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AFL builds custom CPQ using Skuid, saves $1 million

In an innovative approach to tackling the challenges of their intricate configure, price, quote (CPQ) processes, AFL, a global leader in improving fiber optic and electrical infrastructures, found a robust solution with Skuid. Faced with the complexities of managing around 100,000 quotable products and detailed pricing rules, AFL transitioned from a costly, less adaptable CPQ system to a custom-tailored program developed using Skuid on Salesforce. This strategic move not only allowed AFL to precisely cater to their unique needs without the hassle of coding but also marked significant cost savings, avoiding an expenditure of $1 million on a new CPQ solution, eliminating around $150,000 per year in licensing fees, and expediting their go-to-market strategy by 79%. Skuid’s capabilities allowed AFL to design a user-friendly, efficient CPQ system that supports growth, enhances user experience, and significantly reduces operational costs and time.

Explore the full story behind their success below

Capabilities Used
Application Development

Who they are

AFL is a global manufacturer whose products and services help customers improve their critical fiber optic and electrical infrastructures.

What they need

With around 100,000 quotable products and complex pricing rules, AFL struggled to find CPQ software that could adapt to the intricacies of their quoting process.

How they did it

Since the company’s initial Skuid rollout, AFL launched a new configure, price, quote (CPQ) program, built entirely using Skuid on Salesforce.


With around 100,000 quotable products and complex pricing rules, AFL struggled to find CPQ software that could adapt to the intricacies of their quoting process. After about five years of using their legacy CPQ vendor, AFL discovered its unique needs no longer fit an off -the-shelf solution. AFL wanted its business users to be able to maintain the products for which they were responsible, for faster and more accurate management. But with the existing CPQ solution, only users with the title of admin could manage products behind the scenes.

Additionally, it was written in a proprietary programming language that caused significant delays with complex processes, says Chandra Verrett, sales process and applications manager at AFL. The company also always needed someone on staff with expertise in this language to ensure the application ran smoothly, creating organizational bottlenecks. And even after spending $150,000-160,000 on licensing for their previous solution, AFL was limited to only 60 users. They wanted to expand, but didn’t want to incur additional licensing costs—estimated at the time to be around $110 per user.

Based on the number of users AFL wanted to add, this was an additional $103,400 in costs—altogether $253,400 for the solution. To better meet the company’s needs and better serve its customers, AFL needed a custom-tailored solution.


Chandra started the company’s search for solutions with a consulting partner, who researched an implementation of another CPQ software and quoted AFL around $1 million— a quote Chandra estimates was very conservative. The proposed solution also didn’t fit AFL’s unique needs, and would have taken one developer almost 3.5 years to implement. Since AFL couldn’t afford to invest that amount of time and resources into their new CPQ system, Chandra decided to see if her team could replicate the success they’d previously experienced with Skuid in this new area. By using Skuid on the company’s existing Salesforce instance, AFL could design a CPQ system tailored to their unique quoting process, without writing thousands of lines of code.

Since AFL was already using Skuid, the company could also deploy this system to other departments—totaling 1,000 users—without incurring additional licensing costs.


Chandra estimates that it took AFL less than nine months of development time to build their new CPQ program using Skuid. “Our deployment was a full big bang,” Chandra says, and users are already much happier with the new system. To make the user experience more familiar, Chandra’s team modeled the new CPQ on an online shopping experience.

As the user configures products or adds them to a quote, the program builds what users might recognize as a “shopping cart” on one side of the screen. Users can click on the cart to fly out details, then return to the actual quote as needed. To manage the complexity of AFL’s quoting process, the team used Skuid to integrate their product lead time into the CPQ and added a competitor quote cross reference feature, so that users don’t have to look externally for either kind of information.

And in addition to giving business users the long-desired ability to update the products they manage, Skuid made it possible for business users to add new products as well. is faster and better. “It certainly positions us for growth,” Chandra says. “And we added a number of features that weren’t available before that users had been asking for over the years.”

Our development pace is warp speed—easily 10 times faster than before.
Chandra Verrett, Sales Process and Applications, Manager, AFL Global
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