How Genpact builds quotes 3x faster across 600 users — saving 750,000 hours a year with Valorx Fusion

Salesforce CPQ was built for products. Genpact sells services.

Genpact is one of the world's largest professional services and digital transformation companies — over 115,000 employees across 30+ countries, serving hundreds of Fortune 500 companies. Their offerings span AI and analytics, consulting, advisory, technology services, and digital operations — each with unique pricing models, delivery structures, and engagement frameworks.

When Genpact implemented Salesforce Revenue Cloud (CPQ) to standardize quoting, they started with 100 pilot licenses. The goal: bring structure and governance to how the company priced and proposed complex service engagements.

The pilot exposed five fundamental limitations.

1. Volume ceiling. Service engagement quotes regularly exceed 200 line items — each representing a different service component, role, location, and cost tier. CPQ's native interface couldn't handle this volume efficiently. Every line item required multiple clicks and slow page loads.

2. Business scenario gaps. Genpact doesn't sell standard products off a shelf. They sell custom service engagements — blended teams across onshore, nearshore, and offshore locations, with service-level commitments, ramp schedules, and transition costs. CPQ's rigid quoting interface couldn't accommodate the full range of business scenarios.

3. No service-level or location-based costing. Professional services pricing depends on location (onshore vs. offshore), service tier (advisory vs. delivery), role level (associate vs. partner), and volume commitments. CPQ's product-oriented pricing model wasn't designed for this complexity.

4. No offline quoting. Genpact's commercial teams work with clients on-site, in workshops, and during travel — often without reliable internet. CPQ required live connectivity. No connection meant no quotes.

5. No deal modeling. Large service engagements require financial modeling — margin analysis, scenario comparisons, ramp-up cost projections, and total cost of ownership calculations. CPQ's native interface had no advanced deal modeling or costing capabilities.

The result: the 100-pilot couldn't justify expansion. Without solving these gaps, Genpact couldn't justify expanding licenses to equip the full commercial team. CPQ was stuck as a limited pilot — while the real quoting happened in disconnected spreadsheets.

"We had CPQ. We had the licenses. But the native interface couldn't handle how professional services quoting actually works — hundreds of line items, location-based costing, offline work, deal modeling. Our teams needed Excel. CPQ needed governance. We needed both."

— VP, Commercial Operations, Genpact

Trigger CPQ approvals automatically

When a quote exceeds a margin threshold, requires partner-level sign-off, or crosses a deal-value trigger, Fusion routes the approval through Salesforce CPQ's native workflow — automatically. Every approval is tracked, auditable, and visible in Salesforce.

Why Genpact chose Valorx Fusion

Genpact evaluated three paths: rebuild CPQ with custom development, replace it with a standalone quoting platform, or find a way to bridge Excel and CPQ without ripping out either one. Custom development meant months of build time, ongoing maintenance, and no guarantee it would scale across every service line. A standalone platform meant abandoning Salesforce governance entirely — and losing the pipeline visibility leadership depended on.

Valorx Fusion offered a third path: connect Excel directly to Salesforce CPQ so commercial teams could keep building quotes the way they already worked — while every quote automatically followed CPQ pricing rules, triggered approval workflows, and synced to Salesforce. No rebuild. No migration. No retraining. Fusion worked on top of what Genpact already had.

The deciding factor was speed to value. Fusion could be deployed against Genpact's existing CPQ configuration without modifying a single object, workflow, or permission set. The first service line was live within weeks — not quarters.

Instead of abandoning CPQ or building a custom quoting platform, Genpact deployed Valorx Fusion — connecting Excel directly to Salesforce CPQ. The approach was elegant: let commercial teams keep building quotes in Excel, while every quote automatically follows CPQ pricing rules, triggers approval workflows, and syncs to Salesforce in real time.

Fusion solved all five CPQ limitations:

900 Apps Across Every Service Line

Genpact's Salesforce admins built 900 Fusion apps — purpose-specific quoting templates for every practice and engagement type. Each template is tailored to its service line's pricing model, cost structure, and approval workflow.

The apps span every major practice:

Each template enforces CPQ rules automatically. Reps work in Excel. CPQ validates in the background. Approvals route through Salesforce. Data stays governed.

integration proposals

Each template enforces CPQ rules automatically. Reps work in Excel. CPQ validates in the background. Approvals route through Salesforce. Data stays governed.

1. CPQ wasn't designed for services quoting — Fusion made it work. Location-based costing, role-based rates, deal modeling, offline access — these are professional services requirements that product-oriented CPQ can't handle natively. Fusion bridges the gap.

2. 750,000 hours saved is what happens when you remove friction at scale. When 600 users each save even a few hours per week, the compound impact is transformational. Those hours went back to client-facing work — not administrative quoting.

3. From 100 pilot to 600 users — adoption tells the real story. When a CPQ pilot can't justify expansion, the problem isn't the team. It's the interface. Fix the interface, and adoption takes care of itself.

4. 900 apps built without code — that's the admin multiplier. Every service line quoting template that would have required a developer sprint was instead configured by an admin in Fusion's Design Studio. 900 times over.