Software Provider Use Case banner

Use Case

EXPANDING CUSTOMER BASE AND INCREASING ROI FOR A SOFTWARE PROVIDER WITH SALESFORCE BILLING AND CPQ
CUSTOMER PROFILE:
  • Industry: Professional Services, Software Providers
  • Headquarters: Santa Clara, California, USA
  • Brand presence: Global
  • Employees: 1,000 worldwide
CHALLENGES
  • The software provider’s cloud, a Database-as-a-Service (DBaaS) product, allowed the group’s database to be provisioned to any cloud provider. They needed to define and implement the best way to package and price this offering.
  • The company lacked the resources to resolve the growing backlog.
  • The group wanted to support legacy customers in transitioning to the new pricing model.
OBJECTIVES
  • The software provider sought to evolve their cloud offering to stay competitive and go to market with a usage-based product.
  • The company needed a platform upgrade to a solution that would support its go-to-market strategy and offering.
SOLUTION
  • Guided the group through the discovery process and designed a credit burndown model.
  • In Salesforce CPQ, the company’s sales reps defined and quoted expected usage upfront, based on server cluster configuration and varying combinations of CPU, memory, and storage.
  • Designed a custom usage import process in Salesforce Billing to consume the pre-purchased credits before charging for additional usage.
  • Supplemented the company’s team with CPQ & Billing experts to provide extensive knowledge transfer and product training on Revenue Cloud.
  • Provided ongoing support to transition legacy customers to the new GTM model.
  • Completed critical enhancements for the software provider’s DBaaS line of business.
RESULTS

Thanks to OSF Digital’s implementation and support, the software provider is empowered to provision customers quickly and easily with the ideal infrastructure to bill their clients reliably and accurately.

Implementing a credit burndown model has also enabled the company to increase cash flow with prepayments. The group relies on a more flexible usage model, gaining control over customer accounts and provisioning.

With a trained internal technical team, our customer can now maintain its solution moving forward. Relying on new in-house subject matter experts, the group has simplified the purchase process to 15 seconds.

Through our solution enhancements via Salesforce, our client, an innovative software provider, has expanded its customer database and is positioned to increase ROI.

TECH STACK + THIRD-PARTY INTEGRATIONS
Salesforce CPQ
Salesforce Billing Cloud
THIS SOLUTION MAY BE RIGHT FOR YOU IF YOU:
  • Want to give sales teams the tools to sell fast.
  • Need to easily configure, price, and quote complex solutions.
  • Want to deliver exceptional customer experiences.
  • Unify your revenue processes and data to drive efficiency across the entire product-to-cash journey.
  • Need to speed up cash collection with billing automation.

Open a DTC Sales Channel Quickly

Contact us, and we will help you adapt your commerce ecosystem for DTC relationships