Turning a sprawling fleet rental quote into a single, seamless experience.
A US-based mid-market commercial fleet rental provider needed more than a quoting tool — they needed a system that could handle the complexity of configuring dozens of vehicle types, sync across enterprise platforms, and give every stakeholder crystal-clear visibility. We built exactly that.
Industry
Commercial Fleet Rental
Region
United States
Customer Profile
Privately-held Mid-Market to Large
Solutions Delivered
Salesforce CPQ · Dynamics 365 · Credit Application
The Challenge
A quoting process as complex as the fleet itself.
Commercial fleet rental is not a commodity sale. Every quote involves a matrix of vehicle classes, rental terms, mileage tiers, damage waivers, fuel options, and ancillary services — each combination governed by different pricing rules and approval thresholds. Doing this across dozens of concurrent deals in spreadsheets or generic CRM tools was a recipe for errors, delays, and lost revenue.
The customer had invested in Salesforce specifically to solve this problem, but off-the-shelf quoting modules couldn't capture the nuance of their configurations. Salesforce Revenue Cloud was evaluated as a potential path — but its rigid structure, steep learning curve, and reduced visibility made it a poor fit for a team that needed speed and transparency above all else.
Fragmented Configuration Logic
Vehicle types, add-on packages, and pricing tiers lived in disconnected places. Building an accurate quote meant manually cross-referencing multiple sources — and errors were common.
Revenue Cloud Didn't Fit
After a structured evaluation, Revenue Cloud's rigid product catalog and complex UI proved to be a step backward — less intuitive than what the team already had, with more clicks and less context.
No ERP Synchronization
Accounts, contacts, and financial data lived in Microsoft Dynamics 365. Without a reliable sync, sales reps were duplicating records and reconciling data by hand.
No Structured Credit Process
Commercial fleet deals frequently require credit assessment before terms are finalized. There was no standardized, trackable credit application workflow — approvals happened informally and left no audit trail.
Visibility Gaps for Leadership
Sales managers had limited insight into quote status, configuration choices, or pipeline health. Decision-making depended on manual updates and one-off conversations.
No Professional Quote Output
Customers received basic, unformatted quote documents that didn't reflect the brand's professionalism or make it easy to review the full scope of a proposed solution.
What WNC Delivered
A purpose-built quoting engine that Revenue Cloud couldn't match.
Rather than forcing the customer into a rigid product structure, we engineered a custom quoting solution on Salesforce that reflected exactly how their business operates — and integrated it seamlessly with the broader technology ecosystem.
Custom Vehicle Configuration Engine
We built a guided configuration experience that allows sales reps to build complex multi-vehicle fleet quotes from a single screen. Each vehicle type — light commercial, medium-duty, specialty — carries its own configurable option sets, add-ons, and pricing rules. Reps can bundle configurations, apply fleet-wide terms, and adjust line-level details without ever leaving the quote.
Revenue Cloud Evaluation & Retention of Custom Solution
We conducted a thorough, side-by-side evaluation of Salesforce Revenue Cloud against the custom solution. The analysis confirmed what the team suspected: the custom quoting tool offered superior usability, richer inline context, and a workflow better matched to fleet rental realities. The customer made an informed decision to stay — and we documented the rationale to align stakeholders across the organization.
Dynamics 365 Bi-Directional Integration
We built a reliable, real-time integration between Salesforce and Microsoft Dynamics 365 that keeps accounts, contacts, quotes, and quote line items in sync across both systems. Sales reps always work from current data; finance and operations teams in Dynamics see quotes the moment they are finalized. No duplicate entry, no reconciliation lag.
Structured Credit Application Process
Commercial fleet rentals often require credit review before contract terms are set. We designed and built a structured Credit Application flow directly within Salesforce — capturing applicant data, routing to reviewers, tracking approval status, and maintaining a complete audit trail. Credit decisions are now part of the deal record, not a parallel email thread.
Branded PDF Quote Generation
Every quote produces a polished, branded PDF output that customers can review and share internally. The document reflects the full configuration — vehicle specs, pricing breakdown, rental terms, and any custom notes — giving buyers everything they need to move a decision forward without a follow-up call.
Sales Visibility & Pipeline Transparency
With every quote built inside Salesforce using a consistent structure, leadership gained real-time dashboards showing quote volume, configuration trends, approval bottlenecks, and deal progression. What was once invisible became a managed, measurable pipeline.
Measured Impact
Results that compounded from day one.
70%
REDUCTION IN QUOTE BUILD TIME
0
MANUAL DATA RECONCILIATION STEPS
100%
CREDIT APPLICATIONS TRACKED & AUDITABLE
3X
MORE QUOTES PROCESSED PER REP PER MONTH
Technology Stack
Built on platforms the team already owned.
Every solution was engineered to integrate with, not replace, the customer's existing investments — maximizing ROI on both Salesforce and Dynamics 365.
"We looked at Revenue Cloud and it just wasn't us. The solution WNC built gave us everything we needed — the ability to configure any combination of vehicles in one place, see exactly what we're quoting, and send a professional document the same day. It changed how our sales team operates."
— VP of Sales, US Commercial Fleet Rental Provider