AlienVault’s CPQ Implementation Adds Value, Visibility

CLIENT BACKGROUND

AlienVault, is a developer of commercial and open source solutions to manage cyber attacks, including the Open Threat Exchange, the world's largest crowd-sourced computer-security platform.

Industry: Technology
Services: Cyber Security

Headquarters: San Mateo, CA
Website: alienvault.com

BUSINESS CHALLENGE

  • Product selection and accuracy of configuration/pricing was becoming increasingly difficult for the Salesforce native quoting tool to handle.
  • Creation of customer entitlement records was a highly manual process, and visibility of these customer entitlements was low.
  • Amendments and renewals were also a highly manual process and difficult for AlienVault sales reps to manage.

ATG SOLUTIONS & TOOLS

  • Implementation Services: ATG created a framework of validation product rules and option constraints to enforce business selling rules and provide more guidance to sales reps throughout the selling process.
  • Implementation Services: The CPQ entitlement framework was implemented using Contracts, Subscriptions, and Assets in accordance with CPQ best practices.
  • Implementation Services: The CPQ amendment and renewal framework was implemented in accordance with CPQ best practices. Additional automation was developed to ensure that AlienVault sales reps could quickly close these opportunities without a lot of manual adjustments.
 

RESULTS & IMPACTS

  • The validation and selection framework developed by ATG increased configuration and pricing accuracy while streamlining the quoting process for AlienVault sales reps.
  • Visibility into customer entitlements increased, especially for amendment and renewal processes, and sales reps were able to easily gain a complete picture of a client with minimal navigation.
  • By leveraging the out-of-the-box framework for amendments and renewals, AlienVault was able to avoid many manual steps that had previously surrounded these scenarios to decrease processing time for these quotes.
 
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"Our engagement with ATG was both professional and agile. Throughout the process, they always kept our best interests in mind to build a solution that our users would easily adapt to. We enjoyed working with ATG because of their focus on client success and commitment to high-quality solutions."

Mark Beavers
AVP, Business Technology
AlienVault