About the Client
Aternity, the enterprise-class Digital Experience Management company, provides visibility and control that power radical improvement in IT and business results. Aternity is a division of Riverbed Technology that is focused on End user experience management solutions that can be seamlessly deployed with Riverbed Steelhead solution delivering secure optimized WAN and SD-WAN solutions for fortune 500 clients globally.
Business Challenges
- Product feature selection was a herculean task
- Challenging timeline of less than 3 month to split the system and have new company Aternity ready for business from 1st day of new fiscal year Spin-off corporation CRM implementation
- Process improvement and ease of use
- Sales process meets the business needs of Marketing and Sales Reps
- Genuine business acceptance of the solution
- Increased visibility across key Sales and Service and Marketing business units
- Support high business growth
- Reduced downstream blockers in transactions data
- Enhanced governance
- Scale across Quote to Cash process
- Stability across CRM footprint
Business Requirements
- Spinoff End user experience management SaaS solution Operations of Riverbed Aternity and create new systems for Division/Sister company Aternity
- Aternity division is to be setup as a growth company with state of the art cloud based systems that can scale
- Current service contracts and Professional services projects and associated deferred revenue needs to be transferred into Aternity systems for the selected product base
- New Corporation Aternity will operate globally in North America, Europe, Asia and Australia
- Transform existing quote data into CPQ quotes & contracts
- Provide user training manual
The Benefits
- Sales process meets business needs of Marketing and Sales Reps
- Process improvement and ease of use
- Single source of truth and rational processes
- Business owned and managed Channel, Key Account, Support and Marketing
- Multidimensional Quoting implementation Improved renewal cycle management
- Increase average deal size results in increased customer satisfaction
- Automated Renewals, Discount approvals, Customizable quote templates combinations
- Standardized Industry best practices across all divisions
The Solution
- Implemented and Stabilized Salesforce Sales Cloud
- Installation and rollout
- Setup Salesforce Approval Process
- Implemented end-to-end Lead to Cash process
- Lightning Page setups
- Single streamlined process from Opportunity to Contract Approval
- Revised quote templates and other designs with a larger group of stakeholders
- Collaborative Forecasting
- Custom Reports and Dashboard