Salesforce Revenue Cloud Implementation Keys Faster Go-to-Market, Global Expansion

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

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.
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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

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