Their frontline sales process was being held together by a spreadsheet.
For a company that had invested heavily in enterprise software, Tennant's quoting process ran entirely on Excel. For a field sales team, that created a cascade of daily limitations.
- Quotes took up to an hour to prepare and required a desk
- No version control meant reps worked from outdated price books without knowing it
- No stock visibility meant reps quoted equipment that may not have been available
- No discount approval structure, no guardrails, no audit trail
- No pipeline tracking, no visibility on quotes sent, converted, or stalled
A mobile-first quoting app, built on Glide, connected to the systems they already had.
Field reps now build and send a complete quote on an iPad while still sitting with the customer. The app surfaces live pricing and current stock. Discount thresholds are built into the workflow, automatically routing to a manager for approval when margins are exceeded. Every quote is tracked from creation through to close.
Pulled from the source of truth, no more outdated price books.
Discount thresholds trigger automatic routing to managers, in seconds not days.
Every quote tracked from creation to close.
The shift was not just operational.
It changed the nature of the sales conversation entirely.
No more returning to the office to prepare quotes. The sales conversation now ends with a decision, not a follow-up.
Real-time insight into discount activity and deal health that never existed before.
Directly off the back of this project, citing the outcome as proof of what was possible.