Private Equity CRM & CPQ

A Private Equity firm that acquired two organizations wanted to merge these two companies into a single revenue management system. This would increase the accuracy of information, ability to upsell and cross sell, and cut down technology costs. While the Private Equity firm had certified Salesforce professionals on board, the complexity of migrating two Salesforce instances into a new one, integrating accounting systems, and more required additional support to meet deadlines.

There were several ongoing challenges for the Revenue Institute team. First, the two entities being merged had very different monetization models that needed to be combined into a single CPQ process. There had to be a balance of standardization and customization. In addition, the company was using QuickBooks but was migrating to NetSuite all at the same time. This required two different API integrations for accounting throughout a single Salesforce project, which only added to complexity.

Revenue Institute started the project by shadowing both entities' sales teams to see their sales and CPQ processes, which lacked any documentation. Once this happened, a full sandbox was created based on the more complex organization's Salesforce instance, with the second one being merged in. With a plethora of Apex triggers, classes, and flows, Revenue Institute was able to QA and perfect a single CPQ process with custom quote templates and more. Furthermore, both QuickBooks and NetSuite were integrated.

The Private Equity firm has a single source of truth for all revenue management across two entities. This enabled more accuracy, predictability, and oversight from leadership, which lead to better decision making.

With the use of automation across Salesforce and NetSuite, accounting operations were automated (i.e. invoicing, amendments, terms, etc.). Finance was able to dive into more accurate data in less time.

The two companies merged could now upsell and cross sell into each other much more effectively. They had increased visibility into each others' opportunities, revenue processes, and products available.