Enabling SaaS Transformation with Salesforce & CPQ Optimization
Enabled a seamless transition from hardware to SaaS based software business model by transforming CPQ and sales processes, accelerating deal velocity, and supporting public company readiness.
Case Details
Industry: Cloud Data Management & Security
Solution Implemented: Salesforce CPQ
Solutions Implemented: Salesforce Sales Cloud, CPQ, Community Cloud
Users: 100+
Project Duration: Since 2018
Delivery Model: Integrated partnership, working as an extension of the client team across the US, Canada, and India.
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Business Challenges
- Client was transitioning from a hardware and perpetual software business model to a SaaS-based offering.
- Existing CPQ and sales processes were outdated and not aligned with a subscription-based business model.
- Inefficient quoting and approval workflows slowed down deal cycles and hindered revenue growth.
- Lack of seamless integration across CPQ and related systems created operational inefficiencies.
- Needed a strategic Salesforce partner to drive transformation and scale operations effectively.
- During this period, the client also transitioned from being a privately held company to a publicly listed entity, requiring enhanced compliance, reporting, and system scalability.
Bluvium Solution
- Conducted a comprehensive Salesforce CPQ Health Check to identify gaps and inefficiencies.
- Optimized CPQ configurations and workflows, aligning them with SaaS-based pricing and subscription models.
- Supported a full transformation of sales and revenue processes, enabling the shift from hardware to SaaS.
- Established a dedicated team of 20+ experts across the US, Canada, and India to manage ongoing enhancements and new product introductions (NPIs).
- Integrated seamlessly with the client’s team, operating as a preferred vendor for all Salesforce-related initiatives.
- Supported compliance and scalability requirements as the client transitioned to a publicly traded company.
Business Value Delivered
- Successful SaaS transformation, enabling scalable subscription-based revenue growth.
- Streamlined CPQ workflows, improving sales cycle efficiency and deal velocity.
- Ongoing Salesforce optimization and support, ensuring long-term success.
- Integrated partnership model, providing dedicated Salesforce expertise as an extension of the client’s team.
- Scalable team structure, ensuring rapid execution of enhancements and new product introductions (NPIs).
- Enhanced compliance and reporting capabilities, supporting the client’s transition to a public company.
