Landscape

After divesting from another company, Sphera Solutions, a risk-management software and information services provider, needed to migrate their existing system to the Salesforce Sales Cloud environment. Sphera’s goal was to create a custom-built solution that would automate and optimize their account, lead, opportunity, and quote/order management systems through configuration and third-party applications.

Program

Design and implement a custom-built solution within the Salesforce Cloud environment that would support data migration from the existing system and enable key aspects of the recurring revenue model.

Solution components

  • Design and deploy a content architecture to support a recurring revenue model
  • Migrate accounts, contacts, opportunities, line items, quotes and orders from an existing non-Salesforce system to the Salesforce Sales Cloud environment
  • Evaluate and implement third-party apps, including: Drawloop, S4G Automated Currency Updater, Connector for SharePoint, Quote Sync, and AvaTax for address validation
  • Assisted the implementation team and provided integration expertise for both Salesforce and NetSuite

Impact

This solution allowed Sphera to enable core elements of the recurring revenue model, including enterprise, service and renewal opportunities, as well as automatic creation of new renewals. The custom-built tool also provided enhanced governance and quality control, including bill-to/ship-to address validation, standardized quote templates, and direct connection to a SharePoint contract repository. As a result, Sphera was able to improve visibility throughout the sales process and generate significant efficiency gains.

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