Case Study - M&A
Enterprise company based in Chicago has acquired 3 new companies and was trying to integrate all
these 3 businesses to operate and sell together on one unified Salesforce.com platform with the CPQ
package.
The intent was for these 3 companies to all merge their processes into the parent company. This way the sales
teams can cross-sell the products, tap into each other's territories, expand into new ones and offer bundled
products and services and as a result exponentially increasing the revenue.
The parent company had a hard time integrating all the companies together under one single process.
The selling process, pricing, and currencies were all different. Approval processes were all different, as well
as the rules for discounting and also various legal terms.
They were lagging in terms of growth and had trouble cross-selling because of the multi-currency and
price books limitations. The sales teams had a hard time selling the new products and didn’t know how to
bundle them.
Also, there was no universal agreement on the discount amount, nor standardized pricing. It was very hard to
create synergy and the companies were still operating in silos.
Found out the current process of all the companies including the parent company.
Streamlined all the business processes and one by one moved all the companies onto the same platform.
Restructured the product catalog, introduced automating pricing calculations, consolidating the pricebooks with various currencies.
Introduced approval processes along with guardrails in place for discounting and contracted pricing.
Implemented the “Guided Selling” for the sales team.
The revenue has dramatically increased due to the optimization of the quoting process by using Price Rules and
proper Approvals for discounting.
The sales teams could cross-sell and upsell products in various currencies due to everyone being
on the same platform using a common price book.
Recurring revenue also increased due to automation of the renewal process and implementing
Subscriptions auto-renewals.
They could easily manage live contracts with easy add-ons and change orders.