OPPLE Lighting
Control over international pricing agreements, discounts and return processes for a global lighting manufacturer.
OPPLE Lighting is one of the largest lighting manufacturers in the world. The European team serves distributors, installers and project customers across multiple countries, each with their own pricing agreements, discount structures and responsibilities. Salesforce is the central commercial system.
“Pricing, discounts and approvals used to run on email and gut feeling. Now there is one controlled process behind them.”
Team OPPLE Lighting
The challenge
The Salesforce environment had been running for years, but the commercial reality had grown more complex: multiple countries, customer-specific pricing agreements and discounts that required control. On top of that, the product return process ran outside the system.
- Price deviations and customer-specific discounts were hard to monitor
- Approval of deviating prices happened outside Salesforce
- The return process (RMA) relied on email and loose forms
- International teams needed their own regions, roles and reporting
Our approach
In a long-term partnership we optimised the Salesforce environment step by step: first the commercial foundation and pricing mechanism, then the return process and approval flows. Always in short cycles, with demos and direct feedback from the team.
Pricing mechanism
A new pricing mechanism with gross and net prices, customer-specific price deviations and automatic recalculation of discounts.
Approval flows
Deviating prices and discounts now pass through a controlled approval process in Salesforce, including delegation during absence.
Return process (RMA)
A complete return and complaint process with web forms, automatic case assignment, email flows and status tracking.
International setup
Regions, roles and permissions for country teams, with dashboards, forecasting and pipeline insight for management.
“A demo every sprint, visible results every month. That kept everyone on board.”
Team OPPLE Lighting
The result
OPPLE Lighting now steers on a controlled commercial process: from pricing agreement to approval, and from quote to return handling.
Price deviations are transparent and follow a fixed approval process, protecting margins without slowing down sales. The return process runs entirely through Salesforce, from web form to resolution. Country teams work within their own region, with dashboards and forecasts giving management an up-to-date overall picture.
“Resolve IT knows our environment inside out and thinks along about what the process really needs.”
Team OPPLE Lighting
Looking ahead
The partnership continues: with further optimisation of service and operations processes and integrations with the wider system landscape, the next phase is already on the agenda.
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