Client Overview
Industry
Software Development
Region
California, USA
Company Size
Mid-Sized 1,001-5,000 Employees
Featured Solution
Salesforce Sales Cloud, Apttus
About the Client
The customer is a US-based, industry-leading technology company specializing in data blending and advanced analytics. Renowned for empowering analysts with the ability to prep, blend, and analyze data through repeatable workflows, they help users streamline and accelerate data-driven decision-making. The company’s comprehensive suite of solutions supports end-to-end data engineering, reporting, and advanced analytics.
When Growth Outpaces Tools: The Challenges
As the customer scaled rapidly, their existing tools, Salesforce Sales Cloud and Apttus (a CPQ solution), couldn’t keep up with the increasing demands of their sales operations.
They faced several challenges:
- 4X increase in sales paperwork significantly increased administrative workload for sales teams and strained existing workflows.
- The standard capabilities of Apttus CPQ within Sales Cloud were no longer sufficient to meet their evolving business requirements.
- A complex and rigid sales documentation cycle made the creation of proposals and agreements inefficient.
- Manual data entry for each sales document led to high error rates and further slowed down the process.
The Business Impact on Teams and Processes: Delays, Inefficiencies & Errors
The limitations of the existing setup had a noticeable impact on the customer’s day-to-day operations and overall efficiency.
Sales cycles became longer, as manual effort and repetitive tasks delayed proposal and agreement turnaround times.
Sales reps spent more time on administrative tasks than on actual selling, reducing productivity.
Increased error rates due to manual data entry led to inconsistencies in proposals and agreements, affecting customer trust and internal alignment.
The lack of customization in the CPQ solution created roadblocks in optimizing the sales workflow, limiting the team’s agility and responsiveness.
The Tech Fix: Integrated, Automated, and Customized
To address the challenges, our experts implemented a series of strategic enhancements across the customer’s Salesforce ecosystem.
What Our Certified Experts Executed
- Sales Cloud Flows, an advanced beta feature, was employed to minimize the need for custom coding and streamline processes.
- Echosign was integrated to enable seamless e-signing of proposals, along with automation to sync data between proposals and agreements.
- A manual verification step for billing addresses was added, triggered every time a new proposal was created, ensuring data accuracy.
- A guided sales process was designed to simplify and standardize lead generation for sales reps.
- Apttus was customized to better align with the customer’s complex sales cycles, leading to a reduction in deal closure time.
- The customer’s marketing automation platform, Marketo, was integrated with Salesforce to automate the flow of MQLs, ensuring timely lead follow-ups.
Accelerating Sales Cycles for Faster Deal Closures
The implementation of automated workflows, integrations, and customizations significantly improved the customer’s sales efficiency. Sales reps were now able to close deals faster with fewer documentation hurdles, allowing them to focus more on engaging new prospects. With improved data accuracy and reduced manual effort, the team could work more confidently and productively — without spending hours double-checking for errors.
Highlights
40%
Lower Error Rates
20%
Faster Sales Cycle
30%
Higher Rep Productivity
35%
Reduction in Manual Workload
Conclusion
“Partnering with Grazitti helped us to streamline complex sales documentation, automate critical processes, and empower our sales reps to close deals faster, all while maintaining high data quality.”
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