case study
Revenue Cloud, Xactly Implementations Maximize Revenue Potential
CLIENT BACKGROUND
The client provides a unified, open platform for all its users data. They empower data scientists, data engineers, and data analysts with a simple collaborative environment to run interactive and scheduled data analysis workloads.
Industry: Technology
Services: Enterprise Data Platform
BUSINESS CHALLENGE
- The client needed to implement Salesforce CPQ and Xactly to increase deal accuracy and efficiency through an easily maintained and scalable declarative design.
- They required a solution that allows for quicker introduction of acquisitions and products into the market via a standardized quote to cash process and system.
- The client wanted to standardize the deal flow and consistency with the outcome to increase user adoption and confidence in the system.
- They also required an increase in data quality through their technology stack and ensure accurate ARR reporting of accounts and opportunities.
ATG SOLUTIONS & TOOLS
- ATG implemented Salesforce CPQ, following best practices as successfully delivered on prior engagements. Included opportunity and quote automation to accelerate deal process. This includes configuring Advanced Approvals to streamline requests and communication to senior leadership.
- DocGen with CPQ+ and eSignature was implemented to increase overall deal efficiency.
- Utilized Atlas Framework®, ATG's proprietary tools and project methodology for implementation best practices.
- Leveraged ATG's Revenue Reporting unmanaged package, which served as a baseline for calculating ARR and tailored to meet the client's needs.
RESULTS & IMPACTS
- The client received a scalable CPQ solution providing the ease of new product offerings, partner channel selling, and a seamless order generation and provision process.
- The new Quote to Cash solution allows for the client's legacy Deal Desk processes to be retired.
- Manual integrations decreased and customization was limited due to the availability of Salesforce out-of-the-box functionality.
- Quote to Cash process was streamlined into a standardized flow which increases overall deal velocity.