Advanced Logic Technology runs lead to cash in one system
Bundles, licences and rentals quoted in CPQ instead of Excel
Key results
- 1 flow from quote to licence activation
- 1 click for standard quotes, invoices and order forms
- 1 system with rental stock tracked alongside sales
Novera was engaged to helps us design and implement from the start and throughout the project, pinpointing risks, suggesting pertinent solutions or very acceptable compromises, and they cared throughout the project to ensure that we have a solution that works for us.
The client
A European company that develops and supplies specialist measurement instruments, the hardware around them and the software to process the data. It sells, maintains and rents its equipment.
The challenge
Quotes were built in Excel. A typical deal mixed hardware, perpetual software licences, maintenance modules, subscriptions and rentals. No standard quote could handle those combinations.
Contracts were hard to follow over time, commercial documents were not standard, and nothing connected the sale to the in house tool that activates licences.
What we did
Sales processes and a clean product model. We set up the sales process and the product catalogue in Salesforce.
CPQ for complex bundles and contracts. CPQ handles the bundles and the contract scenarios the business needs: upsell and downsell at renewal, merge, migration and upgrade. It was designed to work with the client’s licence management tool, so a signed quote leads to an activated licence.
Documents in one click. Quotes, invoices, packing slips and order forms are generated with S-Docs.
A rental tool. A custom tool reserves equipment and tracks rental stock, next to sales.
The result
Salesforce is now the central system of work, integrated with the back office. One flow runs from quote to licence activation. Standard quotes, invoices and order forms take one click. Rental stock is tracked in the same system as sales.
