Global Sales Transformation Through CPQ & Billing Integration

  • May 25, 2023
  • Girikon
Background

The client – a reputed event management company organizes transaction-oriented events that connect groups seeking to develop commercial relationships while expanding their business. As a leading player in the Exhibitions industry, the client is listed among the top event organizers across the globe. The client partnered with Girikon – a reputed certified Salesforce Consulting Company, to create universal knitting of all their business units spread across the globe under one Salesforce-driven platform and one sales process.

The Problem

The following challenges were identified:

  • A global scalable CRM solution was needed for future acquisitions to manage their pre-and post-sales processes of booths, sponsorships, Delegate & Vendor management across different locations
  • Understanding the existing systems (Source Data), deciphering data from the source & data mapping with the Target Salesforce org was a major challenge.
  • Ensuring the products are configured in the Target org so that it can cater to the variations across different events & regional preferences
  • Create a central Billing Platform, which can interact with SAP as the A/R system
Products Used

Sales Cloud, Community Cloud (Customer and Partner Community), Salesforce CPQ & Billing, Salesforce Einstein Analytics, Salesforce Billing Implementation, Conga, Expo Floor Plan Tool, Mulesoft, DocuSign

Approach and Key Features
  • Girikon conducted an Initial Discovery phase to analyze the custom features in the different orgs and create a Functional Map for the Target Source. One of the existing Org was used as the Target source
  • Detailed Data Analysis and Data Mapping exercise was done. Data migration strategy included Talend as the ETL tool and MS SQL as staging databases
  • Upon pilot source org migration, learnings were incorporated and subsequently all the source orgs were migrated in batches
  • Enables the end users to place reservation requests for booths needed for any selected event.
  • It gives sales person an advantage to get orders from customers directly
  • Each event has a different community URL and floor plan enabling Branding of each event portal.
  • Vendor management also managed 
  • Integration with Salesforce CPQ to get the different Booth products available for sale along with pricing
  • Online payment management through Cybersource integration
  • Integrated CPQ with DocuSign & Conga composer to add e-signatures functionality.
The Outcome
  • Global sales process consolidation resulting in a single global CRM instance.
  • Data Migration from Multiple Instances including Data Cleansing, Transformation & De-Duplication
  • Efficient Pipeline Reporting, Better Forecasting
  • Unified Instance for Sales reps to cross sale the Opportunities across Globe
  • Faster and error-free turnaround on real-time quotes that resulted in increased ROI
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