Measured outcomes
Quote-to-cash cycle: 9 days → 18 hours (P50)
Manual rev rec adjustments down 78%
Sales productivity +14% measured at quota attainment
Audit prep effort down 40%
The firm crossed $2B ARR with a quote-to-cash architecture built for $200M ARR. Quote complexity had outgrown the legacy CPQ. Revenue recognition was 70% manual. The CRO needed surgical reset, not boil-the-ocean replatform.
Salesforce CPQ rearchitecture. Bundle + ramp logic native to the platform. Revenue Cloud for usage-based + subscription rev rec. Approval flows redesigned for the high-velocity sales motion (deals approved in hours, not days). Integration to NetSuite for invoicing.
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