Spacewell puts quotes and recurring revenue in one flow
Quotes, approvals and recurring revenue in one flow
Key results
- 1 flow from lead to cash, with recurring revenue in view
- Streamlined quote to cash process, with structured approvals across teams
- MRR reporting, with licence upsell and downsell tracking
The client
Spacewell is a software company for smart buildings, workplace and facility management, active in Belgium and the Netherlands. It sells hardware, software licences and services.
The challenge
Each part of the offer had its own quoting and pricing logic. Approvals happened by email, outside the system. Product bundles were kept in Excel.
Most of all, the company could not draw a clear line from marketing effort to recurring revenue. It needed one lead to cash process that followed the contract over its whole life, including upsells and downsells.
What we did
Sales processes and products. We set up the sales process and the product catalogue in Salesforce.
CPQ with structured approvals. Quotes follow approval paths across the teams involved, inside Salesforce instead of in email threads.
MRR reporting. Monthly recurring revenue is reported in Salesforce, and upsells and downsells of software licences are tracked.
Documents and signature. Quote templates come with electronic signature. DocuSign generates sales documents with custom approvals.
A partner portal. Partners collaborate on deals in a dedicated portal.
The result
The quote to cash process is streamlined, with structured approvals across teams. Recurring revenue and licence movements are visible in one place. Lead to cash runs as one flow.
