Eliminating revenue leakage
Enterprise Information & Services is a provider of several different services including; software solutions, finance, auditing, professional information, and more.
Decreased SKU count by 99% from over 30,000 separate SKUs to under 400 SKUs
Estimated CSAT & revenue increase with the ease of automatic billing
Estimated decrease in DSO & outstanding AR balances
Reduced chance of billing error significantly
Eliminated revenue leakage
$1 billion annually runs through Salesforce Billing
Executive Sponsor
Industry
Products
Services
Challenges
Customer was not achieving the revenue outcomes from services
The current CPQ & billing platform did not meet expectations, the customer desired a native Salesforce platform.
While the customer's SAP system was the master for contracts, they wanted to improve their customer experience by combining multiple renewals and amendments contracts into one
Customer wanted to maximize their customer lifetime value by allowing different sales teams to sell various products to their customer base using the same CPQ & billing solution
The pricing model followed complex scenarios that did not easily fit the Salesforce CPQ & Billing model.
Results
Uptima's solution was to implement Salesforce CPQ to meet customer's requirements.
Provided dynamic filtering of product catalog that had 30k SKUs based on over 250 attribute permutations
Advanced pricing models were dynamically selected to allow for complex pricing scenarios.
Enhanced the contract and subscriptions object to allow for combining/splitting contracts.
Implemented industry best practices for document generation and approval
“Uptima are quote-to-cash domain experts and not just technical experts. Uptima helped us solve unique requirements such as combining contracts sourced and integrated from our SAP system.
They are truly consultative in their recommendations, providing pros and cons of alternatives for addressing our requirements. Their professionalism, transparency, and responsiveness are second to none.”
Sr. Manager, Salesforce & Marketing
Automation Operations