Culminate drives 15% increase in data company's ARR with CPQ overhaul

Overview

One of our customers, RData, is a cloud data management and security company. They provide solutions for backup, recovery, and data protection. They offer automated backup processes, instant data access, and cloud-native disaster recovery. 

They also integrate with cloud providers like AWS, Azure, and Google Cloud. They emphasize data security with immutable backups and ransomware detection. 

Introduction

The company was looking for ways to increase revenue. 

They had an idea: introduce a consumption model to small and medium sized businesses (SMBs). to unlock more ARR. 

How would they get there? They would look to RData’s Salesforce team to launch consumption based pricing. But, there was a problem.

Challenge

RData’s sales reps were averaging three minutes to generate a quote.

The consumption model project was coming down the pipeline. RData's Salesforce team knew they needed to measurably reduce the time-to-quote soon.

But who would work on the CPQ revamp project? Their full time Salesforce team already had a full plate.

Solution

Culminate consultants met with the RData’s Salesforce team. Then, Culminate ran a CPQ org health assessment. They found two causes of long quote time:

1. No governance around creating new CPQ configuration in the instance, resulting in…
2. Ad-hoc creates/edits of product and price rules, resulting in a misconfigured CPQ 

Over a 3 month period, Culminate:

• Ran Culminate Salesforce CPQ health assessment on RData’s CPQ implementation
• Came up with a plan to fix RData’s CPQ tech debt and optimize RData’s selling process
• Implemented consumption based pricing 
• Implemented guided selling, enabling reps to see relevant quote lines faster
• Introduce a logging and monitoring mechanism to speed up the time to clean up CPQ tech debt
• Consolidate product and price rules, reducing time for reps to quote
• Delivered a revamped CPQ implementation

As a result, Culminate drove down the average quote time from 3 minutes to 1 minute. They also helped RData unlock an additional 15% in ARR in the SMB business segment.

Products Used

Salesforce CPQ