Saved $250K in Annual Salesforce Licenses

The Challenge

Karbon's team was sophisticated in software but didn't have a Salesforce team supporting their 350-person organization. The result: quotes weren't standardized, sales reps spent hours configuring quotes that often had incorrect pricing, and deals were being lost due to the dysfunction. They looked for pre-built solutions but all of them cost hundreds of thousands. Pre-engagement audit revealed that 37% of all outgoing quotes contained pricing errors.

Our Solution

After auditing the sales process and shadowing Karbon's sales team, Revenue Institute identified that the gap between where they were and what they needed was smaller than leadership assumed. A 30-day development sprint delivered the standardization, automation, and efficiency Karbon needed - for under $25,000 as a one-time build, compared to $250,000 per year for the Salesforce license. The team was onboarded in weeks.

The Results

#### 136 Hours Saved Per Week Karbon had 34 sales reps each spending time on custom quotes for every client. The new solution reduced quoting time by more than 4 hours per rep per week - saving 136 collective hours every week. Put in headcount terms, that is three and a half full-time roles' worth of work handed back to the sales team, without adding a single hire.

#### $250K in Annual Savings Karbon paid for a one-time development project for under $25K that replaced an annual $250,000 Salesforce license. The savings were immediately redirected to hire additional sales reps focused on closing - not data entry.

#### 100% Quote Accuracy Pre-engagement, 37% of Karbon's quotes were found to contain inaccuracies through a Revenue Institute audit. Post-engagement, Karbon confirmed 100% accuracy across all outgoing quotes.

#### What this means for a 50-500 person firm Karbon runs about 350 people - squarely mid-market. The lesson translates directly: a $250K-a-year platform quote is not the only way to fix a broken quoting process. A one-time build under $25K replaced it, cleared a 37% quote-error rate, and returned three and a half roles' worth of weekly capacity to selling. For a firm weighing another software license or another hire against the same bottleneck, that is the pattern to copy - own the system instead of renting the seats.