CASE STUDY
Salesforce Revenue Cloud Implementation Keys Faster Go-to-Market, Global Expansion
CLIENT BACKGROUND
The client operates a logistics platform that connects merchants, consumers, and a vast delivery org in the United States and internationally. They enable logistics and delivery services for commercial, restaurants, convenience, pharmaceuticals, and many other products.
INDUSTRY: Technology
SERVICES: Logistics Platform
SERVICES: Logistics Platform
BUSINESS CHALLENGE
- The client engaged ATG to design and implement a Salesforce Revenue Cloud solution to replace a restrictive legacy Sales Cloud quoting solution. This included transformation, optimization, and technical debt reduction of their CPQ solution and process.
- They needed a solution to enable rapid new offering rollouts and scalability for new go-to-market strategies, offerings, and global expansion.
- The client had immediate plans to expand services to nearly a dozen new geographic areas as well as enable new, innovative offerings and segments.
ATG TOOLS & SOLUTIONS
- ATG implemented Salesforce CPQ, Advanced Approvals, and new MuleSoft integrations by utilizing our Atlas Framework®.
- ATG enabled CPQ Integration with existing eComm channels and PactSafe document generation processes.
- ATG transformed the product catalog from a SKU-based to a bundle-based catalog.
- Solution utilized core CPQ functions including dynamic bundles, product and pricing rules, and advanced approvals and controls.
IMPACTS & RESULTS
- Compensation calculations fully automated using Xactly Incent customized calculation logic and flat file integration.
- Easily maintained hierarchy and named relationships fully automated vertical and horizontal rolling credit.
- Using customized Xactly Incent reporting capabilities, sales team can see real-time order, attainment, and payment information.
TESTIMONIAL
"This was the smoothest CPQ implementation I have experienced and was pleasantly surprised considering the known technical debt.”
- Client Stakeholder