess our systems and partners to ensure they’re working how we need,” Koehl continued. “With regard to iQ and Luxent, we’ve found that the product and partnership have continued to improve over time. In Luxent we have a partner that is responsive, collaborative, and committed to our success and in iQ we’ve found a product that continues to meet and exceed our needs.”
“In Luxent we have a partner that is responsive, collaborative, and committed to our success.” – Beth Koehl