Background
Company Category: Enterprise
Company Revenue: ~$350 Million
Sales Model: Direct & Channel Sales with a mix of one-time equipment sales & long-term service contracts
Business Challenge: Struggling to scale complex B2B sales processes and manage diverse pricing models across regions
Geographic Presence
Global Operations across North America, Europe, & APAC
Industrial Equipment Manufacturing
1200+
Problem
- Sales reps were spending too much time creating and revising quotes manually, leading to slow turnaround times and errors in pricing.
- Discount approvals required multiple layers of manual approval, causing delays in closing deals.
- Customers were offered inconsistent pricing and contract terms across sales channels.
- Renewal and upsell opportunities were missed due to lack of visibility into subscription timelines and usage data.
- Finance teams struggled with reconciling quotes, contracts, and billing, resulting in revenue leakage.
- Leadership lacked real-time insights into revenue performance and forecast accuracy.
Solution
- Configured CPQ (Configure, Price, Quote) to streamline complex product configurations and pricing rules:
- Set up bundled product offerings, volume-based pricing, and tiered discounting logic.
- Integrated approval workflows for pricing exceptions and discounts.
- Enabled guided selling and deal scoring to help reps create accurate, customer-specific proposals faster.
- Set up Subscription Management to handle recurring revenue models and auto-renewals.
- Automated billing and invoicing using Salesforce Billing, integrated with existing ERP systems.
- Configured Conga Contract Lifecycle Management (CLM) to digitize contract creation, redlining, and execution.
- Built dashboards for real-time visibility into key metrics like ARR, churn, deal velocity, and revenue forecast.
- Ensured full compliance with ASC 606 standards for revenue recognition.
Business Outcome
30–40% faster quote-to-cash cycle, resulting in quicker deal closures and improved cash flow. Reduction in manual errors by 70%, thanks to automation in product configuration and pricing. Increased win rate by 20%, due to more accurate and consistent proposals. Finance team productivity improved by 50%, with billing and revenue recognition streamlined. Subscription renewals and upsells increased, backed by better visibility into customer lifecycle. Improved decision-making at leadership level, driven by real-time revenue performance insights
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