Insurance sales teams don’t need to replace Excel to quote faster in Salesforce. They need a way to securely connect Excel-based pricing models to Salesforce in real time.
Excel already holds the pricing logic insurers trust. Salesforce is where deals live. When those two systems aren’t connected, quoting slows down, errors creep in, and deals are lost.
Coherent bridges that gap by turning Excel pricing models into APIs that Salesforce can use instantly—without rewriting models or building custom integrations.
Excel + Salesforce Quoting Challenges
Insurance sales teams live in a world of speed and precision. Their success depends on delivering accurate, personalized quotes instantly—not days later.
But most quoting workflows still look like this:
- Pricing logic lives in Excel
- Customer and deal data lives in Salesforce
- Quotes require manual handoffs between systems
That disconnect creates predictable problems:
- Version control issues: Reps use outdated spreadsheets, leading to inconsistent pricing and compliance risk
- Slow quote turnaround: Real-time pricing isn’t available inside Salesforce
- IT bottlenecks: Custom Excel-to-Salesforce integrations take months to build and maintain
- Lost revenue: When reps can’t quote instantly, prospects move on
As Coherent CEO John Brisco puts it, the real issue isn’t that insurance sales teams are using Excel—it's that they don’t have a seamless way to integrate it with Salesforce.
“For [insurance] sales teams, time is literally money. They can't afford to spend it on learning new solutions or processes. We believe in enhancing the productivity of existing tools, like Excel, so that everything a salesperson needs is readily available. This includes up-to-date, highly targeted offers with accurate pricing. Additionally, by embedding modern services throughout the organization, we ensure that sales teams have rapid access to necessary information, including special offers and promotions.”
The solution isn’t to migrate pricing logic out of Excel.
It’s to make Excel usable inside Salesforce.
How Coherent Connects Excel Pricing Models to Salesforce
Salesforce is API-friendly—but Excel isn’t natively built for system integration. Translating spreadsheet logic into Salesforce-compatible code is time-consuming and error-prone.
Coherent removes that friction. Our platform transforms Excel-based pricing logic into fully governed APIs that Salesforce can call in real time.
That means:
- Salesforce becomes the quoting interface
- Excel remains the source of pricing truth
- Pricing updates deploy centrally, not manually
Insurance sales teams can generate real-time, compliant, and personalized quotes directly within Salesforce. No switching between systems. No waiting on IT. No missed deals.
How It Works
Coherent transforms Excel-based logic into production-ready services Salesforce can consume instantly without custom development or complex coding.
- Excel to API: Coherent converts Excel formulas and logic into governed RESTful APIs.
- Real-time pricing in Salesforce: Salesforce calls Coherent’s API during the quoting process, returning accurate pricing instantly.
- Centralized updates: When pricing models change in Excel, updates are deployed once and reflected everywhere.
- No infrastructure to manage: Coherent handles hosting, versioning, and execution—Salesforce just consumes the API.
Real-World Example: Retirement Services Provider
A leading retirement services provider struggled with a slow, manual quoting process. Sales advisors relied on Excel for pricing calculations, but with no direct access into Salesforce. Generating a retirement plan quote required extensive back-office support.
This caused:
- Quote turnaround times measured in days
- Missed opportunities when reps couldn’t respond fast enough
- IT resources tied up maintaining spreadsheets
After integrating Coherent with Salesforce:
- Excel pricing models were exposed as APIs
- Salesforce generated real-time quotes automatically
- Quote turnaround dropped from days to minutes
- Small-market retirement plan revenue increased by 60%
By eliminating manual processing and version control issues, they freed up IT resources to focus on higher-value initiatives—like expanding automation across the business.
Why Real-Time Salesforce Quoting Matters Now
Insurance buyers expect fast, personalized experiences. Delayed quotes don’t just slow deals—they damage trust.
To compete, insurers need:
- Accurate pricing at the point of sale
- Salesforce workflows that don’t rely on manual Excel handoffs
- A way to scale personalization without scaling complexity
Coherent makes this possible by connecting spreadsheet-based pricing models directly to Salesforce—without forcing teams to abandon Excel or rebuild logic in code.
Sales teams quote faster.
IT teams regain control.
Customers get answers instantly.
As insurers move toward hyper-personalization and real-time customer engagement, the ability to deliver tailored quotes instantly will set market leaders apart.
Coherent makes this possible today—helping insurers work smarter, sell faster, and provide the seamless experiences customers now expect.
