case study
ATG Implements Salesforce Revenue Cloud to Enable Seamless Omni-Channel Selling
CLIENT BACKGROUND
The client provides products and services to law enforcement communities in the US and internationally.
Industry: Technology
Services: Law Enforcement Services & Products
BUSINESS CHALLENGE
- The client engaged ATG to design and enhance their existing Salesforce CPQ solution and implement Salesforce Billing integrated with B2B Commerce.
- The client needed to fully utilize Salesforce for quoting and billing operations while being seamlessly integrated with D365 & Revstream for downstream accounting functions.
- They had extreme challenges regarding selling and billing as a result of a non-optimal CPQ solution, complex invoice plans, and annual budget selling strategies.
ATG SOLUTIONS & TOOLS
- The client was able to provide proper due diligence and realizable business case to leadership and key stakeholders to enable proper decision making and selection of the Billing solution.
- They were able to mitigate risk and have a more in-depth and detailed project plan due to the output of the assessment and more robust understanding of key risks and complexities.
- The client moved quickly into implementation mode and with continuity of resources and an accelerated design because of the requirements and design work completed during the assessment.
RESULTS & IMPACTS
- ATG optimized and enhanced Salesforce CPQ.
- ATG integrated Salesforce CPQ with B2B Commerce (CloudCraze) to support omni-channel selling for hardware and warranty products.
- ATG implemented Salesforce Billing to support orders and invoicing.
- ATG enabled Invoice Plans to support new selling model for Annual Budgetary-Based Selling.
- Consulted and designed a new integration framework to support enhanced integration to RevStream for revenue recognition.