Addition of Salesforce Keys Quote to Cash Transformation

case study

Addition of Salesforce CRM, CPQ & Billing Keys Quote to Cash Transformation

Industry: Real Estate
Services: Software & Services

CLIENT BACKGROUND

A real estate data, software and advisory services company needed to standardize business operations to enable acquired or legacy business units to operate on a single-platform solution.

BUSINESS CHALLENGE

  • A real estate data, software, and advisory services company needed to standardize business operations to enable acquired or legacy business units to operate on a single-platform solution.
  • The client needed to implement Salesforce CRM, CPQ, and Billing because of the initiative.
  • The client also needed to increase automation opportunities throughout the sales process to become more efficient and streamlined regarding the following processes:
    • Pipeline & Customer Management
    • Quote Creation, Delivery, & Signature Acceptance
    • Contract Renewals and Amendments
    • Billing & Account Management

ATG SOLUTIONS & TOOLS

  • Advisory Services: ATG conducted an in-depth Quote to Cash assessment to provide a comprehensive Technical Design Document to capture the overall business transformation.
  • Implementation Services: ATG worked closely with IT Delivery to help implement Salesforce CPQ and Salesforce Billing.
  • Implementation Services: ATG leveraged a suite of Atlas Framework Tools & Accelerators to support the implementation, including:
    • Project Management Governance Log
    • Requirements Manager & Configuration Log
    • Comprehensive Technical Design Document
    • Salesforce Q2C Training Material – Custom to Solution for End Users

RESULTS & IMPACTS

  • Our Client was able to accelerate business operations and meet industry standards more easily by transitioning to the Salesforce platform solution.
  • Our Client leveraged the development to standardize all business units in future implementations to better coordinate & streamline systems, output documentation, and processes.
  • ATG worked closely with IT Delivery resources to implement a mature Salesforce Billing solution from Order to Revenue Recognition, including:
    • Payment record creation & payment allocation
    • Debit & credit adjustment automation
    • Enabling bi-directional integration via Jitterbit with Deltek Vision (financial management system) to reflect real-time A/R balances & leverage revenue recognition in Salesforce
    • Financial reporting capabilities via installation of ATG’s Unmanaged Billing Reporting Package to be customized per data solution requirements
    • Developed & delivered comprehensive training for end users

TESTIMONIAL

“ATG enabled us to automate and optimize our quote to cash process by implementing a single platform solution resulting in increased efficiency, accuracy, and system cohesiveness.”

- Client Stakeholder