Case Study - Cordance SFDC

Cordance - Salesforce Implementation




Team Size




Tech Stack

  • Salesforce
  • celigo-icon
  • salesforce-cpq-icon
  • salesforce-sales-cloud-icon

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Introductiontitle icon

Our customer works on an 'acquire and scale' business model. It helps vertical  B2B software-as-a-service (SaaS) companies to achieve their full potential through acquisition and long-term tactical and financial guidance.

The customer faced several challenges when they began acquiring portfolio companies, primarily due to the diverse CRM systems utilized by each acquired company.

Following are the challenges which our customer encountered: 

1. Standardization

As the customer acquired various portfolio companies, they faced the significant challenge of managing diverse sales processes and the associated complexities. Each acquired company had its own unique sales methodology, stages, and workflows, leading to inconsistencies and inefficiencies in the overall sales process. The absence of a unified standard process resulted in complexities and posed significant challenges.

2. Complex Pricing Structure

The customer encountered significant complexities in managing their pricing structure due to the diverse and intricate nature of their products, services, and pricing models. The company offered a wide range of products with varying configurations, options, and pricing tiers, tailored to different customer segments and market demands. This complexity posed challenges in effectively managing and maintaining the pricing rules and calculations within their CRM system.

3. Unified Document Signing Process

The customer faced difficulties in managing their document signing process due to the lack of a unified and standardized approach. The customer's sales teams relied on various disjointed methods for obtaining signatures on important sales documents, such as contracts, proposals, and agreements. Some teams used manual paper-based methods, while others utilized different e-signature tools, leading to inconsistency, inefficiency, and potential compliance issues.

4. Data Integration & Reporting

The customer struggled to integrate and consolidate data from diverse CRM systems used by acquired portfolio companies. Varying formats and structures hindered a unified view of customer information, sales activities, and performance metrics, leading to data silos and inconsistent reporting. The lack of standardized data models made timely and reliable reporting challenging. Additionally, data integration complexities impacted sales forecasting and bottleneck identification. Moreover, the diverse reporting capabilities hindered performance comparisons and best practices identification.

The company was in search of a CRM implementation partner capable of tackling challenges in standardization, complex pricing, and data integration. They required a partner with expertise in CRM system implementation, especially in sales processes, and a deep understanding of their industry and business model. Ultimately, Closeloop was chosen because of our comprehensive understanding of their unique needs and our ability to propose a compelling solution that perfectly matched their requirements. Our team demonstrated profound domain expertise and a proven track record of understanding intricate business processes, enabling us to design and deliver a tailored CRM solution that aligned seamlessly with their objectives.

Solutiontitle icon


Prior to initiating the CRM implementation project, our team diligently conducted a thorough assessment of the Customer's existing sales management processes and systems. The primary focus was on evaluating their sales practices, quoting procedures, lead creation workflows, and reporting capabilities. Through this meticulous analysis, we gained valuable insights into their current operations, pinpointed pain points, and identified key areas in need of enhancement.

Solution Architecture

  • After thoroughly analyzing the insights gathered from client calls and assessments, we crafted a comprehensive solution for leveraging Salesforce to streamline their sales process
  • We proposed Salesforce CPQ integration in the sales cloud to streamline pricing management and accommodate complex pricing models. 
  • Based on our assessment and understanding of the challenges faced, we propose the implementation of DocuSign as a solution to streamline the document signing process. By integrating DocuSign with Salesforce Sales Cloud and CPQ, we aim to create a unified and efficient document signing workflow.

Implementationtitle icon

Solution Design and Customization:

Based on the requirements, a tailored solution architecture was designed to address data integration, complex pricing, and reporting challenges. Custom objects, fields, and workflows were configured to align with customer’s sales stages, lead statuses, and opportunity management.

Sales Cloud Configuration:

Sales Cloud was customized to accommodate customer’s diverse sales processes and business units. Lead and opportunity tracking, along with data migration from legacy systems, were carefully executed to ensure data accuracy and seamless adoption.

CPQ Configuration and Pricing Rules:

The CPQ module was integrated into the Sales Cloud, and pricing rules were configured to handle complex pricing models based on product configurations, discounts, and customer segments. Quote templates were designed to ensure professional and standardized proposals.

Data Integration and Migration:

A comprehensive data integration strategy was implemented to consolidate and migrate data from disparate CRM systems used by acquired portfolio companies. Data cleansing and deduplication processes were performed to maintain data integrity.

Document Generation and E-Signatures:

DocuSign integration was set up to streamline document generation and enable electronic signatures for sales contracts and agreements. This facilitated a unified and efficient document signing process.

Business Unit Customization and Training:

The solution architecture allowed for customizations based on individual business units' specific requirements. Business rules, validation, approval mechanism and workflows were configured accordingly. A comprehensive training program was conducted to onboard and empower sales teams on the Sales Cloud and CPQ platform.

Security and Compliance:

Stringent security measures were implemented, including user authentication, sharing rules based on business unit and role-based access controls, to safeguard sensitive information. The implementation adhered to industry best practices and compliance standards for data privacy and security.

Reporting and Analytics:

Custom reports and dashboards were developed to provide real-time insights into sales performance, pipeline metrics, and key sales KPIs. The reporting framework allowed sales leaders to make informed decisions and optimize sales strategies.

QAtitle icon

Requirement Validation: Our QA specialists worked closely with customer to validate the gathered requirements, ensuring they were clear, complete, and aligned with the organization's sales objectives.

Salesforce Configuration and Sales Process Testing: Thorough testing was conducted on the Sales Cloud configuration to verify the correct implementation of customizations, workflows, and automation aligned with the Customer’s specific needs. Additionally, our QA team conducted extensive testing of the end-to-end sales process within Salesforce Sales Cloud, ensuring comprehensive coverage of lead management, opportunity tracking, and closure functionalities.

CPQ Configuration and Quote Testing: Our QA experts rigorously tested the CPQ configuration to ensure an accurate representation of the product catalog, pricing rules, discount structures, and quote templates tailored to our customer's diverse offerings. Additionally, rigorous testing was carried out to validate the CPQ quote generation process, ensuring precise product configurations, accurate pricing calculations, and applied discounts.

Data Validation: Our QA conducted meticulous data validation to ensure a seamless migration of data from the legacy systems to Salesforce, preserving data integrity throughout the process.

Pricing Rules Testing: QA specialists verified the pricing rules set up within CPQ, ensuring they functioned as intended and provided accurate pricing for various scenarios.

Approval Process Testing: QA rigorously tested the approval process for quotes, ensuring it followed the defined workflow and triggered the appropriate actions as per customer’s sales policies.

Integration Testing: QA validated the seamless integration between Salesforce Sales Cloud and CPQ, ensuring consistent data flow and effective communication between the systems.

Reporting and Analytics Testing: QA experts verified that the reports and dashboards within Salesforce provided accurate and meaningful insights into sales performance and pipeline metrics.

Resulttitle icon

The implementation of Salesforce Sales Cloud, Salesforce CPQ, and DocuSign integration proved highly successful for our customer. The solution addressed challenges in standardization, complex pricing, and unified document signing, resulting in streamlined lead management, opportunity tracking, and closure. Sales teams worked more efficiently, leading to improved productivity and faster opportunity closures. The integration of Salesforce CPQ facilitated precise quotes, reducing pricing errors and enhancing customer satisfaction. DocuSign streamlined the document signing process, resulting in time savings and accelerated closures. Comprehensive reporting provided actionable insights into sales performance and KPIs, empowering sales leaders to make informed decisions and identify growth opportunities. The successful implementation boosted sales productivity, customer satisfaction, and revenue growth, of the customer.

UXtitle icon

Take a closer look at real-world screenshots of the Cordance Salesforce implementation and the results achieved through our solutions.

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