Product Catalog Rationalization, Data Migration Highlight CPQ Consolidation

case study

Product Catalog Rationalization, Data Migration Highlight CPQ Consolidation

CLIENT BACKGROUND

The client provides an enterprise data cloud built on open-source technology accessible via a subscription fee.

Industry: Software
Services: Enterprise Data Cloud

BUSINESS CHALLENGE

  • The merger created two separate Salesforce Orgs and the company completed a Lift and Shift Org Merger without Best Practices considerations.
  • One side of the merger had a CPQ instance that was highly customized, while the other side had an instance was configured out-of-the-box. The major hindrance was merging products which impacted CPQ product rules and accounts merger of the combined entities.
  • The merger left the client with two different Discount and Approval processes.

ATG SOLUTIONS & TOOLS

  • Business process redesign and merged company product catalog rationalization.
  • Contracts & Subscriptions – Change of process for the client's contracts to make use of the CPQ Contract & Subscription objects.
  • Design a Sales Playbook that translates their existing Contract/Subscription events into the terminology that Salesforce uses.
  • Orders – enablement of the Orders object in Salesforce, and update of the client's business processes to make use of the new Objects.

RESULTS & IMPACTS

  • Product Catalog rationalization resulted in a transformation from flat SKU’s to contracts and subscriptions resulting in decreased quote time and inaccuracies.
  • Merger of sales process and methodology resulting in common sales motion.
  • Reconfiguration of most of the products to take advantage of contracts and subscriptions.
  • Implemented out-of-the-box renewal process which resulted in the elimination of the manual process by the renewal team.

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