The Challenge: Reduce admin work for sales and simplify the buying process for customers

Keysight Technologies, an innovative technology manufacturer, knew that their sales team was spending too much time on administrative tasks rather than selling, and their complex products were difficult for customers to purchase online via self-service. They needed a solution to increase sales effectiveness and extend their products directly to consumers.

Additionally, when Keysight acquired new businesses or launched new products, updating their product configuration systems took an excessive amount of time and resources, significantly delaying their ability to bring these offerings to market.

The company needed a solution to reduce maintenance efforts and costs related to CPQ and commerce configuration.

The Solution: CPQ provides advanced customization—without rep involvement

Keysight chose CPQ by ServiceNow (formerly Logik.ai) primarily for its exceptional performance. CPQ can handle complex rules without limitations, making it a perfect match for the extensive and sophisticated rules required to sell Keysight's advanced products.

With CPQ, Keysight's sales representatives now spend more time selling and less time building quotes. The platform's speed and reliability have allowed Keysight to offer more products through their website that previously required sales representatives to correspond with customers to ensure the solution they selected would meet their needs.

CPQ’s API-first design has allowed Keysight to simplify administration of CPQ and commerce significantly. Its intuitive rule builder eliminates the pain of unnecessary custom coding and development and allows Keysight to bring innovations to market faster.

The Results: A win-win for sales reps and for customers: 40% faster quotes, and more self-service product offerings on their website

With CPQ’s guided selling capabilities and milli-second performance reps can generate quotes 40% faster, and they spend less time on administrative tasks.

With a 50%-80% reduction in configuration setup and maintenance time, system administrators who were previously dedicated solely to CPQ maintenance can now contribute to broader company initiatives, creating additional value beyond the CPQ improvements. The company can also offer more self-service products on their website, reducing friction and delays in the buying experience for customers.