How TruSummit Modernized Quoting for Koppers with Salesforce Revenue Cloud

Koppers, headquartered in Pittsburgh, Pennsylvania, is a global wood preservation technology company serving customers across railroad, specialty chemical, utility, residential lumber, agriculture, aluminum, steel, rubber and construction markets. With more than 2,100 employees, the company operates a global manufacturing and distribution network spanning North America, South America, Australasia, China and Europe. This engagement focused specifically on Koppers’ Utility Industrial Products (UIP) segment.

Within UIP, revenue processes ranging from product configuration and pricing to quoting, margin analysis, contracting and billing were fragmented across multiple systems and manual workflows. Complex pricing formulas lived in spreadsheets rather than in a governed system, and the sales team had no single source of truth for quoting or reporting. Those gaps slowed sales velocity, increased the risk of errors and limited leadership’s visibility into performance. Core challenges included the following.

• A disjointed customer experience across quoting and pricing touchpoints
• Complex pricing formulas housed in spreadsheets rather than a governed system
• No single source of truth for revenue data
• Inconsistent reporting that made it difficult for leadership to track performance

Koppers had already adopted Salesforce as its core CRM to manage accounts, leads, contacts, opportunities and reporting. The UIP project extended that foundation to bring the same visibility and control to the full revenue lifecycle, a natural next step for manufacturers building on an existing Salesforce investment.

TruSummit Solutions implemented Salesforce Revenue Cloud Advanced (RCA) for Koppers UIP sales users, replacing manual, spreadsheet-driven processes with guided selling, automated pricing, and standardized quoting. TruSummit also integrated RCA with their ERP, Epicor LumberTrack, via MuleSoft reusable APIs to automatically show available inventory to guide reps during product configuration in maximizing margins and distribution channel costs.

The engagement moved through detailed discovery sessions, using Koppers’ existing pricing spreadsheets to define the calculations the new system needed to replicate and validate against. Weekly working sessions kept the build aligned with business requirements throughout, and the demo approach shifted as needed to match the audience and their expectations.

Rather than rolling RCA out to the full UIP sales organization at once, TruSummit trained, deployed, and launched the solution with a single sales region first. That phased approach let the team validate configuration and pricing logic in production before scaling further, reducing risk ahead of a broader rollout. For manufacturers weighing a similar move, TruSummit’s guide to migrating from CPQ to Revenue Cloud Advanced walks through the same considerations.

The TruSummit team included an engagement lead, functional solution architect, lead technical consultant, functional consultant, and enterprise architect, working alongside Koppers’ project manager, business lead, technical lead, training lead, and a pilot team of key end users.

Salesforce Revenue Cloud Advanced replaced Koppers’ fragmented, manual revenue processes with a governed, automated and integrated system, giving leadership the visibility to forecast with confidence.

• Sales Efficiency and Velocity: Guided selling and a structured product configurator help reps build accurate quotes faster, shortening quote cycle time and accelerating pipeline velocity.
• Pricing Accuracy and Margin Protection: Automated pricing rules, decision tables, and margin-based schemas enforce guardrails that reduce quoting errors and protect profitability across locations and customers.
• Standardized, Scalable Quoting: Governed quote templates handle large orders, FOB and delivered pricing, and amendments within one system, improving consistency and reducing downstream fulfillment errors.
• Reduced Manual Processes: Automated workflows and system-enforced logic replace manual pricing lookups, calculations, and approval routing, cutting errors and freeing reps to focus on selling.
• Unified Data and a Single Source of Truth: Integration between LumberTrack and Salesforce establishes clear data ownership for products, SKUs, pricing, inventory and credit limits, eliminating reconciliation across systems.
• Governance and Regional Visibility: Role-based access and territory-scoped visibility protect sensitive pricing data while supporting governance as Revenue Cloud adoption expands beyond the UIP pilot.
• Reporting, Analytics and Forecasting Confidence: Leadership now has real-time visibility into revenue metrics through structured KPI dashboards covering margin, sales demand by product configuration, target versus actual margins, quote cycle time, and approval turnaround, replacing manually assembled reports with a single source of truth for over 10 KPIs on one unified platform.

Beyond the platform itself, the project left Koppers with documented processes and tighter controls around quoting, now housed in a system with clear visibility and approval workflows. A second phase is already underway to expand RCA functionality and bring additional product lines into the quoting process.