case study
Client Tabs ATG Quote to Cash Expertise to Transform Lead to Revenue Processes
CLIENT BACKGROUND
The client delivers integrated dental technology to help improve dental office practice management, marketing, and patient communication.
Industry: Life Sciences
Services: Dental Software
BUSINESS CHALLENGE
- The client needed to improve visibility into the customer lifecycle to reducing churn in its usage-based products.
- The client also sought to reduce the number of monthly invoices from 200-300k to 60-80k.
- The client also desired a model to support promotional pricing use cases and challenges.
- Finally, the client required a scalable solution to support future growth and expansion.
ATG SOLUTIONS & TOOLS
Advisory Services
- Infused ATG IP, tools, industry experience, and subject matter experts to accelerate the client’s Quote to Cash transformation journey.
- Worked with the client to define revised governance model for global Q2C transformation that included new roles, playbooks, training, etc.
Implementation Services
- Implemented Salesforce CPQ in parallel with another ISV as they implemented Salesforce CRM
- Scoped and implemented Salesforce Billing and Conga CLM
RESULTS & IMPACTS
- CPQ and Billing solution provided a streamlined discount structure and approvals process, enabling the client to speed up their Quote to Cash process within the Sales org.
- ATG’s FuseKit® enabled the ATG and HS1 data migration teams to clean up historical data, and leverage the data required at a faster pace, reducing redundancy
- Delivered for the client a much cleaner product and pricing structure.