case study
Client Acquisitions Spur Billing & Contracts Consolidation, CPQ Implementation
CLIENT BACKGROUND
The client is a SaaS company focusing on cloud-based online scheduling and business management solutions for the wellness services industry.
Industry: Software
Services: Business Management & Scheduling
BUSINESS CHALLENGE
- Acquisitions resulted in multiple legacy Salesforce instances and multiple legacy billing systems (Zuora and Aria 6)
- Complex Account hierarchies with multiple currencies
- Difficult and error-prone quoting, pricing, invoicing, amendments
- Prior business built on evergreen contracts. Price increases were difficult to manage
ATG SOLUTIONS & TOOLS
- CPQ build allows for complex Account hierarchies and multiple currencies
- CPQ auto-renewal process allowing for automated annual contract renewal
- Complex data migration:
- 5 source systems (two billing, two Salesforce, plus SpringCM Contracts)
- CPQ Contract & Account Hierarchy alignment
- Aligning CPQ Contracts to co-termed dates across hierarchy & products.
- Complex legacy product catalog & migrating to CPQ Bundles
- Migration to multiple target systems from CPQ, Billing, and Rev Rec (CPQ, Crescendo & Softrax)
RESULTS & IMPACTS
- Multiple legacy business units aligned to unified Salesforce instance with integrations to Aria Crescendo, Softrax, Internal Application
- Simple solutions for complex Account hierarchies and billing requirements. Leads to improved reporting opportunities
- Smoother process for upgrade/downgrade, amendment, and cancellation
- Increased revenue potential through annual uplift to existing customers through auto-renewal process