Case Study

Cordance

Salesforce Implementation

  1. Home
  2. Insights
  3. Case Study
  4. Cordance Salesforce

Salesforce CRM implementation to enhance customers sales processes and integrate CPQ

Context

Our customer operates on an 'acquire and scale' model, assisting vertical B2B SaaS companies in reaching their full potential through acquisition and long-term tactical and financial guidance. Their focus lies in aiding SaaS companies through acquisition and providing strategic guidance, particularly in the vertical B2B software domain.

  • Specializes in aiding SaaS companies through acquisition.
  • Provides long-term strategic guidance.
  • Focuses on the vertical B2B software sector.

Challenges

The customer encountered significant hurdles upon acquiring portfolio companies due to the diverse CRM systems employed. Dealing with different sales methods caused problems because there wasn't a consistent approach. Pricing was tricky due to the wide range of products tailored for various customers. Getting signatures on documents was inefficient because everyone used different methods. Also, data was hard to work with because of inconsistent formats and various CRM systems, making it challenging to compare performance and find the best practices.

Standardization:

  • Managing various sales processes led to inconsistencies.
  • Lack of a unified standard process resulted in complexities.

Complex Pricing Structure:

  • Handling intricate product configurations posed challenges.
  • Diverse product offerings added to the complexity.

Unified Document Signing Process:

  • Disparate methods for obtaining signatures led to inefficiencies.
  • Lack of a standardized approach caused inconsistency.

Data Integration & Reporting:

  • Inconsistent data formats hindered timely reporting.
  • Varying CRM systems led to data silos.

Solution

To address these challenges, a comprehensive approach was adopted. We thoroughly assessed existing sales management processes and systems to identify pain points and key areas for enhancement. Based on the assessment, Salesforce CPQ integration for pricing management and DocuSign for streamlined document signing were proposed. The implementation involved customization of Sales Cloud, CPQ, and DocuSign to align with sales processes, along with data integration and migration for consolidated information. Security measures and compliance adherence were ensured, while custom reports and dashboards provided real-time insights into sales performance.

Assessment:

  • Thorough evaluation of existing processes and systems.
  • Identification of pain points and critical areas for enhancement.

Solution Architecture:

  • Proposed Salesforce CPQ integration for pricing management.
  • Recommended DocuSign for streamlined document signing.

Implementation:

  • Customization of Sales Cloud, CPQ, and DocuSign.
  • Data integration and migration for consolidated information.
  • Security measures and compliance adherence.

Results

The implementation of the proposed solutions yielded significant results.

Streamlined Operations:

  • Enhanced lead management, opportunity tracking, and closure.

Improved Efficiency:

  • Increased productivity and accelerated opportunity closures.

Enhanced Pricing Accuracy:

  • Reduced errors and boosted customer satisfaction.

Efficient Document Signing:

  • Saved time and expedited closures.

Actionable Insights:

  • Empowered sales leaders with informed decision-making capabilities.

Revenue Growth:

  • Boosted sales productivity and increased customer satisfaction.

Download Case Study