March 3, 2023 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software and cloud services technology solutions, faced significant challenges with product proliferation and outdated pricing.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. Challenges Complex Product Proliferation – around 1200 products Sunset existing CPQ – System and move to more modern CPQ System Outdated Pricing Information – Resulted in Lengthy Review process Excessive discounting – Losing Revenue dollars during Contract Renewals Unmanageable Customer Assets –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 Approach 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 Technologies Salesforce Sales Cloud Salesforce Revenue Cloud Conga CLM DocuSign Results0%Reduction in Sales Cycle Time0%Improvement in ConversionReady to start your own journey?Contact Us