A greenfield Revenue Cloud implementation for a business where three quarters of revenue renews every year. Live across quoting, orders, assets, amendments and renewals, with active assets migrated so nothing in motion was interrupted.
Datalogics is an Adobe Portfolio Company and a 50 year fixture in document technology. Its PDF and document processing SDKs run inside software used worldwide, licensed to ISVs and OEMs on recurring terms. Roughly three quarters of revenue renews every year.
Salesforce had been in place for two decades for sales and support. Quoting was not. Each year the prior quote was opened as a PDF, dates were changed in Acrobat, and the file went out from Outlook. Assets were updated one at a time. Which customers were due, on what terms and at what price sat in individual files and individual judgment. When Finance needed a customer's purchase history, the answer came from a document directory search and a SQL query against prior sales orders.
If your quoting lives next to Salesforce rather than in it, and your renewal book is held together by the people who run it, this is the same starting point.
Everything in a Revenue Cloud implementation is downstream of the product model, and with no existing configuration to inherit, that model was the first decision rather than a cleanup task.
Datalogics sells SDKs that vary by platform, deployment type, application, license management and key type. Modeled as discrete products, every combination becomes its own record and quoting becomes a search. Modeled as attributes, the rep makes one product selection, the system offers only valid configurations, and the attributes carry through to the order and onto the asset. The second approach is what makes an automatic renewal quote possible at all, because the system can only regenerate a quote if it knows precisely what the customer holds.
The catalog was built that way from the start, roughly 40% smaller than the equivalent product-per-combination model. Quoting, ordering, asset management, amendment and renewal now run as one connected process on Agentforce Revenue Management.
Renewal quotes generate themselves. Ninety days before an asset expires, a quote appears with that customer's products, platforms, deployment types and pricing already on it. Someone reviews it, adjusts it where the relationship calls for it, and sends. Nobody has to notice a renewal is coming.
Finance and Sales work from one record. Every event on an asset, from initial sale through upsell, amendment and renewal, sits on the asset record and is reportable. Customer history is a report rather than a document directory search and a SQL query. OEM royalty arrangements sit on products and assets and renew through the same flow as everything else.
The renewal book became forecastable. Every expiring asset is visible a quarter out, in the system, without anyone assembling a spreadsheet.
Datalogics delivers license keys to customers through a system it built itself. It touches every customer, it was outside the scope of the rebuild, and everything around it changed. Bluvium tested it at every stage of the implementation and carried it through unchanged. No customer experienced any difference in how they receive their software.
Active assets were migrated with the history renewals and amendments depend on, so commitments already in motion kept moving through the transition. Starting clean would have been faster.
"We engaged Bluvium to implement Revenue Cloud. They started by asking how we actually sell, and made the case that the product model had to be right before anything got built. That was not the shortest path and it was the right one. Every adjacent system kept working, our active business came across intact, and nothing stopped. It felt like we were their only customer." Ruth Walker, Chief Financial Officer, Datalogics
Building a quote in a revenue system is not faster than editing a PDF, and Datalogics knew that going in. A manual process can always beat a governed one on a single transaction. What it cannot do is generate the next hundred renewals without being asked, price them against a current model, or tell Finance what happened last year. That is the trade, and it is worth making deliberately rather than discovering afterward.
Platform: Agentforce Revenue Management (formerly Salesforce Revenue Cloud Advanced), with Adobe Sign and a preserved custom license provisioning integration
Industry: Document technology, developer SDKs, OEM and ISV licensing
Scope: Product model design, quoting, orders, assets, amendments, renewals, active asset migration
About Datalogics: Chicago based document technology company with a 50+ year history and an Adobe Portfolio Company. Its PDF and document processing SDKs, including the Adobe PDF Library, are used by ISVs, OEMs, and enterprises worldwide. datalogics.com
Can you produce a rolling renewal forecast from your system today, or is it assembled by hand?
Does your product model describe how you sell, or every way you have ever sold?
If you implemented Revenue Cloud tomorrow, would the systems your customers touch survive it?
Bluvium runs a fixed-scope Revenue Cloud readiness assessment that answers all three.
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