Enterprise-Scale Sales Cloud & CPQ Implementation for a Global SaaS Leader
Industry Technology (SaaS)
-
$10B+ Client Revenues
-
12+ Successful Years
-
1000+ IT Ninjas
-
5000+ Projects
Client's Testimonial
The team at Developers.dev transformed our sales operations. They didn't just implement a tool; they partnered with us to understand our complex business and architected a solution that eliminated bottlenecks we've had for years. Our quoting process is now 80% faster, and for the first time, we have full confidence in our forecast. Their CMMI Level 5 process was evident in the flawless execution.
VP of Global Sales Operations
Client Introduction
Our client is a US-based, publicly-traded SaaS company with over 3,000 employees and an annual recurring revenue (ARR) of over $500 million. They provide a suite of marketing automation and analytics tools to enterprise customers globally. Their existing Salesforce instance was a patchwork of legacy configurations from years of acquisitions and organic growth, leading to significant inefficiencies in their lead-to-cash process. The sales team was struggling with slow, inaccurate quoting, and leadership lacked a clear, unified view of the sales pipeline.
Problem
The client's highly complex product catalog, with thousands of SKUs, intricate bundling rules, and regional pricing variations, made manual quoting a nightmare. The sales team was spending more time building quotes than selling, leading to errors, delays, and a frustrated sales force. The lack of a centralized system meant forecasting was a painful, spreadsheet-driven process with unreliable data.
Key Challenges
Inaccurate & Slow Quoting
The existing manual process resulted in frequent pricing errors and a multi-day turnaround for complex quotes.
Lack of Sales Visibility
Disparate data sources and no standardized process made it impossible for leadership to get an accurate sales forecast.
Low User Adoption
The legacy system was clunky and unintuitive, leading sales reps to use shadow IT (spreadsheets, local documents) to manage their pipeline.
Scalability Concerns
The current infrastructure could not support the company's aggressive global growth plans.
Our Solution
Developers.dev was engaged to lead a complete overhaul of the client's Sales Cloud and implement Salesforce CPQ. We deployed a dedicated "Salesforce CRM Excellence Pod" consisting of a Solution Architect, two senior CPQ developers, a QA automation engineer, and a project manager.
🗺️ Deep Discovery & Process Mapping
We began with an intensive 3-week workshop with sales leaders and operations teams to map every step of their lead-to-cash journey.
💳 CPQ & Billing Configuration
We configured Salesforce CPQ to handle their entire product catalog, including complex bundling, multi-currency pricing, and automated approval workflows.
⚡ Sales Cloud Optimization
We streamlined the lead, opportunity, and account management processes, creating custom Lightning components to provide reps with the exact information they needed at each stage.
🔗 Data & Integration
We migrated historical sales data and built integrations with their ERP for automated order provisioning and invoicing.
Implementation and Execution
Agile Methodology
The project was executed using an Agile Scrum framework with two-week sprints, allowing for continuous feedback and adaptation.
DevOps Pipeline
We established a full CI/CD pipeline using Salesforce DX, ensuring automated testing and reliable deployments.
User-Centric Design
Our UI/UX expert designed custom LWC components that simplified the quoting interface, making it intuitive for the sales team.
Global Rollout
The solution was rolled out in phases, starting with the North American team, followed by EMEA and APAC.
Comprehensive Training
We developed a full training program and documentation to ensure high user adoption from day one.
Post-Launch Support
We provided two months of hyper-care support post-launch to address any issues and ensure a smooth transition.
Positive Outcome
⏱️ 80% Faster Quote Generation
The average time to generate a complex quote was reduced from 2 days to under 15 minutes.
✅ 99% Quote Accuracy
Automation eliminated manual pricing errors, leading to near-perfect quote accuracy.
🚀 40% Increase in Sales Productivity
Sales reps were able to spend significantly more time on core selling activities.
📊 Real-time Forecasting
Leadership gained access to real-time, accurate pipeline and forecast dashboards directly in Salesforce.
Why Choose Us
🌐 Enterprise-Scale Expertise
We have proven experience with complex, global Salesforce implementations.
⭐ CMMI 5 Process
Our mature processes ensure predictable, high-quality delivery.
🧑💻 In-House Expert Team
We provided a stable, dedicated pod of certified experts.
🎯 Business-Outcome Focus
We focused on solving the core business problem, not just the technical task.
🔄 Full Lifecycle Management
We handled everything from strategy and architecture to deployment and training.
🔒 Security-First Approach
Our ISO 27001 certified processes ensured client data was secure throughout the project.
🗣️ Transparent Communication
The client had full visibility into progress through our project management tools and regular check-ins.
🤝 User Adoption Strategy
We included change management and training to ensure the solution was successful.
📈 Scalable Solution
The architecture was designed to support the client's future growth.
Conclusion
By partnering with Developers.dev, the SaaS leader transformed its chaotic sales process into a streamlined, efficient, and scalable engine for growth. The project not only delivered a powerful technology solution but also solved critical business challenges, providing a significant and measurable return on investment.