Executive Summary
Brent Material, a long-standing leader in the construction materials industry, relied on a dated desktop quoting tool that made their sales process inefficient and disconnected from their ERP system. Highstep partnered with Brent Material to modernize this process by developing a custom, web-based Configure, Price, Quote (CPQ) solution. The new tool integrates directly with their ERP, eliminates manual work, introduces modern security controls, and provides built-in reporting for data-driven decisions. As a result, Brent Material has achieved significant time savings, improved operational efficiency, and stronger governance over their quoting process.
About Brent Material
Brent Material supplies contractors and prospects with a wide range of construction materials. Quoting is central to their business — whether responding to requests or proactively offering bids. Their quoting process, however, was limited by an outdated desktop application that had not kept pace with modern technology or the needs of a growing business.
The Challenge
Brent Material’s legacy quoting tool created inefficiencies that slowed down their sales process:
Legacy system limitations
The desktop application was old, difficult to maintain, and lacked modern functionality.
ERP disconnect
The system did not integrate with their ERP, forcing manual re-entry of data and creating double work.
Limited usability
The tool was only accessible on desktops, restricting flexibility for the sales team.
Manual processes
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Generating and emailing quotes required multiple steps outside of the system.
The company needed a web-based CPQ solution, integrated with their ERP, that could streamline operations, strengthen security, and scale with their business.
Highstep’s Approach
Highstep began with discovery sessions alongside Brent Material’s users, including the finance controller, to understand the quoting process and define desired features. A unique challenge emerged: the old system had to be reverse-engineered to uncover how it worked before it could be rebuilt.
Highstep’s solution design focused on:
- Direct integration with Brent Material’s ERP system.
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Enabling quotes to be emailed directly from the CPQ tool.
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Eliminating duplicate data entry by syncing workflows across systems.
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Delivering a modern, web-based interface for ease of use.
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Embedding modern security access controls to safeguard sensitive data.
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Implementing built-in reporting for real-time business insights.
Development & Implementation
Highstep adopted a hybrid Agile methodology designed to allow for iterative development while aligning with Brent Material’s operational rhythms.
Key elements of delivery included:
Integration and migration
Mapping and migrating data from the legacy tool into the new ERP environment.
Testing
Writing detailed test scripts to validate data integrity and ensure system accuracy.
Training
Using a train-the-trainer model to build confidence and adoption within Brent Material’s sales team.
Enhanced security
The new CPQ tool leverages modern authentication and role-based access controls, protecting sensitive pricing and customer data.
Built-in reporting
Dynamic reporting capabilities were added, allowing decision-makers to quickly spot trends, opportunities, and potential issues. With faster access to accurate, up-to-date data, managers can act on insights before small problems escalate.
Business Outcomes
The new CPQ tool transformed Brent Material’s quoting process, delivering measurable business impact across efficiency, security, and decision-making.
Time savings
Quotes now go out significantly faster, enabling sales reps to respond promptly to customers and prospects.
Operational efficiency
ERP integration eliminated manual re-entry, cutting down on errors and duplicate work.
Improved security
Sensitive data is now safeguarded with modern access controls.
Data-driven culture
Reporting tools give leadership real-time insights, helping identify opportunities and address issues proactively.
Scalable foundation
The web-based platform ensures Brent Material is prepared for future growth and enhancements.
The new CPQ tool transformed Brent Material’s quoting process from a siloed, outdated system into an integrated, efficient, and future-ready solution.
Is your quoting process slowed down by outdated tools or disconnected systems? Highstep can help you build a modern CPQ solution tailored to your workflows.
