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
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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