Revenue lifecycle modernization — ATTOM Data

About ATTOM

ATTOM is a leading U.S. property data and analytics provider delivering nationwide real estate, mortgage, and market intelligence to lenders, investors, servicers, and prop-tech platforms. Their subscription- and usage-based offerings require flexible pricing, contracting, and renewal automation across a complex Quote-to-Cash lifecycle.

The challenge

ATTOM faced a fragmented Quote-to-Cash process creating operational bottlenecks across the entire revenue lifecycle:

• Excel-based quoting causing inconsistencies — hundreds of product-attribute combinations priced manually in spreadsheets
• Manual contract generation and legal review — paper contracts drafted offline
• No standardized approval workflows — approvals happening over email
• Inflexible pricing logic — no automated uplift for year-over-year renewals
• Manual fulfillment and renewals — renewal dates missed, no single asset view

The result: revenue leakage, compliance risk, delayed sales cycles, and over-provisioned products going undetected.

The complexity: why this wasn't a standard implementation

ATTOM's products are not inherently complex — they sell data packages. The complexity is in how they price them.

Customers can buy specific types of data for the entire country, for specific states, counties, or MLS regions. They can buy historical data spanning one or multiple years. All of this creates a matrix of product attributes that drive pricing:

• Buying Product 1 nationally vs. for 2 counties vs. for 5 states → different prices for each combination
• Historical data for 1 year vs. 3 years vs. 5 years → different pricing tiers
• License duration (1 year vs. 3 years) → different pricing logic
• Discounts at line-level, header-level, dollar amount, fixed percentage, specific MRR targets, or list price overrides

This is complex enough for a new deal. What makes it truly challenging — and what demonstrates the power of Agentforce Revenue Management — is that all of this needs to work seamlessly for amendments and renewals. Adding new products, new geographies (new counties), or additional years of historical data while doing mid-cycle amendments must recalculate pro-rated pricing automatically. Previously, every change required manual spreadsheet recalculation.

Additionally, ATTOM sells usage-based API access with block-based pricing tiers — a separate pricing model layered on top of the subscription products.

What we built

A comprehensive Salesforce Agentforce Revenue Management (Revenue Cloud Advanced) implementation addressing all pain points:

• ~100 pricing elements (also called "steps" in Revenue Cloud) to arrive at the correct price on any quote — handling every combination of geography, years, license duration, and discount logic
• Centralized quoting within Salesforce replacing spreadsheet-based pricing
• Custom geo-coverage pricing logic — automated pricing for any national, state, county, or MLS combination
• Year-over-year uplift logic — monthly, annual, and custom ramp pricing
• Usage-based products with block-based volume pricing for API tiers
• Automated approval workflows tied to discount thresholds
• Auto-generated legal-ready quote documents
• Automated fulfillment data mapping
• No-touch renewal automation triggered by term expiry
• Digitized paper contracts via Salesforce CLM

The implementation used post-hook and pre-hook events to manage the pricing calculation chain. Imagine having to do 100 calculation steps manually in spreadsheets for every deal — and then redoing it for every amendment.

The outcome

• Significant efficiency gains reducing coordination overhead across Sales and Operations
• Near-zero error rates in quoting — automated pricing replaced manual calculations
• Standardized contract approvals with increased compliance
• Consistent, scalable pricing across all regions and product combinations
• No-touch automated renewals triggered by term expiry
• Accurate usage-based billing for API products
• Identified over-provisioned products and missed renewals — revenue recovery
• End-to-end lifecycle visibility from quote through renewal
• Salesforce selected this as a reference implementation and jointly presented it in a webinar shared with their Revenue Cloud prospects

Delivery model

Integrated partnership across the US, Canada, and India. Bluvium worked alongside Salesforce's Revenue Cloud team throughout the implementation.

Platform: Salesforce Agentforce Revenue Management (Revenue Cloud Advanced), CLM, Order Management, Asset Management

What ATTOM says

"Bluvium has been great to work with. Everyone on their team is extremely knowledgeable and competent. They understand our processes very well and have made multiple suggestions to help us build out a better product."

— Lauren Trevathan, Chief of Staff, ATTOM