Background
Meridian MedTech designs and manufactures surgical equipment and diagnostic devices sold to hospitals, private clinics, and government health systems across Australia and New Zealand. With a product catalogue of over 1,400 SKUs — each with complex configuration options, tiered hospital pricing, government contract rates, and TGA compliance documentation requirements — their quoting process had become a significant bottleneck to growth.
Sales reps were building quotes manually in Excel, cross-referencing multiple pricing spreadsheets, applying discounts by hand, and waiting up to 9 days for sign-off from pricing managers and legal — all before a proposal could reach the customer. The result: deal velocity was painfully slow, pricing errors were costing the business on both ends (over-discounting and compliance penalties), and competitors were consistently outpacing Meridian on response speed. They engaged Gagstek to implement Salesforce CPQ and eliminate the chaos at the heart of their revenue process.
Key Business Challenges
Gagstek's discovery process identified six root causes — each independently damaging, together catastrophic.
Gagstek's Solution
Gagstek's team spent the first three weeks mapping every pricing rule, discount authority matrix, and product configuration constraint before writing a single CPQ rule. The implementation was structured in four phases — product catalogue, pricing & rules, approvals, and ERP integration — delivered over 14 weeks.
Business Impact
Client Testimonial
"Our quoting process was our biggest competitive disadvantage. By the time we got approval and sent a proposal, two of our competitors had already responded. Gagstek understood the complexity of our pricing — the TGA requirements, the government contract tiers, the device configurations — and built a CPQ solution that handles all of it automatically. We won a major hospital group tender last quarter that we would have missed entirely under the old process. The ROI was clear within the first 90 days."