Scaling support offerings with standardized CPQ

The challenge

Packaging and pricing for support offerings lacked standardization, making quoting complex and inconsistent. Manual, error-prone processes with ad-hoc workarounds outside Salesforce. Support not tightly coupled with the core quote-to-cash lifecycle.

System complexity

6sense is a $200M ARR AI-driven revenue intelligence platform. Their support offerings had evolved organically — each with different packaging, pricing, and renewal logic. The quoting process required reps to manually configure support tiers, match them to product licenses, and calculate prorated pricing for mid-contract additions. This created inconsistent quotes, delayed renewals, and misaligned support revenue reporting.

The integration challenge was connecting support configuration rules to the existing CPQ quote flow without disrupting the product quoting engine that was already handling complex multi-year enterprise deals.

What we built

• Configured CPQ for support offerings with standardized products and pricing
• Built tailored rules and automation to align support packaging with sales processes
• Integrated support offerings into the broader quote-to-cash lifecycle

The outcome

• Faster quoting and order turnaround
• Improved pricing accuracy and governance through standardized configurations
• Stronger alignment between support revenue and product sales processes

Technologies: Salesforce CPQ