About the Customer

A U.S.-based manufacturer of flexible packaging films and pouches produces hundreds of custom product configurations for customers across food, retail, and industrial markets. Every quote is different. Every quote involves a matrix of variables: raw material costs, production specs, shipment weight and destination, freight territory rates by state, and customer-specific pricing arrangements.

Getting every quote right matters, not just for accuracy, but for margin. And for a long time, getting every quote right meant trusting a spreadsheet to hold it all together.

Complexity That Spreadsheets Couldn’t Handle

The quoting process had grown too complex for the tools supporting it. With hundreds of custom products and a pricing model that factors in material costs, production variables, and freight rates across U.S. states and into Canada, maintaining consistency across the sales team was a constant battle. Margin visibility was limited. Approval workflows were manual. The product catalog was hard to keep current.

The result: inconsistent quotes, limited leadership visibility into what was being sold at what margins, and a sales team relying on tribal knowledge to fill in what the spreadsheets couldn’t.

The company needed a system that could handle the complexity, enforce consistency, and give leadership the visibility to manage the business.

CPQ Built for Packaging’s Complexity

ForeFront implemented Salesforce CPQ with Logik.ai as the configuration engine and ForeFront’s own Quote Accelerator, purpose-built for manufacturers with complex, variable-driven products. Together, this stack gave the company what their spreadsheets never could: a guided, rules-driven quoting experience that could handle their full product complexity inside Salesforce.

Key capabilities delivered:

• Product configuration via Logik.ai, with complex options and variables handled through a structured, guided experience
• Dynamic pricing with freight rate calculations mapped to all 50 U.S. states and Canadian provinces
• Margin management with Gross Profit % guardrails and real-time cost visibility inside each quote
• Automated approval workflows that trigger based on margin thresholds, no manual routing
• Centralized product catalog maintained in one place, consistent across the sales team
• ERP integration enables contract pricing to flow directly into Salesforce while closed opportunity data flows into back-office systems automatically

ForeFront worked through go-live issues alongside the team, resolving multi-currency calculation discrepancies and margin display corrections in the margin manager.

Since go-live, ForeFront has continued supporting the platform under a managed services agreement as the company’s evolution on Salesforce continues.

One System Behind Every Quote

The manufacturer retired their quoting spreadsheets. Salesforce is now the single source of truth for every quote, configured correctly, priced accurately, routed for approval automatically. The sales team quotes with confidence and leadership has the visibility they need to manage margins across the business.

The platform ForeFront built also serves as a strong foundation. As the company’s appetite for operational innovation grows, the architecture will be ready for it, including Revenue Cloud adoption when the timing is right.

• Salesforce is now the single source of truth for all quoting data
• Standardized, company-wide CPQ process replacing manual spreadsheet quoting
• Accurate freight rate calculations across all 50 U.S. states and Canadian provinces
• Automated discount and margin approval workflows, consistent and auditable
• Full margin visibility across all quotes and product lines
• Ongoing managed services with continuous platform refinement
• Architecture in place for future Revenue Cloud adoption

Overall, ForeFront brought deep CPQ and Logik.ai expertise to a manufacturer with products too complex for off-the-shelf configuration. We delivered the implementation, navigated go-live challenges, and stayed on as a long-term partner. The result is a pricing operation built on rules, not tribal knowledge.