SaaS transformation — perpetual to subscription

The challenge

Transitioning from hardware/perpetual software to SaaS. Outdated CPQ/sales processes not aligned with subscription model. Transitioning to publicly listed entity needing enhanced compliance.

System complexity

This cloud data management company was undergoing a fundamental business model transformation — from hardware and perpetual software licensing to SaaS subscriptions. During the engagement, the company also transitioned from private to publicly listed, adding compliance, reporting, and scalability requirements on top of the revenue model transformation.

The engagement, running since 2018, required a comprehensive CPQ health check, complete optimization of CPQ configurations for SaaS pricing and subscriptions, and a full transformation of sales and revenue processes. Bluvium deployed a dedicated team of 20+ experts as the client's preferred vendor, managing ongoing enhancements and new product introductions.

What we built

• Comprehensive CPQ Health Check and optimization for SaaS pricing
• Full transformation of sales and revenue processes
• Dedicated team of 20+ experts as preferred vendor
• Supported compliance and scalability for public company transition

The outcome

• Successful SaaS transformation with scalable subscription revenue
• Streamlined workflows, improved deal velocity
• Ongoing partnership since 2018

Technologies: Sales Cloud, CPQ, Community Cloud