Client Result | Morningstar
How automation and transparency in pricing unleashed new revenue for Morningstar
Automated quoting empowers Morningstar’s growth
Partnerships
Services
Client Result | Morningstar
Automated quoting empowers Morningstar’s growth
Partnerships
Services
To meet Morningstar’s goals for streamlined pricing, West Monroe took a phased approach to developing a robust quoting solution with Salesforce CPQ. Starting with a pilot that included high-volume, transactional products, the team established early wins to drive adoption. West Monroe then expanded the implementation to cover global product lines, delivering training and customized solutions at each stage. By clarifying the pricing structure and automating approvals, West Monroe created a framework that Morningstar’s sales team could easily navigate, enabling quicker and more accurate pricing while also boosting upsell visibility.
West Monroe worked with Morningstar for 24 weeks to implement Salesforce CPQ. After early successes from the pilot program, the project expanded globally, with West Monroe guiding iterative builds, system training, and feedback sessions to drive adoption. By integrating pricing logic with automated approvals and add-on suggestions, Morningstar’s sales team could now access dynamic pricing tools while strengthening cross-selling potential. This thorough, collaborative process ensured lasting adoption, positioning Morningstar to capture new revenue and deliver consistent client value.
With a more transparent, automated quoting system, Morningstar achieved remarkable efficiency and revenue growth. More than 90% of pricing requests are now completed in under a day, a significant improvement over the previous process. The system also streamlined workload, saving finance teams 15 hours monthly and cutting five hours per sales opportunity. By embedding upsell triggers into the CPQ platform, Morningstar’s sales team is well-equipped to expand existing client relationships while offering timely, relevant product add-ons. The solution doesn’t just drive efficiency; it empowers Morningstar to generate new revenue and deliver an enhanced customer experience.
Morningstar saw an opportunity to drive new revenue by transforming its manual pricing process into a streamlined, automated workflow. Partnering with West Monroe, Morningstar implemented Salesforce CPQ to create a faster, more transparent quoting process. This solution increased visibility into pricing logic, reduced approval times to less than a day on 90% of requests, and saved five hours on each CPQ-eligible sales opportunity —empowering the sales team to focus on upselling and cross-selling. Additionally, finance gained 15 hours monthly from automated workflows, allowing greater focus on strategic initiatives. The new quoting system positioned Morningstar to deliver a consistent, high-quality client experience and capture more revenue.
of CPQ pricing requests resolved in under a day, driving operational efficiency
hours saved per CPQ-eligible sales opportunity, accelerating time-to-results
hours saved monthly for the finance team, boosting employee satisfaction
