€70M

acquisition, 2023. The buyer named the CRM as a factor.

Salesforce architect2021 to 2022

They were about to leave Salesforce. I kept them, built CPQ from scratch, and the buyer later named the CRM as a reason to buy.

The situation

The company was about to leave Salesforce. There was no real product catalogue and no standard way to sell: every deal started from zero, and a quote could take weeks. Its subscriptions were usage-based, but usage never came back to the CRM, so some of what was sold could not even be measured.

What I built

Salesforce CPQ from scratch, quote to cash, with a real product catalogue
Usage-based subscription reporting by fiscal, calendar and rolling periods
CPQ designed so the billing system plugged straight in
Support migration off Zendesk designed and costed
Marketing automation cleaned up: 42 rules and 47 forms removed

Stack

Salesforce CPQ · Sales Cloud · Service Cloud · Pardot · DocuSign

Results

Kept them on Salesforce, buying CPQ first and the rest when they were ready.
Quotes went from weeks to minutes, with far fewer pricing errors.
Building the catalogue made them rethink pricing and retire subscriptions that no longer paid.
The billing partner said the CPQ made their integration much easier, with nothing to rework.
Acquired in 2023. The buyer named the CRM as a factor, because it showed they could take over and run the business quickly.

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