Client Overview
Industry
Software Development
Region
Santa Monica, California
Company Size
501-1,000 employees
Featured Solution
Salesforce–Ironclad Workflow Automation
About the Client
A leading subscription provider that powers the growth of subscription-based businesses. Drawing on insights from millions of shoppers, the company continually evolves its product strategy. Trusted by 20,000+ businesses globally, it serves as a strategic partner, collaborating closely with leading brands across diverse industries.
Legacy Workflow Limiting New Product Launch
The client's sales operations are powered by Salesforce Sales Cloud and Ironclad Contract Lifecycle Management (CLM). While the existing Salesforce–Ironclad integration effectively supported legacy products, it was not designed to handle the complexity introduced by the Plus Plan, which required distinct terms, tailored templates, and specialized order forms.
As a result, sales reps were compelled to manually adjust contracts outside Salesforce, juggling multiple tools and steps to align with the new product requirements. What should have been a confident, repeatable motion became cautious and error-prone.
Technology Limitation Contracted Deal Execution
Contract creation for the Plus Plan introduced friction into an otherwise streamlined sales motion, turning a critical stage of the deal cycle.
Slower Deal Velocity
Manual contract adjustments extended the time from opportunity close to contract execution, delaying revenue recognition.
Higher Risk of Errors and Rework
Manual handling of Plus Plan–specific terms and templates increased mistakes and consumed legal and operations bandwidth.
Reduced Pipeline Visibility
Contracts initiated outside standard Opportunity workflows lacked real-time status tracking, limiting transparency.
Implementation of a Product-Specific Contract Workflow
To remove execution bottlenecks and ensure a clean rollout of the Plus Plan, Grazitti’s Salesforce experts designed and implemented a dedicated Order Form workflow in Ironclad, fully integrated with Salesforce to maintain it as the system of record.
- Custom Workflow Configuration:
Built a separate Plus Plan Order Form workflow in Ironclad, fully accommodating unique terms, templates, and order forms, without impacting existing contract workflows.
- Salesforce Integration:
Connected the new workflow to Salesforce for seamless contract creation without disruption to the existing workflow/processes.
- Opportunity-Level Automation:
Added a dedicated custom action button to the Opportunity page layout, enabling sales reps to initiate Plus Plan contracts directly from Salesforce with the correct workflow and templates.
- Process Optimization & Advisory:
Applied workflow and automation best practices, and supported the client’s sales team through the new process, ensuring quick adoption.
Impact at a Glance
What began as the client’s tactical need for a new product offering became an opportunity to future-proof the client’s contract execution foundation. Grazitti’s implementation of a dedicated contract workflow enabled the sales team to reduce manual intervention by roughly 65%, approximately 40% faster contract initiation, with minimal manual handling and near-zero risk of template or workflow errors. Unlike stopgap solutions, this implementation protected existing contract operations entirely while introducing a parallel, extensible framework. Clear separation of workflows also strengthened collaboration between sales and legal teams, improving compliance.
Highlights
65%
Reduction in Manual Contract Handling
40%
Faster Contract Initiation for Plus Plan Deals
100%
Continuity for Existing Contract Processes
Near-Zero Template & Workflow Selection Errors
Conclusion
Grazitti addressed the limitation of the existing Salesforce–Ironclad integration by introducing a purpose-built contract workflow designed for higher product complexity. The solution isolated Plus Plan–specific logic, templates, and order flows without disturbing legacy processes, reducing manual touchpoints and execution risk.
Testimonials
Our Partners
Explore what purpose-built Salesforce operations can unlock.
