Replacing a Manual Quoting Process at a Medical Device Maker
IRIDEX was quoting roughly 50 products by hand, with accuracy that varied by who was doing it. Structured CPQ cut data entry time 45% and let sales process 15% more orders.
The Challenge
IRIDEX develops ophthalmic laser systems, with roughly 150 employees. Its quoting process had not kept up with its catalog.
Quoting was outdated and highly manual. The product catalog ran to roughly 50 products that needed proper categorization and bundling before anyone could quote them quickly, and the existing configure-price-quote setup was incomplete, hampering sales efficiency. Quoting accuracy varied across the organization. Reporting was disconnected between Salesforce and the Avante financial system, so the sales and finance pictures never quite matched.
The Solution
Cirrius rebuilt the quoting foundation, starting with the catalog itself.
- Structured product categorization and bundling. Reps could find and configure products quickly instead of hunting through a flat catalog.
- CPQ deployed for streamlined quoting. The manual process was replaced end to end.
- Avante ERP integration. Sales and financial reporting were connected.
- Role-based hierarchy and territory dashboards. Team management, data access, and pipeline visibility built around how the organization actually sells.
- Marketing automation. Deployed to strengthen the opportunity pipeline.
The Result
- 45% reduction in data entry time. creating new opportunities
- 15% more orders processed. as product enhancements cut time spent searching for products
- Improved pipeline management. through role-based hierarchical views
- Better financial tracking. via the Avante integration
The Pattern
A catalog that’s hard to navigate is a sales tax you pay on every deal. Categorizing and bundling products properly is unglamorous work that shows up directly in throughput.
Quoting slowing you down?
Let’s talk about what a properly structured catalog would do for your sales cycle.