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Client and Project Overview

Our client, a global leader in delivering optimized customer experience and workforce engagement software and cloud services technology solutions, faced significant challenges with product proliferation and outdated pricing. These issues had a detrimental effect on their sales cycle and revenue.


  • Complex Product Proliferation – around 1200 products
  • Sunset existing CPQ – System and move to more modern CPQ System
  • Outdated Pricing Information – Resulted in Lengthy Review process
  • Excessive discounting – Losing Revenue dollars during Contract Renewals
  • Unmanageable Customer Assets – Impacted customer experience during contract amendment and renewal process


  • 66% reduction in Sales Cycle Time from 15 to 5 days
  • Accurate pricing, discounting, and forecasting (ACV, TCV, MRR) for SaaS businesses
  • Automated Order booking and revision tracking for finance operations
  • Simplified contract drafting and negotiation
  • Established of System of Records for subscriptions, assets, and pricing
  • Implemented a “price waterfall” to address leakage issues in pricing and discounting
  • Adopted attribute-driven product configuration rules for more accurate quotes and streamlined approval process
  • Innovated the contract renewal process by introducing account-based renewals, multi-contact renewals, and complex multi-year calculations for finance systems


  • Salesforce Sales Cloud
  • Salesforce Revenue Cloud
  • Conga CLM
  • DocuSign


Reduction in Sales Cycle Time
Improvement in Conversion

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