September 30, 2022
Can I fully automate CPQ to Salesforce workflow?
How can my renewal opportunity reflect everything that the customer has bought over the contract period?
Can Salesforce reflect what a customer has purchased at any given time through all amendments?
If these are the questions you struggle with, you are not alone. Revenue operation teams and even founders (if you are an early-stage company) constantly grapple with such issues.
The current approach is to do everything manually. This means unnecessary personnel overhead, increased possibility of errors, and worse, loss of revenue as your velocity to do business is significantly reduced.
That's about to become history, though.
The root cause of all the above issues is that the legacy CPQ tools were built for non-SaaS sales in which every deal was one-and-done. However, SaaS sales are anything but one-and-done; instead, they have a life cycle starting from the first quote and then multiple iterations of up-sell/cross-sell/down-sell (during the contract period), and finally, renewal. Existing CPQ tools fail to represent this life cycle leaving the hard work to do manually.
The answer is evident: You need a Quoting tool that is explicitly built to handle SaaS workflows and that also works seamlessly with the upstream CRM. But why stop there? Imagine if this tool does billing as well. Now your entire Quote-to-Cash process is fully automated! Is there more? You bet there is! Imagine this tool supports the product-led growth motion from your website (using API-first architecture). Is this nirvana? Close.
It is a new paradigm for Revenue Operations. Instead of multiple point solutions, welcome to a single system of truth for your GTM — Enterprise Monetization Platform.
In this post, I will go over step-by-step instructions on how full automation can be achieved for Quoting to the CRM interface.
This step can happen multiple times and the corresponding Contract and Renewal Opportunity will be updated every time keeping your Salesforce data accurate for this contract.
If you have any questions about the above, send them to us at firstname.lastname@example.org. If you'd like to schedule a demo, please schedule it here.
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A case study in how the MonetizeNow CPQ and Billing platform has benefitted CaptivateIQ by getting quotes out the door faster so the Sales team can spend more time selling