Lead-to-Cash with CPQ: Improving lead-to-cash with CPQ and integrating with new acquisition

OBJECTIVES

Dupont Circle Solutions (DCS) was hired by a 500+ employee Cyber Security SaaS company for a variety of Salesforce improvement projects, including supporting the integration strategy for an acquisition of an organization double their size. The company being acquired had an established 10+ year old Salesforce system. Faced with the challenge of how to best integrate the two distinct Salesforce systems, DCS led the system design across Marketing, Sales, Service and Customer Success.

APPROACH

  • Discovery & Design: Conducted a complex discovery and design engagement across two legacy entities with the focus on whether to merge, connect or integrate their two Salesforce instances with a focus on keeping both instances operational.
  • Data Migration & Transformation: Designed the integration blueprint and led the data migration process, which included a significant amount of data cleanup and optimization efforts across both Salesforce instances to ensure streamlined operations post integration.
  • Reporting: Established new dashboards and reports for multiple executive stakeholders across both systems that increased the accuracy of combined operations, forecasting, and performance.
  • Training & Support Documentation: Provided training and support through the project phases, including building comprehensive documentation to ensure the team could understand and navigate the new systems seamlessly.

OUTCOMES

  1. Established two connected Salesforce systems, with accurate data flow, reporting and business processes.
  2. Created new reporting and forecasting, including a new CPQ to streamline pricing and onboard Sales reps.
  3. Reduced Salesforce license count, leading to cost savings.