About the Client
Marketo is a recognized as a leader in digital marketing by Gartner, Forrester, and Sirius Decisions helping transform customers digital marketing with constant product innovation, a vibrant community of marketers, and a robust partner ecosystem.
Marketo is headquartered in San Mateo, California and was founded in 2006.
Business Challenges
- Inconsistent Product and Pricing model and Product bundle and guided selling was not accurate
- Upsell and Renewal Quoting was time consuming as it involves manual intervention
- Entitllement process was not supporting sold product to a customer
- Absence of seamless process for Contract and Subscription management
- No flexibility in creating multi-dimensional quoting in terms of pricing and time, Delays in quote approval due to needed integration with e-signature
- Quote history not maintained in the system No multiple quote lines item editing with dynamic pricing based on discount, term, quantity
- Product provisioning was setup incorrectly
Business Requirements
- Maximize sales by automating pricing, pro-rating, and co-terminating contracts and renewals
- Automate full billing cycle to meet finance and sales team business needs
- Enabled feature and solution selling of a Product for different platforms
- Log all quote interactions for auditing, tracking and compliance with customizable quote templates
- Integration with e-signature partners
The Benefits
- A guided selling process for Reps
- Decrease in booking errors and increase in productivity
- Faster, Cost effective and less maintenance platform
- Scalability and Customizable Architecture to deal with future needs or Technology upgrade
The Solution
- Enabled robust configuration capabilities and flexible CPQ process with low maintenance
- Helped customer improve renewal cycle saving time and money during sales deal
- Increase average deal size results in increased customer satisfaction
- Eliminate data input errors, reduce overhead, connect systems with reducing number of people required to produce invoices
- Manage invoicing and subscription billing improving cash-flow
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