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Case Study

Fast growing startup deploys quote to cash process to automate their deal desk

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Streamlined sales processes

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Optimized resource allocation

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Saved time
PLAN TO GROW
How implementing effective processes paved the way for scalability
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The Client

 

The client for this project was a rapidly scaling SaaS business offering software solutions to multi location businesses. As a venture backed company recently taking on Private Equity financing, they were keen on improving both their demand gen process and funnels, as well as their systems stack.


The Problem:

  • As their business was growing, their quote configuration and billing process was unsustainable.
  • Sales was confused about which products to bundle together, what discounting was permitted, and how to correctly price out their packages.
  • Countless hours were being spent reconfiguring incorrect quotes and generating SOWs to submit to customers.
  • Difficulty reporting on current customers, measuring and managing churn, and ensuring renewals were for the right amount based on any in flight contract changes.
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    Limited Control

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    Limited Control

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The Solution

  • Implemented Zuora CPQ with a rules engine for accurate quotes
  • Used a series of record types and page layouts driven by a custom approval process to prevent sales people from sending quotes prior to being approved
  • Automated approval routing based on packaging configurations
  • Standardized order forms and quote documents
  • Implemented dynamic fields using Conga Composer to auto-insert customer-specific information
  • Connected Conga Composer to Docusign for auto-generated order form signature ensuring order form is routed to CFO for final signature.
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The Outcome

Zuora CPQ ensures that salespeople always configure the right package with the right implementation fees, and the finance team can roll out discounting or new products with minimal change management. Using Salesforce configuration, our team was able to manage approval processes and restrict reps from sending out quotes to customers prior to them being approved, as well as auto approve quotes below discount thresholds.

Conga Composer saves sales and Finance time prepping SOWs and order forms by auto generating the right document based on what is configured. By integrating Docusign and Conga Composer, the auto generated documents can be automatically sent for signature, tracked, and once signed we can automatically send the Quote to Zuora to initiate billing with the customer, as well as close out the opportunity.

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Streamlined sales processes
This project enabled efficient approval processes, preventing quotes from being sent to customers without approval and ensuring accurate configuration and pricing.
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Optimized resource allocation
Docusign and Conga Composer integration facilitated automated document tracking and signature collection, eliminating the need for manual handling and enabling faster order processing and billing initiation with Zuora.
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Saved time
With Zuora CPQ and Conga Composer, sales and finance teams saved time by automating the generation of SOWs, order forms, and quotes based on configured information, reducing manual preparation tasks.

The Tools

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Why Aptitude 8?

THE CLIENT

The client was already leveraging our firm to optimize their sales and marketing funnel when they started to feel the pain of their existing closing process with the new growth in business. We were able to spot the problem right away and start providing solutions informed by the work that was already being done with regard to their technology tools, their process, their team, and their historical data.

It made perfect sense to seek the help of a partner who is not only knowledgable of the demand gen strategy and funnel, but who is competent and knowledgeable of how systems interact with one another across the entire stack.

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About Aptitude 8

Implement. Integrate. Optimize.

Aptitude 8 is a technical consulting firm that helps companies make their business process, and the tools they use to deliver it, a competitive advantage. In today's business environment, the experience your customers have when buying from you is just as important as what you're selling. We build it better.

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