Emtelle manufactures the physical infrastructure that carries fiber networks into homes and data centers. When the company brought quoting into Salesforce, Emtelle used PDF Butler to turn five countries’ worth of manual, mismatched quotes into one standard format.
Built around connectivity
Emtelle is a leading global manufacturer of pre-connectorized, blown fiber cable and ducted network solutions, with 40 years of industry experience. With manufacturing operations across the UK, Germany, the UAE, Denmark, and the USA, as well as international sales offices, Emtelle serves customers in more than 50 countries across the telecommunications, power, and data centre sectors. Its comprehensive portfolio of passive network solutions helps customers build reliable, high-performance infrastructure, from fiber-to-the-home and data centre networks to power and other specialist applications.
We spoke with Keshav Patel, Salesforce Project Manager and System Administrator at Emtelle’s Abu Dhabi office, about bringing quotation generation into Salesforce and why PDF Butler became part of the rollout.
The Challenge: One company, a different quote every time
Before adopting a centralized quoting solution, teams used familiar tools such as Microsoft Office and Excel to create customer quotations. While effective, the approach varied across locations, resulting in different formats and processes.
As the business grew, there was an opportunity to streamline and standardize quotation creation, reducing manual effort and ensuring a more consistent experience for both employees and customers across all regions.
The target moved once the quote hit Salesforce
Standardizing on Salesforce was supposed to fix the formatting problem. It surfaced a new one instead.
“When we were looking at Salesforce to generate the quotation, that was the target. But what we wanted — how it looks, how easy we wanted the format to be — that wasn’t provided by standard Salesforce functionality. It’s really complex to get that kind of format and that kind of clarity in document generation. So we were looking at a solution on the AppExchange.”
Finding PDF Butler: A partner’s recommendation and a licensing model that fit
Emtelle’s implementation partner, Art of Cloud, pointed the team toward PDF Butler after the two shortlisted several AppExchange options.
“We had four or five names from the AppExchange with the best ratings and different kinds of uses. But Art of Cloud already had a good experience with PDF Butler, so we went ahead with that.”
What sealed it was the pricing model. Emtelle was generating quotes inside Salesforce for the first time and had no way to predict volume.
“The licensing model is pretty suitable for us. Because we were preparing quotations within Salesforce for the first time, we didn’t really have a count of how many quotations we’d generate throughout the year. Other competitors weren’t offering that kind of pricing model — one license, and you can generate unlimited documents. That’s a pretty good offer. They also advised us we’d receive quick support and a bunch of flexibility — that was good functionality for us to go ahead with PDF Butler.” Keshav shared.
Real Results: Ten seconds to a document sales teams can trust
Emtelle uses PDF Butler mainly to generate quotations and occasionally order acknowledgements.
“The biggest advantage for us was how easy it is to format. You can upload an image, preview the document before downloading, and after approval, you can download it. The look and feel and the time saving—to generate the PDF, it’s pretty fast. You can type for ten seconds and get the document. The look and feel and ease of use were really good.”
Thank you to Keshav Patel and the Emtelle team for sharing their story.
