How Tele2 Latvia Transformed B2B Sales with Enxoo and Continues to Evolve
Since 2019, Tele2 Latvia has been working with Enxoo to modernize, upgrade, and continually refine their B2B sales processes. The first success story told how Tele2 replaced manual, email-based quoting with an automated, Salesforce-native system that unified product data and delivered full transparency into customer information.
This second chapter is about what happened next. How Tele2 built on that foundation to tackle deeper operational challenges, optimize pricing management, and create a more aligned B2B sales engine.
What you’ll learn
✔ How Tele2 simplified and automated its B2B quote-to-order cycle
✔ How a unified B2B product catalogue improved offer creation and pricing
✔ How dashboards and reports helped B2B teams make smarter decisions
✔ How to Enable B2B scalability through seamless coexistence with legacy systems
✔ How Salesforce enabled structured B2B task orchestration and end-to-end customer status transparency
✔ How standardized escalation workflows ensured governed approvals and disciplined B2B discount management
✔ How automated B2B offer generation improved quote quality, consistency, and time-to-customer
The Challenge
Tele2 Latvia’s early transformation fixed the critical pain points, but as their B2B offering grew, new challenges surfaced.
1. Processes needed further refinement in key areas
Sales teams had to manage increasingly complex pricing, manual checks, and product variations. Faster response times were needed, but existing processes couldn’t keep up.
2. Data was scattered across multiple systems
Customer information lived in different sources, making it difficult for sales to quickly understand a client’s whole story or confidently prepare accurate quotes.
3. Legacy systems needed to work seamlessly with new solutions
A coexistence-driven integration approach allowed Tele2 to modernize its CRM capabilities without disrupting established legacy systems.
Siebel and CrediWeb were integrated as trusted data sources, ensuring continuity, data integrity, and operational stability while Salesforce became the primary platform for B2B process execution and visibility.
4. Multiple products offered were hard to maintain
Tele2’s B2B portfolio expanded, making it harder to maintain product data, bundle offers, and ensure prices were correct and consistent.
5. Task and customer status tracking needed more structure
Tele2 required a clearer, unified way to assign tasks and monitor customer progress throughout the sales cycle.
6. Approval and discount processes needed better coordination
As pricing scenarios became more varied, Tele2 needed a streamlined escalation flow to ensure approvals and discounts were managed consistently.
7. Quote documents needed greater consistency and standardisation
Offer documents were prepared in different formats, so Tele2 aimed to present customers with clear, uniform, professional quotes every time.
These challenges had a real impact on the business
Sales cycles took longer, customer insights were incomplete, and pricing accuracy required too much manual work.
Tele2 needed the next stage of transformation, one that focused less on fixing problems and more on building lasting, scalable efficiency.
The Solution
Working closely with Tele2, Enxoo expanded the Salesforce ecosystem and introduced powerful tools to deliver automation, clarity, and consistency across all B2B sales operations.
Enhanced Efficiency and Faster Sales
- An automated quote-to-order cycle, configured to Tele2’s specific needs.
- Streamlined approval and discount processes, ensuring clear, controlled decision flows.
- Seamless integration with existing systems, including Siebel and CrediWeb, for uninterrupted operations.
- Consistent, guided sales workflows with automated task creation, fulfilment steps, and status tracking.
- Faster deal turnaround enabled by automated configuration and real-time pricing calculation.
- Improved quote presentation, delivering clearer offer documents.
Improved Customer View and Operational Visibility
- Clear, unified customer information enabling better interactions, including tracking contract end dates, upgrades, and maintaining close customer engagement.
- Configurable dashboards and built-in reporting, providing real-time visibility into sales performance and operational activity.
Product Management and Quote Generation
The unified product catalogue became Tele2’s engine of simplicity:
- Easy management of all B2B products & services
- Fast browsing of available plans
- Clear approval processes for controlled pricing decisions
- Ability to apply discounts instantly
- Real-time price calculations
- Auto-populated quote item data
- Smooth creation of offer documents (.pdf or .docx), generated directly from Salesforce data with a single click
The Impact
Tele2’s second phase of digital transformation delivered measurable, organization-wide benefits.
✔ An automated and simplified end-to-end B2B quote-to-order process
Sales could respond to customers faster than ever.
✔ Outstanding operational visibility
Dashboards and reports enabled smarter, data-driven decisions.
✔ Enhanced customer experience
Sales and support had a complete customer picture at every stage.
✔ A stable, scalable architecture for future growth
Legacy systems, new tools, and Salesforce now work together seamlessly.
✔ Clear task and customer status tracking
Salesforce enabled structured task management and transparent customer progress monitoring.
✔ Structured approval and discount handling
Defined escalation flows ensured coordinated, consistent decision-making.
✔ Professional, consistent offer documents
Quotes were generated automatically in a clean, standardized format.
We appreciate the partnership with Enxoo and the impact of the transformation achieved together. The improvements to our B2B sales processes have strengthened our operations and helped us serve our customers more efficiently. Working with a partner who understands our challenges and responds quickly has been key to making this transformation a success.
Raimonds Janševskis, Acting Chief Commercial Officier, Tele2 Latvia
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