Case Study
A Salesforce CPQ implementation built to scale for ZScaler, a Hi-tech leader
Download Case StudyIndustry: Hi-Tech
Client: ZScaler
About the Client
The client is the creator of the Zero Trust Exchange platform, uses the largest security cloud on the planet to make doing business and navigating change a simpler, faster, and more productive experience. It helps IT move away from network infrastructure to the cloud, securely, using the principles of zero trust. The client is responsible for securing more than 400 of the Forbes Global 2000 companies. These organizations and others running some of the world’s most complex networks quickly realize the benefits of its cloud-delivered security as a service.
A connected lead-to-revenue data flow
Working with the client, Jade Global implemented Salesforce CPQ+ which allowed the company to implement product bundling capabilities and automate key parts of the CPQ process, including pricing calculations, document generation, and Renewals. Jade Global also helped ensure seamless integration of the CPQ+ solution with the client’s existing Finance and Billing tools and process, creating a connected lead-to-revenue data flow across the front and back office, ensuring their recurring revenue streams are optimized and Finance has the data needed to generate accurate customer invoices. Additionally, Jade Global supported the data migration activity from Apttus to Salesforce CPQ.
Business Requirements
- Migrate existing quote-to-cash processes from Apttus to Salesforce CPQ while utilizing out of the box features to the full extent
- Reduce product selection errors by implementing product bundles with instant compatibility feedback
- Ramp based solution selling with custom pricing logic considering Quantity as cumulative increment
- Enable Salesforce Lightning for Quoting
- Provide Deal desk with the ability to give exceptions towards product bundling in special scenarios
Business Challenges
Slow product loads and performance challenges in the overall highly complex and customized Quoting system
Extensive and complex product catalog with interdependent products being sold a-la-carte
No easy solution to upgrade customers from legacy products to the current product offering.
Complex pricing with different pricing models sold across various partner discount programs
We hired the Jade Global team to migrate from Apttus to SF CPQ. They did a phenomenal job being a great partner in driving this initiative within a short period. Their team is very hardworking and solution approaches are very future proof with awesome user experience. Without them, we wouldn't have been successful with our CPQ project. Just make sure that the internal key business stakeholders are aligned to support the Jade team throughout the project. With the CPQ implementation, the reps' productivity was increased by at least 50% for the quoting process and this was highly appreciated by the sales executive and leadership team. I highly recommend the Jade team for any kind of CPQ implementation.
Hindu Somashekar,
- Director- Business Applications
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